WEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer

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Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)

Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)

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  • Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com

Transcript

  • 1. 1Making the Number byDefeating the Status Quo@MakingtheNumber#DefeatStatusQuo
  • 2. 2Greg AlexanderCEO, Sales Benchmark IndexHelping B2B companies “Make the Number”Benchmarking MethodolgyProblem solving tool that gives companies access to best practices beingused by top producing companies.Sales and Marketing Consultancy
  • 3. 3Tim RiestererCMO, Corporate VisionsCo-Author:Conversations That WinCustomer Message ManagementDelivers 200 messaging-developing workshops per year.Trains 10,000 sales people a year on how to be better messengers.“The one who has the best story,is the one who’s gonna win”
  • 4. 4Youmissed thenumberagain??
  • 5. 5StimulateDemand
  • 6. 6Image courtesy of askmenInformationOverload
  • 7. 7How do you stand out?
  • 8. 8Think of yourselfas aMeaning MakerYou are NOT an information provider.
  • 9. 91. Context – creating a sense of urgency1. Contrast – show value between their statusquo and what you’re recommending2. Concrete – is it simple and actionableenough for me to do?3 Ways to Make Meaning
  • 10. 10Things aregoing great.Why shouldI change??
  • 11. 11OMG!I MUST CHANGENOWOR ELSE!!
  • 12. 12The biggestmotivator ofchange is thedesire toavoid risk orloss
  • 13. 13Status quo is nolonger safeImage courtesy of ufunk
  • 14. 14How do I get the attentionof the CEO?
  • 15. 15How do I get the attentionof the CEO?And who inside theorganization can help me?
  • 16. 16We are NOTproblem-solvers.We arePROBLEMFINDERS!
  • 17. 17Insight bomb
  • 18. 18How do I get my salespeopleto call on new accounts?
  • 19. 19How do I get my salespeopleto call on new accounts?How do I use contrast?
  • 20. 20Anchor the ‘From’ so you cansetup the ‘To’Executives expectyou to know moreabout theirproblems thanthey do.
  • 21. 21Explain the statusquo in a way theycan react to it.Identify andunderstand all of thepivotal moments ina buying process.Know the points inthe process wherevalue can leak out.
  • 22. 22Image courtesy of sonic-devMap out thestatus quo
  • 23. 23If you have no contrast,they cannot ascribe value.VALUE LIVES IN CONTRAST.
  • 24. 2441% of B2B companies will miss theQ1 revenue target
  • 25. 2541% of B2B companies will miss theQ1 revenue targetThe #1 reasona single big deal was pushed fromQ1 to Q2.
  • 26. 2641% of B2B companies will miss theQ1 revenue targetThe #1 reasona single big deal was pushed fromQ1 to Q2.Why??
  • 27. 2741% of B2B companies will miss theQ1 revenue targetThe #1 reasona single big deal was pushed fromQ1 to Q2.Why??The business case was soft.
  • 28. 28ConcreteImage courtesy of suit101.comIf you’ve convinced them that their status quo is at risk andno longer safe….And you’ve told a contrasting story…Then quantify the opportunity andMAKE IT CONCRETE.And they see it as something simple and doable
  • 29. 29Learn More…• Sign up for our Sales Force Effectiveness blog by clicking here• Check out past recorded webinars by clicking here• Additional questions can be sent directly to:Email – anthony.laborde@salesbenchmarkindex.comPhone - 1-888-556-7338Web: www.SalesBenchmarkIndex.com