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The Future
of Consultative Selling.

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Pouyan Salehi
CEO & Cofounder,
PersistIQ
@PersistIQ
Welcome to the webinar!
Ago Cluytens
Practice Director EMAE
RAIN Group
@Acluytens

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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

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Ago Cluytens
Practice Director EMEA
Consultant-turned-buyer-turned-seller
High-end, complex B2B sales
Insight Selling, Selling to the C-Suite

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1Million. By 2020.

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Sales For Life
“The Death of The B2B Salesperson”

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Ways in Which Sales Is Changing.

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#1. Prospecting.
“Content is the new digital bait
that draws buyers in.”

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#2. Research.
“Buyers are leaving a digital footprint.”

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#3. Pipeline.
“Speed + buyer focus = win.”

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#4. Procurement.
“It’s not called Purchasing anymore.”

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#5. Buying.
“On average, 5.4 people
are involved in today's B2B
purchase decisions.”
(Corporate Executive Board)

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700 B2B Buyers.
$ 3.1Bn.
1 Factor.

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Educated me
with new ideas and perspectives.

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Cognitive reframing
refers to creating alternative ways of viewing reality”.

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Red Ocean.
Blue Ocean.

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Pouyan Salehi
CEO and Cofounder, PersistIQ
Personalize Outbound Sales at Scale
The perfect balance between
personalization & automation
@PersistIQ@Acluytens

23.
How technology is influencing
consultative selling
@PersistIQ@Acluytens

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@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.
The dangers of too much automation
in consultative selling
@PersistIQ@Acluytens

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@PersistIQ
Over-Automation
@Acluytens
At the core of Consultative Selling is building trust.
Too much automation can break trust.

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@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.

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@PersistIQ
Scaling Trust
@Acluytens
Semi-Automation

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How you sell is as important
as what you sell
@PersistIQ@Acluytens

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@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.

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@PersistIQ@Acluytens
Build trust and differentiate your company while
creating value for your customer by how you
sell your product or service.
Providing value

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@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

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Ways in Technology helps execute a playbook
@PersistIQ@Acluytens

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Get more leads, faster
Integrate with all your sales systems
@PersistIQ
#1. Prospecting
@Acluytens
Chrome extensions galore

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@PersistIQ
#2. Research
@Acluytens
Get more information on leads
Get more information on accounts
Get more up-to-date information

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@PersistIQ
#3. Pipeline
@Acluytens
Consistent execution and enhanced
visibility to generate more pipeline.

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@PersistIQ
#4. Procurement
@Acluytens
You much learn how to deal with
procurement!

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@PersistIQ
#5. Buying
@Acluytens
More decision makers involved, which
means a more complex process

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Twitter.com/persistiq
Linkedin.com/company/persistiq
www.persistiq.com
@PersistIQ@Acluytens
Connect with Us

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Twitter.com/acluytens
Linkedin.com/in/agocluytens
Youtube.com/agocluytens
www.rainsalestraining.com