1<br />A TRAIL OF DEAD SALES PEOPLE:when do buyers finally show up?<br />Presented by: Sharon Drew Morgen<br />www.newsale...
2<br />Technology makes information available to all<br />www.newsalesparadigm.com  - sharondrew@newsalesparadigm.com - 51...
3<br />The job of sales<br />Sales only handles one aspect of the buyer’s journey:<br /><ul><li>Needs assessment and solut...
 Content and solution driven</li></ul>www.newsalesparadigm.com  - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharon...
4<br />The shifting role of sellers<br />Knowing need is not enough: <br />Buyers understand need, know choices<br />Buyin...
5<br />Sales activities<br /><ul><li> 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.</li></ul>www.newsalesparadigm.com  - sharondrew@newsalesparadigm...
6<br />Technology taking over our jobs<br />www.newsalesparadigm.com  - sharondrew@newsalesparadigm.com - 512-457-0246 - @...
7<br />What can prospects do on line?<br /><ul><li> 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
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A Trail Of Dead Sales People

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A Trail Of Dead Sales People

  1. 1. 1<br />A TRAIL OF DEAD SALES PEOPLE:when do buyers finally show up?<br />Presented by: Sharon Drew Morgen<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  2. 2. 2<br />Technology makes information available to all<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  3. 3. 3<br />The job of sales<br />Sales only handles one aspect of the buyer’s journey:<br /><ul><li>Needs assessment and solution placement
  4. 4. Content and solution driven</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  5. 5. 4<br />The shifting role of sellers<br />Knowing need is not enough: <br />Buyers understand need, know choices<br />Buying journey stages unknown<br />Technology taking over our jobs<br />Brought in too late <br />Marketers finding inappropriate leads<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  6. 6. 5<br />Sales activities<br /><ul><li> MEET Prepare, qualify, discovery;
  7. 7. GREET target person, seek appointment, discuss needs/solution;
  8. 8. DATA develop presentation, position solution details, pitch;
  9. 9. MANAGE develop and manage relationships, meet the team, follow up
  10. 10. NEGOTIATE solution relevance/details, price, buying process, competition
  11. 11. CLOSE unique details re implementation/price, contracts.</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  12. 12. 6<br />Technology taking over our jobs<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  13. 13. 7<br />What can prospects do on line?<br /><ul><li> MEET qualify themselves, discover vendor choices
  14. 14. GREET put together their Buying Decision Team, call us when ready
  15. 15. DATA all data available online
  16. 16. MANAGE make their own decisions
  17. 17. NEGOTIATE chooses vendor and defines the terms
  18. 18. CLOSE may/may not be done online</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  19. 19. 8<br />What happens when technology takes over?<br /><ul><li> Takes over much of solution placement activity
  20. 20. Reduces sales job to responding to online activities
  21. 21. Deletes much of influencing and persuading activities
  22. 22. Marketing taking over lead generation</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  23. 23. 9<br />What is a seller’s job now?<br /><ul><li> Managing leads from marketing
  24. 24. Following buyers online activity
  25. 25. Closing and negotiating
  26. 26. Taking calls from informed buyers.
  27. 27. Creating relationships with few buying team members
  28. 28. Reduced to merely correcting misconceptions, highlighting important bits, making relevant
  29. 29. Can't make appointments until vital decisions already made</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  30. 30. 10<br />Fallout to new buying<br /><ul><li>50% of sellers not meeting quota
  31. 31. Personal relationships play a smaller role
  32. 32. No control or influence over choices
  33. 33. Brought in late in the sales cycle/little impact
  34. 34. Buyers showing up with choices made
  35. 35. Marketing bringing in quantity, not quality
  36. 36. High percentage of second meetings dropped</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  37. 37. 11<br />The missing piece in the buying decision journey<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  38. 38. 12<br />Add a new skill and become an important resource<br /><ul><li> Add a decision facilitation front-end to sales
  39. 39. Help buyers line up decision issues outside of technology
  40. 40. Become a true Trusted Advisor and come in earlier
  41. 41. Technology not in this area yet
  42. 42. Influence the buying decision journey
  43. 43. Get onto Buying Decision Team
  44. 44. Change management model, not sales</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  45. 45. 13<br />What is Buying Facilitation™?<br />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.<br /><ul><li> Not sales but adds a new skill set
  46. 46. Helps buyers navigate through change issues
  47. 47. Decision facilitation focus, not solution choice</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  48. 48. 14<br />Different skills necessary<br /><ul><li> Listening for systems
  49. 49. Not gathering data; be GPS
  50. 50. Encourage group decision making
  51. 51. Avoid solution discussion until decisions made
  52. 52. Facilitate decision making, not influencing purchase
  53. 53. Change management focus first; solution placement last</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  54. 54. 15<br />Journey to success<br />1. Make contact from marketing lead (or cold call, etc.)<br />2. Start facilitating decision making, not seeking appointment or discussing solution<br />3. Lead buyers through their decision making issues<br />4. Help buyers set up Buying Decision Team<br />5. Help buyers notice buy-in problems<br />6. Suggest sites, solutions, problem management choices<br />7. Agree how to move forward, together<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  55. 55. 16<br />Would you rather sell? Or have someone buy?<br />Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701<br />512-457-0246 <br />sharondrew@newsalesparadigm.com<br />www.newsalesparadigm.com<br />www.sharondrewmorgen.com<br />www.buyingfacilitation.com<br />www.dirtylittlesecretsbook.com<br />www.facilitatingbuyin.com<br />Developer of Buying Facilitation™Author of Selling with Integrity & Dirty Little Secrets <br />Sharon Drew Morgen<br />Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen<br />© 2010, Morgen Facilitations Inc.<br />

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