How do we lose our leads?
Upcoming SlideShare
Loading in...5
×
 

Like this? Share it with your network

Share

How do we lose our leads?

on

  • 775 views

 

Statistics

Views

Total Views
775
Views on SlideShare
774
Embed Views
1

Actions

Likes
0
Downloads
20
Comments
0

1 Embed 1

http://www.linkedin.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

How do we lose our leads? Presentation Transcript

  • 1. 1
    HOW DO WE LOSE OUR LEADS?
    Presented by: Sharon Drew Morgen
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 2. 2
    Closing %s
    7% - sales leads
    1-6% - marketing automation
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 3. 3
    Fallout to new buying
    • 50% of sellers not meeting quota
    • 4. Personal relationships play a smaller role
    • 5. No control or influence over choices
    • 6. Brought in late in the sales cycle/little impact
    • 7. Buyers showing up with choices made
    • 8. Marketing bringing in quantity, not quality
    • 9. High percentage of second meetings dropped
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 10. 4
    How do buyers buy?
    • Use their own buying patterns, not a seller's selling patterns
    • 11. Must have internal buy-in from all people/policies
    • 12. Ensure minimum disruption/manage change
    THE BUYING DECISION IS MORE COMPLEX THAN JUST CHOOSING A SOLUTION
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 13. 5
    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.
  • 14. 6
    What happens when technology takes over?
    • Takes over much of solution placement activity
    • 15. Reduces sales job to responding to online activities
    • 16. Deletes much of influencing and persuading activities
    • 17. Marketing taking over lead generation
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 18. 7
    The missing piece in the buying decision journey
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 19. 8
    Assumptions
    Because of appropriateness demographics, lead is viable
    With proper information, lead will close
    With appropriate nurture, prospect will close
    Interest + Technology + Proper Demographics = Lead
    No one is helping the buyer manage their decision journey
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 20. 9
    Why are we losing leads?
    • Trying to make appointment rather than sale
    • 21. Trying to discover need rather than help manage excellence
    • 22. Getting in too early in Buying Decision cycle
    • 23. Not there when major decisions are being made
    • 24. Buyers can't manage buy-in, and we're not helping
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 25. 10
    Why are we losing leads?
    Leads are being lost because we aren't helping buyers manage their complex buying decision issues and instead focusing on solution placement.
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 26. 11
    Behind the scenes in a buying decision
    • Search possible fixes
    • 27. New rules
    • 28. Fix with familiar resources
    • 29. Time lines, tasks
    • 30. Strategies for new status quo
    • 31. Line up team
    • 32. Get buy-in for change
    • 33. Who touches the problem?
    • 34. Work-around
    • 35. How to change without chaos
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 36. 12
    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.
  • 37. 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
    • 38. Helps buyers navigate through change issues
    • 39. Decision facilitation focus, not solution choice
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 40. 14
    Different skills necessary
    • Listening for systems
    • 41. Not gathering data; be GPS
    • 42. Encourage group decision making
    • 43. Avoid solution discussion until decisions made
    • 44. Facilitate decision making, not influencing purchase
    • 45. Change management focus first; solution placement last
    www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew
    © 2010, Morgen Facilitations Inc.
  • 46. 15
    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.