Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Data.com Connect Presents: Patrick Duggan - Creating Winning Sales Pitches

1,764 views

Published on

@connectmembers #2015ConnectCon

Published in: Business
  • Be the first to comment

  • Be the first to like this

Data.com Connect Presents: Patrick Duggan - Creating Winning Sales Pitches

  1. 1. #2015ConnectCon @connectmembers facebook.com/connectmembers #2015ConnectCon @connectmembers facebook.com/connectmembers
  2. 2. #2015ConnectCon @connectmembers facebook.com/connectmembers Creating Winning Sales Pitches Patrick Duggan Strategic Sales Executive pduggan@salesforce.com
  3. 3. #2015ConnectCon @connectmembers facebook.com/connectmembers 3
  4. 4. #2015ConnectCon @connectmembers facebook.com/connectmembers 4 Let me think about it and get back to you….
  5. 5. #2015ConnectCon @connectmembers facebook.com/connectmembers 5 Agenda: Delivering a Winning Sales Pitch ü  Have a Plan ü  Be More Engaging ü  Earn Trust ü  Compel to Action ü  Successful
  6. 6. #2015ConnectCon @connectmembers facebook.com/connectmembers 6 All of your blood, sweat and tears have come down to this
  7. 7. #2015ConnectCon @connectmembers facebook.com/connectmembers 7 Step 1: Know your Audience 1.  Participants 2.  Social 3.  Decision Maker 4.  Who Can Say “No”?
  8. 8. #2015ConnectCon @connectmembers facebook.com/connectmembers 8 Step 2: Come Prepared 1.  Research 2.  Tailor Approach to Customer 3.  Have a Goal 4.  Practice! Practice! Practice! 5.  Dress the Part
  9. 9. #2015ConnectCon @connectmembers facebook.com/connectmembers 9 The Ball is Coming Back! 1.  Prepare for Objections 2.  Listen 3.  Make it a Conversation
  10. 10. #2015ConnectCon @connectmembers facebook.com/connectmembers 10 Step 3: Gain Alignment 1.  Confirm Goals & Challenges 2.  Industry Trends 3.  Competitive Threats 82% Salespeople not aligned with Buyer
  11. 11. #2015ConnectCon @connectmembers facebook.com/connectmembers 11 Step 4: Share Your Vision 1.  Provide Solution to Problem 2.  Solves Unique Challenges 3.  Outline Specific Benefits 4.  Impact to Business 5.  Make it Visual
  12. 12. #2015ConnectCon @connectmembers facebook.com/connectmembers 12 Step 5: Validate via Story Telling 1.  Leverage Customer Success 2.  Competitive Stories 3.  Be Relevant •  Similar problem, size, industry
  13. 13. #2015ConnectCon @connectmembers facebook.com/connectmembers 13 Step 6: Provocative Statement 1.  You Can’t There from Here 2.  Steps to Confirm Hypothesis 3.  Recommendation (Execution)
  14. 14. #2015ConnectCon @connectmembers facebook.com/connectmembers 14 Summary: 1.  Know your Customer 2.  Tailor your Message 3.  Be Clear, Specific, & Listen 4.  Leverage Customer Success 5.  Provocative Statement 6.  Outline Path to Success
  15. 15. #2015ConnectCon @connectmembers facebook.com/connectmembers What Successful Salespeople Do… 1.  Control Your Email Addiction 2.  Block Your Time 3.  Schedule “Airplane” Days 4.  Avoid Multi-Tasking 5.  Sleep (7.2 Hours) 6.  Move! Be Active
  16. 16. #2015ConnectCon @connectmembers facebook.com/connectmembers 16
  17. 17. #2015ConnectCon @connectmembers facebook.com/connectmembers Thank YouThank You 17
  18. 18. #2015ConnectCon @connectmembers facebook.com/connectmembers Learning the Connect Ropes: Mastering Phone Probes The Secrets of Connecting With Your Clients Instantly Coming Up at 2:00 p.m. Creating a Social Media Strategy That Works for You 18 Presenter: Natascha Thomson Room: Rafael 1 Presenter: Alen Mayer Room: Rafael 2 Presenters: Robert Wolfrum, Amanda Stam Room: Rafael 3

×