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How to Present @ Datalicious

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How to Present @ Datalicious

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How to Present @ Datalicious

  1. 1. HOW TO PRESENT 3rd of August
  2. 2. HOW TO PRESENT WELL
  3. 3. WATCH A VIDEO
  4. 4. BE CONFIDENT
  5. 5. BE PREPARED
  6. 6. KNOW YOUR MATERIAL
  7. 7. KISS PRINCIPLE
  8. 8. PICK 1 THEME ONE
  9. 9. COLLECT IDEAS
  10. 10. >1,000 WORDS
  11. 11. NO VIDEO EVER !!!!!!!!
  12. 12. IMAGE SEARCH ROCKS
  13. 13. HAVE A STORYLINE
  14. 14. SIMPLE ONE
  15. 15. THAT FLOWS
  16. 16. BE CAPTAIN OBVIOUS
  17. 17. USE HIGHLIGHTS
  18. 18. RECAP
  19. 19. 2 MIN PER SLIDE
  20. 20. ENGAGE YOUR AUDIENCE
  21. 21. HAVE A LAUGH
  22. 22. USE CAT IMAGE IF ALL ELSE FAILS
  23. 23. SLEEP ON IT
  24. 24. BE COOL DRESS UP
  25. 25. NO SCRIPT !!! CONFIDENCE
  26. 26. TELL YOUR STORY
  27. 27. FORGETTING IS OK
  28. 28. CONNECT INTIMACY
  29. 29. ENGAGE YOUR AUDIENCE
  30. 30. HAVE A LAUGH
  31. 31. FOCUS ON SPEAKER
  32. 32. RECAP
  33. 33. HOW TO SELL @ DATALICIOUS 2nd of August
  34. 34. 35
  35. 35. Words: Honesty, credentials Actions: Keeping promises Emotions: Feeling safe to raise difficult agendas Caring: Focus, us or them
  36. 36. EXERCISE: CREATING TRUST
  37. 37. 42 Different kinds of questions In his book "Unconscious Branding," author Douglas Van Praet says that if you want someone else to completely believe in your idea, you must make them believe that it was their own idea all along. In terms of sales this means asking questions to find out more information about the prospect but also to ask strategic leading questions that you already know the answer to (and have a solution for), i.e. the prospect identifies the challenge(s) (which the salesperson probably has heard before) and the salesperson shows the solution to the challenge (and maybe not even in the same meeting) without specifically telling the the prospect so they can work it out themselves ...
  38. 38. 43 Researching prospects and clients
  39. 39. 44 Proposal template While the term "solution selling" has become somewhat generic in the marketplace, the core brand of solution selling still carries distinct characteristics. Followers of "solution-selling"[11] generally apply a consultative sales approach to all aspects of their sales process (or during a sales cycle) including: 1. Prospecting 2. Diagnosing customer needs 3. Crafting a potential solution 4. Establishing value 5. Understanding the buying center / DMU decision making unit 6. Bargaining for access to decision-makers 7. Positioning proof, ROI and the total solution 8. Negotiating a win-win solution 9. Following up to ensure customer success Proposal template
  40. 40. 45
  41. 41. 46 Closing deals by building trust and relationships -Credibility- - Research prospects even before the first email - Research prospects in-depth before the first meeting - Prepare questions showing you understand challenge(s) - Prepare a slide deck for every meeting as a rough agenda - Take detailed notes during meetings and share with team - Use your notes to ask the wider team for help and ideas - Find and attach relevant client case studies to emails - Find and attach relevant and useful reports to emails - Roll in your CEO or senior resources to help close - Get client testimonials & case studies where possible -Reliability- - Call people back as fast as humanly possible - Respond to emails as fast as humanly possible - Even just to let the prospect know that you respond later - Always send follow-up emails to every meeting or phone call - Always agree on next steps and then action yours promptly - Write quality internal briefs to reduce deliver problems - Try to under-promise while selling so team can over-deliver - Manage client expectations and agree on realistic timelines - Set tasks and reminders in the CRM so do not forget anything - Keep the CRM updated with contact details and notes -Intimacy- - Ask questions, even more questions and then listen - Customise your questions to the contact type and time - Research your key contacts, find similarities and use them - Get your key contacts to talk about themselves personally - Focus your energy on making your contacts feel important - Set-up news alerts for your key prospects as talking points -Self-orientation- - Always have the best interest of the prospect at heart - Work with them to identify barriers and help to remove them - Be proactive and always try to go the extra mile for the prospect - This could include writing of the solution business case for them - Try to always provide various options to give (illusion of) choice - But also provide a clear recommendation as to the best solution
  42. 42. QUESTIONS?
  43. 43. www.datalicious.com cbartens@datalicious.com slack.com/@cbartens +61423051166

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