5 Secrets to Better Sales Prospect Engagement

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Ever wonder why some close more sales than others? This presentation shares the keys about why it's more than just your personality! Sales consultant and expert Dave Stein, the CEO of ES Research shares what it takes to win more business.

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5 Secrets to Better Sales Prospect Engagement

  1. 1. 5 Secrets to Better Sales Engagement
  2. 2. 5 Secrets to Better Sales Engagement Dave Stein CEO, ES Research #5SalesSecrets Stefan Gass CMO, Tellwise Conrad Bayer CEO, Tellwise
  3. 3. 5 Secrets to Better Sales Engagement What are the top challenges that you see sales reps face today? #5SalesSecrets
  4. 4. First: Walmart  2008  Today #5SalesSecrets
  5. 5. Buyers Have the Upper Hand #5SalesSecrets Source: ES Research Group, Inc.
  6. 6. Apples and Oranges #5SalesSecrets
  7. 7. Second, Third, and Fourth? #5SalesSecrets Photo source: TheCenterforSalesStrategy.com
  8. 8. 5 Secrets to Better Sales Engagement How does the ‘Highly Informed Buyer’ changing today’s sales cycle? #5SalesSecrets
  9. 9. What’s Different  Starting research much earlier, on their own  Often have a buying process  Want access to SMEs (through sales people)  Thought-leaders can gain and maintain access #5SalesSecrets
  10. 10. 5 Secrets to Better Sales Engagement What is the importance of having the right sales assets (e.g. blogs, white papers, case studies) #5SalesSecrets
  11. 11. Content Rules!  Identify buying paths  Identify buying personae  We know what they are interested in  Nurture/support customer through decision process  So… Where is that content? #5SalesSecrets
  12. 12. 5 Secrets to Better Sales Engagement What is the right role for technology to take in today’s sales environment? #5SalesSecrets
  13. 13. Sales Enablement  Many tools  Hype cycle  We like Sales Process Automation solutions  The TAS Group’s Dealmaker  White Springs  Revegy #5SalesSecrets
  14. 14. 5 Secrets to Better Sales Engagement What is your best advice for salespeople? #5SalesSecrets
  15. 15. Three Imperatives for Salespeople  Financial/business acumen  Political selling  Learn how to barter your assets #5SalesSecrets
  16. 16. 5 Secrets to Better Sales Engagement Can salespeople maximize the value of their time with prospects? #5SalesSecrets
  17. 17. Research #5SalesSecrets
  18. 18. 5 Secrets to Better Sales Engagement How can salespeople become a trusted advisor to their prospects? #5SalesSecrets
  19. 19. Earning Trusted Advisorship #5SalesSecrets
  20. 20. 5 Secrets to Better Sales Engagement QUESTIONS? #5SalesSecrets
  21. 21. Today’s Homework Assignment!  Think about your current sales pipeline and determine how you can put Dave’s advice into practice  Sign up for a free sales effectiveness consultation with one of Tellwise’s sales experts  By email  Or tweet #5Salessecrets #5SalesSecrets
  22. 22. 5 Secrets to Better Sales Engagement Thank you! dave.stein@esresearch.com | @davestei #5SalesSecrets
  23. 23. 5 Secrets to Better Sales Engagement Thank you! Stefan Gass Stefang@tellwise.com Conrad Bayer Conradb@tellwise.com #5SalesSecrets

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