Successfully reported this slideshow.
developingyour sales story<br />Paul Kenny<br />
You may not have a<br /> sales department.<br />But you all have<br /> a sales function!<br />
The Sales Entrepreneur<br />Strengths<br />Weaknesses<br />Unparalleled knowledge of the product and the technology<br />M...
Shift<br />From job to role<br />From show and tell to engage and share<br />From sales focus to customer focus<br />From ...
Data Explains Stories Inspire<br />
What makes a compelling sales story<br />Easy to tell<br />Provide structure (Beginning/Middle/End though not always in th...
How to identify your sales story<br />Discover Your Sales Story<br />
Start with the customer’s story <br />The customer segment<br />The need behind the need<br />The Decision Tree<br />
Focus on the customer<br />
Ego<br />Security<br />GAIN<br />Ease<br />Belonging<br />Answering the need behind the need<br />
Ego<br />GAIN<br />Security<br />Belonging<br />Ease<br />Answering the need behind the need<br />
Security<br />Ego<br />GAIN<br />Belonging<br />Answering the need behind the need<br />Ease<br />
Customer<br />CanI work with.....? <br />Can I mitigate the risks?<br />How does this compare to...?<br />Easy to use?<br ...
Search for real strengths / strategic assets<br />Rare<br />Valuable<br />Difficult to imitate<br />
Sharing Stories<br />
Origins<br />
Extremes<br />
Rescues<br />
Journeys<br />
Relationships<br />
Redemption <br />
Future<br />
Sharing your stories<br />
There is more to selling than stories<br />Problem<br />Solving<br />Objections<br />Negotiation<br />Competition Strategi...
Paul@oceanlearning.co.uk<br />http://uk.linkedin.com/in/paulkennyatoceanlearning<br />No Kittens were harmed in the making...
Upcoming SlideShare
Loading in …5
×

Business of software 2009 v2.1

481 views

Published on

These are the slides from my presentation at the Business of Software Conference in 2009 at the Westin San Francisco

  • Be the first to comment

  • Be the first to like this

Business of software 2009 v2.1

  1. 1. developingyour sales story<br />Paul Kenny<br />
  2. 2.
  3. 3.
  4. 4. You may not have a<br /> sales department.<br />But you all have<br /> a sales function!<br />
  5. 5. The Sales Entrepreneur<br />Strengths<br />Weaknesses<br />Unparalleled knowledge of the product and the technology<br />Market/customer insight<br />Sensitive to feedback<br />Unparalleled knowledge of the product and the technology<br />Market/customer insight<br />Sensitive to feedback<br />
  6. 6. Shift<br />From job to role<br />From show and tell to engage and share<br />From sales focus to customer focus<br />From final act to continuous performance<br />
  7. 7.
  8. 8. Data Explains Stories Inspire<br />
  9. 9. What makes a compelling sales story<br />Easy to tell<br />Provide structure (Beginning/Middle/End though not always in that order)<br />Make complex stuff accessible<br />Visceral/ Visual<br />Engaging through tension and release<br />
  10. 10. How to identify your sales story<br />Discover Your Sales Story<br />
  11. 11. Start with the customer’s story <br />The customer segment<br />The need behind the need<br />The Decision Tree<br />
  12. 12. Focus on the customer<br />
  13. 13. Ego<br />Security<br />GAIN<br />Ease<br />Belonging<br />Answering the need behind the need<br />
  14. 14. Ego<br />GAIN<br />Security<br />Belonging<br />Ease<br />Answering the need behind the need<br />
  15. 15. Security<br />Ego<br />GAIN<br />Belonging<br />Answering the need behind the need<br />Ease<br />
  16. 16. Customer<br />CanI work with.....? <br />Can I mitigate the risks?<br />How does this compare to...?<br />Easy to use?<br />Training<br />Time?<br />Integration?<br />Support?<br />Team?<br />Other users ?<br />Can I justify it?<br />Does it work?<br />Testing?<br />Boss?<br />Interested<br />My problem?<br />
  17. 17. Search for real strengths / strategic assets<br />Rare<br />Valuable<br />Difficult to imitate<br />
  18. 18. Sharing Stories<br />
  19. 19. Origins<br />
  20. 20. Extremes<br />
  21. 21. Rescues<br />
  22. 22. Journeys<br />
  23. 23. Relationships<br />
  24. 24. Redemption <br />
  25. 25. Future<br />
  26. 26. Sharing your stories<br />
  27. 27. There is more to selling than stories<br />Problem<br />Solving<br />Objections<br />Negotiation<br />Competition Strategies<br />Profiling<br />Consulting<br />Queries<br />1’st Contact<br />Rapport<br />Building<br />Closing<br />
  28. 28. Paul@oceanlearning.co.uk<br />http://uk.linkedin.com/in/paulkennyatoceanlearning<br />No Kittens were harmed in the making of this presentation.........Honest!<br />Thank you & Questions<br />

×