A Trail Of Dead Sales People
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A Trail Of Dead Sales People

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A Trail Of Dead Sales People A Trail Of Dead Sales People Presentation Transcript

  • 1
    A TRAIL OF DEAD SALES PEOPLE:when do buyers finally show up?
    Presented by: Sharon Drew Morgen
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 2
    Technology makes information available to all
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 3
    The job of sales
    Sales only handles one aspect of the buyer’s journey:
    • Needs assessment and solution placement
    • Content and solution driven
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 4
    The shifting role of sellers
    Knowing need is not enough:
    Buyers understand need, know choices
    Buying journey stages unknown
    Technology taking over our jobs
    Brought in too late
    Marketers finding inappropriate leads
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 5
    Sales activities
    • MEET Prepare, qualify, discovery;
    • GREET target person, seek appointment, discuss needs/solution;
    • DATA develop presentation, position solution details, pitch;
    • MANAGE develop and manage relationships, meet the team, follow up
    • NEGOTIATE solution relevance/details, price, buying process, competition
    • CLOSE unique details re implementation/price, contracts.
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 6
    Technology taking over our jobs
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 7
    What can prospects do on line?
    • MEET qualify themselves, discover vendor choices
    • GREET put together their Buying Decision Team, call us when ready
    • DATA all data available online
    • MANAGE make their own decisions
    • NEGOTIATE chooses vendor and defines the terms
    • CLOSE may/may not be done online
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 8
    What happens when technology takes over?
    • Takes over much of solution placement activity
    • Reduces sales job to responding to online activities
    • Deletes much of influencing and persuading activities
    • Marketing taking over lead generation
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 9
    What is a seller’s job now?
    • Managing leads from marketing
    • Following buyers online activity
    • Closing and negotiating
    • Taking calls from informed buyers.
    • Creating relationships with few buying team members
    • Reduced to merely correcting misconceptions, highlighting important bits, making relevant
    • Can't make appointments until vital decisions already made
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 10
    Fallout to new buying
    • 50% of sellers not meeting quota
    • Personal relationships play a smaller role
    • No control or influence over choices
    • Brought in late in the sales cycle/little impact
    • Buyers showing up with choices made
    • Marketing bringing in quantity, not quality
    • High percentage of second meetings dropped
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 11
    The missing piece in the buying decision journey
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 12
    Add a new skill and become an important resource
    • Add a decision facilitation front-end to sales
    • Help buyers line up decision issues outside of technology
    • Become a true Trusted Advisor and come in earlier
    • Technology not in this area yet
    • Influence the buying decision journey
    • Get onto Buying Decision Team
    • Change management model, not sales
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 13
    What is Buying Facilitation™?
    Buying Facilitation™ is a decision facilitation model that leads buyers through their off-line, behind-the-scenes decision issues that they need to manage internally to ensure they elicit the necessary buy-in prior to choosing a solution or vendor.
    • Not sales but adds a new skill set
    • Helps buyers navigate through change issues
    • Decision facilitation focus, not solution choice
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 14
    Different skills necessary
    • Listening for systems
    • Not gathering data; be GPS
    • Encourage group decision making
    • Avoid solution discussion until decisions made
    • Facilitate decision making, not influencing purchase
    • Change management focus first; solution placement last
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 15
    Journey to success
    1. Make contact from marketing lead (or cold call, etc.)
    2. Start facilitating decision making, not seeking appointment or discussing solution
    3. Lead buyers through their decision making issues
    4. Help buyers set up Buying Decision Team
    5. Help buyers notice buy-in problems
    6. Suggest sites, solutions, problem management choices
    7. Agree how to move forward, together
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 16
    Would you rather sell? Or have someone buy?
    Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701
    512-457-0246
    sharondrew@newsalesparadigm.com
    www.newsalesparadigm.com
    www.sharondrewmorgen.com
    www.buyingfacilitation.com
    www.dirtylittlesecretsbook.com
    www.facilitatingbuyin.com
    Developer of Buying Facilitation™Author of Selling with Integrity & Dirty Little Secrets
    Sharon Drew Morgen
    Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen
    © 2010, Morgen Facilitations Inc.