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Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
Business Development Clinic 07.07.09
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Business Development Clinic 07.07.09

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Smartbreakfast® Series: Business Development Clinic. 3 key ideas: …

Smartbreakfast® Series: Business Development Clinic. 3 key ideas:
1) Referral Marketing (Recommendation selling)
2) The buyer's journey
3) Selling to the Emotional Brain

Published in: Business, Education
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  • 1. Business Development Clinic Smartbreakfast® Series Paris, Tuesday, July 7th 2009
  • 2. 1 2 3 3 things to remember SalesChannel Europe ©2009 All rights reserved
  • 3. 1. Referral Marketing 2. The Buyer’s Journey 3. Selling to the Emotional Brain SalesChannel Europe ©2009 All rights reserved
  • 4. 1 Referral Marketing SalesChannel Europe ©2009 All rights reserved 4
  • 5. Is Cold Calling effective? SalesChannel Europe ©2009 All rights reserved 5
  • 6. Typical Sales Conversion Rates 1. Cold calling: < 4% Between 1-5% 2. External Recommendation: Your company should use Rob Smith. 44% He is a highly knowledgeable expert 10 X cold calling in your field. 3. Internal Recommendation We should use Rob Smith. He is a highly knowledgeable expert in our 88% 2 X External field. recommendation 20 X cold calling SalesChannel Europe ©2009 All rights reserved 6
  • 7. Find ways to get recommended SalesChannel Europe ©2009 All rights reserved 7
  • 8. 2 The buyer’s journey SalesChannel Europe ©2009 All rights reserved 8
  • 9. 1. The Sales Cycle is dead SalesChannel Europe ©2009 All rights reserved
  • 10. 2. Birth of buyer-centric thinking SalesChannel Europe ©2009 All rights reserved
  • 11. A journey into the unknown? SalesChannel Europe ©2009 All rights reserved 11
  • 12. Show them the way forward SalesChannel Europe ©2009 All rights reserved
  • 13. The Buyer’s Decision Process 1. Person 2. Company 3. Product 4. Price (Value) 5. Why Now? SalesChannel Europe ©2009 All rights reserved 13
  • 14. Set realistic expectations SalesChannel Europe ©2009 All rights reserved
  • 15. Avoid this….. SalesChannel Europe ©2009 All rights reserved
  • 16. and this..... SalesChannel Europe ©2009 All rights reserved 16
  • 17. 17
  • 18. Create a sense of urgency SalesChannel Europe ©2009 All rights reserved 18
  • 19. 3 Sell to the Emotional Brain SalesChannel Europe ©2009 All rights reserved 19
  • 20. 20
  • 21. Because people make emotional decisions that they justify with logic SalesChannel Europe ©2009 All rights reserved 21
  • 22. Get to the emotional heart of the matter SalesChannel Europe ©2009 All rights reserved
  • 23. 23
  • 24. By asking questions that uncover: 1. Facts 2. Opinions 3. Feelings 24 SalesChannel Europe ©2009 All rights reserved 24
  • 25. 1 2 3 3 things to remember SalesChannel Europe ©2009 All rights reserved
  • 26. 1. Referral Marketing 2. The Buyer’s Journey 3. Selling to the Emotional Brain SalesChannel Europe ©2009 All rights reserved
  • 27. Rather important to get them right! SalesChannel Europe ©2009 All rights reserved 27
  • 28. SalesChannel Europe ©2009 All rights reserved 28
  • 29. SalesChannel Europe ©2009 All rights reserved 29
  • 30. David R Ednie President & CEO SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com Blog: http://saleschannel.blogspot.com Sales Acceleration 2.0 SalesChannel Europe ©2009 All rights reserved 30

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