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Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
Webinar slides: Conversations, NOT Interrogations
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Webinar slides: Conversations, NOT Interrogations

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Today's buyers do their homework by researching solutions online long before you get a chance to talk to them. Be sure you do your homework, too. Don't put a prospective buyer in the "hot seat" by …

Today's buyers do their homework by researching solutions online long before you get a chance to talk to them. Be sure you do your homework, too. Don't put a prospective buyer in the "hot seat" by barraging them with questions to qualify the opportunity. Instead, establish connections to build the relationship.

Register now! Using a case study format, three highly respected thought leaders will demonstrate how to connect by:

1- Applying sales intelligence to ask the right questions
2 - Framing questions to spark interactive dialog
3 - Sharing personalized information resources to create conversation

Published in: Business
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  • Transcript

    • 1. CONVERSATIONS, NOTINTERROGATIONSWebinar 2/5/13
    • 2. Speakers Roger Ciliberto Pete Gracey Cliff Pollan North American Sales Director COO & Co-Founder CEO & Co-Founder @OneSource4Sales @Peter_Gracey @cliffpollanroger_ciliberto@onesource.com pgracey@agsalesworks.com cpollan@postwire.com
    • 3. Establish Connections by:1 Applying sales intelligence to ask the right questions2 Framing questions to spark interactive dialogue3 Sharing personalized information to create conversation
    • 4. Case Study – Step Into These Shoes• You sell security software• Targeting company in financial vertical• Want to create conversation to motivate action
    • 5. 1Apply sales intelligence to ask the right questions
    • 6. Are you timely?
    • 7. Do you stand out by having somethingrelevant to talk about? • Corporate Family? • Revenues? • Other News?
    • 8. Is there a “Perfect Storm”? Also recently hired a new Chief Risk Officer….. The Perfect Storm? 1. New CTO 2. New Chief Risk Officer 3. Fiscal Year End?Have just entered into a NEW Fiscal Year…
    • 9. 2Frame questions to spark interactive dialogue
    • 10. Map Your Conversational Goals
    • 11. The Pitch
    • 12. Example “Pitch” Q:Do you believe Vulnerability Software is an important part of any overall IT strategy?
    • 13. The Pass
    • 14. Example “Pass” Q: How does Genworth’s current vulnerability softwarefit in with the security strategy you are putting into place?
    • 15. FormulatingQualityQuestions
    • 16. 3Sharing personalizedinformation to create conversation
    • 17. Axceler as our example vendor
    • 18. 1. See the 2. Commit to a 3. Plan out the problem solution path changeStatus Quo Closed Deal
    • 19. 65% Source: Forrester Research, Inc.
    • 20. Setting the Buying Vision Context Bring clarity & Motivate changeContent Conversation
    • 21. Discuss Issues with Status Their Ideas for Steps to Launch Quo Change SolutionUncover Their Change Their Fears Needs of Larger Motivations teamUseful 3rd Party research Case studies Free trial/LiveContent Educational Expert interviews demo webinars FAQs Planning checklist White papers ROI calculator 1. See the 2. Commit to a 3. Plan out the problem solution path changeStatus Quo Closed Deal
    • 22. Inventory and know your content.
    • 23. Content Inventory
    • 24. Content Inventory
    • 25. Sales Conversation Cheat Sheet• Content Details – Title, Author, etc.• Target Prospect - Who is it for and why• Content Insights - What can you teach• Sales Conversation – What are prompts and goalsDeveloped by Ardath Albee – Marketing InteractionsHer book – eMarketing Strategies for the Complex Salehttp://www.marketinginteractions.com/
    • 26. Use content to ask the right questions to clarify your prospect’s buying vision.
    • 27. SharePoint Governance Maturity Benchmark
    • 28. Content - Thought Leadership
    • 29. Create Conversations – You are not alone• Context - Only 30% of all companies align their governance plans with an end user adoption strategy• Question - Are you concerned that good governance could hurt user adoption?
    • 30. Put content in context of your buyer’s top 3 pain points.
    • 31. Content – Thought Leadership
    • 32. Create Conversations – You are not alone• Context - Only 29.6% of those not using a tool have an operational change manager model in place vs. 69.7% for those who use 3rd party tool.• Question - Has it been hard to put a compliance model in place?
    • 33. Help organize your buyer to represent their vision and ROI.
    • 34. Content - Champion Kit
    • 35. ROI Calculator
    • 36. Discuss Issues with Status Their Ideas for Steps to Launch Quo Change SolutionUncover Their Change Their Fears Needs of Larger Motivations teamUseful 3rd Party research Case studies Free trial/LiveContent Educational Expert interviews demo webinars FAQs Planning checklist White papers ROI calculator 1. See the 2. Commit to a 3. Plan out the problem solution path changeStatus Quo Closed Deal
    • 37. Sales Conversations, NOT Interrogations Roger Ciliberto Pete Gracey Cliff Pollan North American Sales Director Co-Founder CEO & Co-Founder @OneSource4Sales @Peter_Gracey @cliffpollanroger_ciliberto@onesource.com pgracey@agsalesworks.com cpollan@postwire.com www.onesource.com www.agsalesworks.com www.postwire.com Call me: 978-318-4398 Call me: 781-702-6999 Call me: 781-350-3416

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