B2B Sales Overview 2009

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B2B Sales Overview 2009

  1. 1. B2B Sales<br />Steve Lightstone<br />May 8 2009<br />
  2. 2. sales is...<br />
  3. 3. You will learn…<br />how customers buy<br />market segmentation<br />sales funnel<br />qualification<br />objections<br />forecast / pipeline<br />differentiators<br /><ul><li>sales tools
  4. 4. the planned sales call
  5. 5. secrets to winning
  6. 6. sample questions
  7. 7. common language
  8. 8. next steps</li></ul>know what you sell ● manage your time● earn the right<br />
  9. 9. how customers buy<br />identify need<br />plan projects<br />research solutions<br />plan implementation<br />build business case<br />decide short list<br />select<br />approve<br />align with prospect needs ● accelerate buying process<br />
  10. 10. market segmentation<br />define yourICP<br />identify low hanging fruit<br />focus efforts ● maximize revenues ● speed time to $<br />
  11. 11. sales funnel<br />prospect<br />manage funnel<br /><ul><li>define your stages
  12. 12. activity is everything</li></ul>organize ● discipline ● align with prospect<br />
  13. 13. qualification<br />why buy?<br />why buy now?<br />why buy now from me?<br />build business case<br />watch for buying signals<br />acquire information to win ● determine who is serious<br />
  14. 14. objections<br />identify<br />listen<br />confirm understanding<br />replay<br />handle<br />confirm<br /><ul><li>build your objection library</li></ul>remove obstacles to closure ● win faster<br />
  15. 15. forecasting / pipeline<br />focus your efforts ● assist business planning<br />
  16. 16. differentiators<br />unique selling proposition<br />elevator pitch<br /><ul><li>articulate your differentiators</li></ul>give prospects what they need to select you<br />
  17. 17. sales tools<br /><ul><li>plan & build your portfolio
  18. 18. map portfolio to sales stages</li></ul>give prospects what they need to select you<br />
  19. 19. the planned sales call<br />lead with impact / benefits / value<br />present credibility statement<br />draw out needs<br />understand relative impact of needs<br />present solution / differentiators based on needs<br />check for understanding<br />handle objections<br />close <br />agree on next steps<br />set reasonable objectives ● ABC<br />
  20. 20. secrets to winning<br />be human<br />align with prospect’s needs<br />seek quid pro quo<br />be honest<br />earn the right<br />listen & ask<br />ask the smart / tough questions<br />exceed expectations<br />help thembuild their business case<br />there are no tricks ● be brutal with your time<br />
  21. 21. sample questions<br />why buy? why buy now? why buy now from me?<br />why does that help you? why is that important?<br />what is the business impact of doing this?<br />what is the business impact of not doing this?<br />what other solutions are you considering?<br />how is the decision made? who makes it?<br />if I do this for you, will you do that for me?<br />how will this help?<br />is that really important compared to this?<br />what’s in it for you?<br />what do you like about the other solution?<br />what do you need in order to choose us?<br />that seems contradictory, can you explain?<br />what are the top three qualities you are looking for?<br />if I understand you correctly....?<br />
  22. 22. common language<br />market segmentation<br />prospects vs. opportunities<br />low hanging fruit<br />ICP<br />qualify in / qualify out<br />buying signals<br />sales funnel<br />sales stages<br />proposal / SOW<br /><ul><li>objections
  23. 23. forecasts / pipelines
  24. 24. USP
  25. 25. elevator pitch
  26. 26. sales tools
  27. 27. quid pro quo
  28. 28. earn the right
  29. 29. business case</li></ul>optimize communications ● become a professional<br />
  30. 30. next steps<br />segment your market<br />define yourICP<br />define your sales stages<br />fill your funnel<br />build your objection library<br />build your forecast<br />articulate your differentiators<br />plan & build your sales tools<br />act<br />sell smart ● think before acting ● don`t waste this<br />
  31. 31. You will learn…<br />how customers buy<br />market segmentation<br />sales funnel<br />qualification<br />objections<br />forecast / pipeline<br />differentiators<br /><ul><li>sales tools
  32. 32. the planned sales call
  33. 33. secrets to winning
  34. 34. sample questions
  35. 35. common language
  36. 36. next steps</li></ul>know what you sell ● manage your time● earn the right<br />

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