Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
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In this presentation, you will learn about three key value conversation “moments” that all salespeople must master, which include creating value, confirming value and capturing value.
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Improving Sales Enablement -- Three Critical Conversations Your Sales Team Must Master
- 1. Improving Sales Enablement – Three Critical Conversations Your Sales Team Must Master Tim Riesterer ChiefStrategyandMarketingOfficer
- 3. Q: #1 Reason Don’t Hit Quota? A: Inability to Articulate Value! Leads Products Process Training CRM
- 5. Good Intentions. Wrong Instincts.
- 6. STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS DIFFERENTIATION IDENTIFY NEWNEEDS MAXIMIZATION Customer Conversation Continuum Create Value Elevate Value Capture Value
- 7. DIFFERENTIATION Customer Conversation Continuum Create Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
- 8. Status Quo Buy 60 “Why Change?” “Why You” % -3 -1 +1 +2 +3-2 NO DECISION 60 %
- 9. Declared Preference RevealedPreference Status Quo Buy 60 “Why Change?” “Why You” % % -3 -1 +1 +2 +3-2 60NO DECISION
- 10. DISTINCTPOINTOFVIEW Status Quo Threatened Identify NewNeeds Define Solution Identify ViableVendors Review Approaches Make Decision 74 “Why Change?” “Why You” COMMODITIZEDCONVERSATION 26% %BUYINGVISION BAKE-OFF -3 -1 +1 +2 +3-2 • Makethe status quo unsafe • Definenew setof needs • Alignw/yourStrengths • Here’swhatyousayyouneed • Here’swhatwedodifferent • Here’sthe benefit youwillget
- 12. NEEDS Identified Specified CAPABILITIES UNKNOWN STRENGTHS UNCONSIDERED NEEDS Commoditized Conversation Creating a Buying Vision Distinct Point of View
- 13. 13 Didn’t appreciate…. The problem is as big or coming as fast as you say?! Didn’t realize… there was even something to fix that issue or annoyance?! Didn’t know… that was a problem I was having until you pointed it out?! Under-Valued Un-Met Unknown
- 14. DIFFERENTIATION Customer Conversation Continuum Create Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
- 15. DIFFERENTIATION MAXIMIZATION Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS Create Value Elevate Value Capture Value
- 16. DIFFERENTIATION Customer Conversation Continuum Elevate Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
- 18. EXECUTIVES VALUE4X MORE 88% PROFICIENT 24% PROFICIENT 4X LESS LIKELY PRODUCTKNOWLEDGE BUSINESSEXPERTISE
- 19. EXECUTIVES VALUE4X MORE 88% PROFICIENT 24% PROFICIENT 4X LESS LIKELY BESTIN CLASS FOCUS2X MORE AVERAGE COMPANIES FOCUS MORE PRODUCTKNOWLEDGE BUSINESSEXPERTISEBUSINESSVALUEGAP
- 20. 80% decisions
- 24. Intellectual Altitude Business Knowledge Customer Insight Financial Acumen ROI Executive Engagement core competencies 1 2 3 4 5 50% average current competence Fluency target Typical Self- Assessment
- 25. DIFFERENTIATION Customer Conversation Continuum Elevate Value STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS
- 26. DIFFERENTIATION MAXIMIZATION Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS Create Value Elevate Value Capture Value
- 27. Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS MAXIMIZATION Capture Value
- 28. Your Price I% increase in discounting 9% decrease in operating margin A SLIPPERY SLOPE
- 29. Your Price Their Price TYPICAL VIEW OF DISCOUNTING Negotiating Tactics Selling to business buyer Deal moves to purchasing
- 30. Your Price Their Price WHAT’S REALLY HAPPENING Negotiating Tactics Selling to business buyer Deal moves to purchasing Value Leaks
- 32. Demonstrating Value? Giving Away Value CHECKING BOXES
- 33. Exchanging Value PIVOTAL AGREEMENTS CHECKING BOXES Demonstrating Value? Giving Away Value
- 34. Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS MAXIMIZATION Capture Value
- 35. DIFFERENTIATION MAXIMIZATION Customer Conversation Continuum STATUS QUO THREATENED DEFINE SOLUTION REVIEW VENDORS CHOOSE SOLUTION -3 -1 +1 +2 +3-2 TERMSAND CONDITIONS IDENTIFY NEWNEEDS Create Value Elevate Value Capture Value
- 36. Good Intentions. Wrong Instincts.
- 37. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700