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The Future Of Consultative Selling with RAIN Group and PersistIQ

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How buyers buy is evolving at an unprecedented pace due to massive changes in the technology that facilitates buying. Information is more available than ever. It's time to change the way you sell.
In this webinar, you will discover:
-How consultative selling has changed, and needs to be redefined for a new era
-How advanced consultative selling is redefining its role in the buying process
-5 ways in which sales is changing
-Why the concept of "cognitive reframing" is key to your success in sales
-The net effect: selling in the Blue Ocean
-The implications technology has on consultative selling

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The Future Of Consultative Selling with RAIN Group and PersistIQ

  1. 1. The Future of Consultative Selling.
  2. 2. Pouyan Salehi CEO & Cofounder, PersistIQ @PersistIQ Welcome to the webinar! Ago Cluytens Practice Director EMAE RAIN Group @Acluytens
  3. 3. 3© RAIN Group Today’s Agenda … Ago is covering:  How consultative selling has changed, and needs to be redefined for a new era  How advanced consultative selling is redefining its role in the buying process  5 ways in which sales is changing  Why the concept of "cognitive reframing" is key to your success in sales  The net effect: selling in the Blue Ocean Pouyan is covering:  How technology is changing consultative selling  Why you should rethink automation in selling  How you sell is as important as what you sell  5 ways technology can help you implement your new playbook
  4. 4. © RAIN Group 4 Ago Cluytens Practice Director EMEA Consultant-turned-buyer-turned-seller High-end, complex B2B sales Insight Selling, Selling to the C-Suite
  5. 5. 1Million. By 2020.
  6. 6. © RAIN Group 6 Sales For Life “The Death of The B2B Salesperson”
  7. 7. © RAIN Group 7
  8. 8. © RAIN Group 8
  9. 9. Ways in Which Sales Is Changing.
  10. 10. © RAIN Group 10 #1. Prospecting. “Content is the new digital bait that draws buyers in.”
  11. 11. © RAIN Group 11 #2. Research. “Buyers are leaving a digital footprint.”
  12. 12. © RAIN Group 12 #3. Pipeline. “Speed + buyer focus = win.”
  13. 13. © RAIN Group 13 #4. Procurement. “It’s not called Purchasing anymore.”
  14. 14. © RAIN Group 14 #5. Buying. “On average, 5.4 people are involved in today's B2B purchase decisions.” (Corporate Executive Board)
  15. 15. © RAIN Group 15 700 B2B Buyers. $ 3.1Bn. 1 Factor.
  16. 16. © RAIN Group 16 Educated me with new ideas and perspectives.
  17. 17. © RAIN Group 17 Cognitive reframing refers to creating alternative ways of viewing reality”.
  18. 18. © RAIN Group 18
  19. 19. © RAIN Group 19 Red Ocean. Blue Ocean.
  20. 20. © RAIN Group 20
  21. 21. © RAIN Group 21
  22. 22. © RAIN Group 22 Pouyan Salehi CEO and Cofounder, PersistIQ Personalize Outbound Sales at Scale The perfect balance between personalization & automation @PersistIQ@Acluytens
  23. 23. How technology is influencing consultative selling @PersistIQ@Acluytens
  24. 24. @PersistIQ High Tech Selling @Acluytens The sales space is evolving at a lightning fast pace • More data and insights • More information • More speed • More automation
  25. 25. The dangers of too much automation in consultative selling @PersistIQ@Acluytens
  26. 26. @PersistIQ Over-Automation @Acluytens At the core of Consultative Selling is building trust. Too much automation can break trust.
  27. 27. @PersistIQ Automation and Trust @Acluytens Savvy buyers can spot automation from a mile away. The email structure: • HTML • Opt-out • Sent via ESP • Etc. The email content: • Missing variables • Cookie cutter message • Customized but not personalized • Etc.
  28. 28. @PersistIQ Scaling Trust @Acluytens Semi-Automation
  29. 29. How you sell is as important as what you sell @PersistIQ@Acluytens
  30. 30. @PersistIQ The sales experience @Acluytens The latest research shows that people will buy from the seller who gave them the best experience, even if their price wasn’t the lowest.
  31. 31. @PersistIQ@Acluytens Build trust and differentiate your company while creating value for your customer by how you sell your product or service. Providing value
  32. 32. @PersistIQ@Acluytens 3 touch points can be annoying with no value. On the other hand, 20 touch points can be welcome if they all provide value. Annoying Pest vs Welcomed Guest
  33. 33. Ways in Technology helps execute a playbook @PersistIQ@Acluytens
  34. 34. © RAIN Group 34 Get more leads, faster Integrate with all your sales systems @PersistIQ #1. Prospecting @Acluytens Chrome extensions galore
  35. 35. © RAIN Group 35 @PersistIQ #2. Research @Acluytens Get more information on leads Get more information on accounts Get more up-to-date information
  36. 36. © RAIN Group 36 @PersistIQ #3. Pipeline @Acluytens Consistent execution and enhanced visibility to generate more pipeline.
  37. 37. © RAIN Group 37 @PersistIQ #4. Procurement @Acluytens You much learn how to deal with procurement!
  38. 38. © RAIN Group 38 @PersistIQ #5. Buying @Acluytens More decision makers involved, which means a more complex process
  39. 39. © RAIN Group 39 Twitter.com/persistiq Linkedin.com/company/persistiq www.persistiq.com @PersistIQ@Acluytens Connect with Us
  40. 40. © RAIN Group 40 Twitter.com/acluytens Linkedin.com/in/agocluytens Youtube.com/agocluytens www.rainsalestraining.com

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