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Business Development Clinic 07.07.09
 

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

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    Business Development Clinic 07.07.09 Business Development Clinic 07.07.09 Presentation Transcript

    • Business Development Clinic Smartbreakfast® Series Paris, Tuesday, July 7th 2009
    • 1 2 3 3 things to remember SalesChannel Europe ©2009 All rights reserved
    • 1. Referral Marketing 2. The Buyer’s Journey 3. Selling to the Emotional Brain SalesChannel Europe ©2009 All rights reserved
    • 1 Referral Marketing SalesChannel Europe ©2009 All rights reserved 4
    • Is Cold Calling effective? SalesChannel Europe ©2009 All rights reserved 5
    • 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
    • Find ways to get recommended SalesChannel Europe ©2009 All rights reserved 7
    • 2 The buyer’s journey SalesChannel Europe ©2009 All rights reserved 8
    • 1. The Sales Cycle is dead SalesChannel Europe ©2009 All rights reserved
    • 2. Birth of buyer-centric thinking SalesChannel Europe ©2009 All rights reserved
    • A journey into the unknown? SalesChannel Europe ©2009 All rights reserved 11
    • Show them the way forward SalesChannel Europe ©2009 All rights reserved
    • The Buyer’s Decision Process 1. Person 2. Company 3. Product 4. Price (Value) 5. Why Now? SalesChannel Europe ©2009 All rights reserved 13
    • Set realistic expectations SalesChannel Europe ©2009 All rights reserved
    • Avoid this….. SalesChannel Europe ©2009 All rights reserved
    • and this..... SalesChannel Europe ©2009 All rights reserved 16
    • 17
    • Create a sense of urgency SalesChannel Europe ©2009 All rights reserved 18
    • 3 Sell to the Emotional Brain SalesChannel Europe ©2009 All rights reserved 19
    • 20
    • Because people make emotional decisions that they justify with logic SalesChannel Europe ©2009 All rights reserved 21
    • Get to the emotional heart of the matter SalesChannel Europe ©2009 All rights reserved
    • 23
    • By asking questions that uncover: 1. Facts 2. Opinions 3. Feelings 24 SalesChannel Europe ©2009 All rights reserved 24
    • 1 2 3 3 things to remember SalesChannel Europe ©2009 All rights reserved
    • 1. Referral Marketing 2. The Buyer’s Journey 3. Selling to the Emotional Brain SalesChannel Europe ©2009 All rights reserved
    • Rather important to get them right! SalesChannel Europe ©2009 All rights reserved 27
    • SalesChannel Europe ©2009 All rights reserved 28
    • SalesChannel Europe ©2009 All rights reserved 29
    • 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