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The Experience Factor
in Sales
cc: iklash/ - https://www.flickr.com/photos/48805491@N00
why experience matters
cc: Wade Morgen - https://www.flickr.com/photos/31845391@N04
by 2020 customer
experience will overtake
price & product as the key
brand differentiator
according to the Walker
2020 Cus...
"86% of buyers
will pay MORE
for a great
customer
experience, but
only 1% feel that
vendors actually
deliver." - CEI
cc: P...
the sales experience
begins with the very first
interaction with a buyer and
continues throughout the
decision-making proc...
“While time is scarce, trust
and confidence can be even
rarer. Buyers making high-
impact decisions will
gravitate toward ...
"Whether you are a marketing professional
focused on campaigns or a sales
professional who gets results from
conversations...
SiriusDecisions reported that…
“According to sales management, the
salesperson’s ability or inability to
communicate value...
blend your prospecting
approach to incorporate
social channels
cc: Peter Ras - https://www.flickr.com/photos/48395185@N03
but stop spamming buyers
with noise
cc: CarbonNYC [in SF!] - https://www.flickr.com/photos/15923063@N00
you are a brand and you represent
your companies brand
cc: VFS Digital Design - https://www.flickr.com/photos/58816914@N05
spray and pray is not an effective
prospecting strategy
cc: allison.johnston - https://www.flickr.com/photos/67302178@N07
more of what isn't working is
not the answer
cc: bindermichi - https://www.flickr.com/photos/75073075@N00
quality is what leads to
better sales outcomes
cc: dieselbug2007 - https://www.flickr.com/photos/58372737@N00
how you sell is more important
than what you sell
cc: Stian Eikeland - https://www.flickr.com/photos/14014660@N03
“Seventy-nine percent of
business buyers say it is
absolutely critical or very
important to interact with a
salesperson wh...
message matters if you
want to stand out
cc: JASElabs - https://www.flickr.com/photos/8776396@N02
"An average office worker
gets 121 emails per day."
-City A.M.
"But 2/3 of all emails are
completely ignored and
never ope...
get the sales meeting
cc: Foomandoonian - https://www.flickr.com/photos/38677669@N00
to succeed your email and
phone messages should be
tailored to each buyer
cc: khora - https://www.flickr.com/photos/267741...
scrap the corporate history lesson
ditch the feature dump
cc: Thomás - https://www.flickr.com/photos/21862121@N04
skip the gimmicks
cc: mdverde - https://www.flickr.com/photos/9490254@N06
grab interest
what is in it for the buyer?
cc: Overdaforest - https://www.flickr.com/photos/85943352@N00
NO!
"Hi Barbara, Could I get a few minutes of your
time to discuss about our lead generation
service? We might be able to ...
YES!
I show Sales VP's how to
TRIPLE their team's sales
meeting acceptance rates in
as little as 6-weeks through
better me...
prepare then engage
• what do I know about the buyers
business?
• what problem do we solve?
• why should the buyer care?
•...
value and relevance
• a business or economic trend that could
impact their business
• competitive insight
• an industry st...
REMEMBER... more = more
not necessarily better
cc: kevin dooley - https://www.flickr.com/photos/12836528@N00
invest the time to do it right!
you rarely get a second chance to make a good first impression
cc: rennes_i - https://www....
in closing
cc: Toastwife - https://www.flickr.com/photos/68697343@N00
upcoming sessions
• how to build a sales process that
drives successful behaviors - George
Bronten 2/21
• sales success - ...
The Experience Factor in Sales
The Experience Factor in Sales
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The Experience Factor in Sales

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Often, when people think about "customer experience", they think about the experience of servicing a customer once they've signed on the dotted line. That may have once been true, but these days, due to heightened buyer expectations, your sales success hinges on creating experiences that knock buyer’s socks off, at every touch point in the buying and customer lifecycle.

Check out my on-demand webinar on the Sales Experts channel about this topic. bit.ly/salesexperience

Published in: Business
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The Experience Factor in Sales

  1. 1. The Experience Factor in Sales cc: iklash/ - https://www.flickr.com/photos/48805491@N00
  2. 2. why experience matters cc: Wade Morgen - https://www.flickr.com/photos/31845391@N04
  3. 3. by 2020 customer experience will overtake price & product as the key brand differentiator according to the Walker 2020 Customers Report cc: TheeErin - https://www.flickr.com/photos/27073477@N00
  4. 4. "86% of buyers will pay MORE for a great customer experience, but only 1% feel that vendors actually deliver." - CEI cc: Philip Taylor PT - https://www.flickr.com/photos/9731367@N02
  5. 5. the sales experience begins with the very first interaction with a buyer and continues throughout the decision-making process and beyond cc: TheStoe - https://www.flickr.com/photos/14583509@N06
  6. 6. “While time is scarce, trust and confidence can be even rarer. Buyers making high- impact decisions will gravitate toward methods that make confidence building easier.” - IDC cc: OmegaESP - https://www.flickr.com/photos/8820476@N04
  7. 7. "Whether you are a marketing professional focused on campaigns or a sales professional who gets results from conversations, much is riding on the message you convey." -Anneke Seley, Britton Manasco cc: Daniela Hartmann (alles-schlumpf) - https://www.flickr.com/photos/29487767@N02
  8. 8. SiriusDecisions reported that… “According to sales management, the salesperson’s ability or inability to communicate value messages is the biggest inhibitor keeping salespeople from achieving quota.” cc: Kevin Krejci - https://www.flickr.com/photos/48889057888@N01
  9. 9. blend your prospecting approach to incorporate social channels cc: Peter Ras - https://www.flickr.com/photos/48395185@N03
  10. 10. but stop spamming buyers with noise cc: CarbonNYC [in SF!] - https://www.flickr.com/photos/15923063@N00
  11. 11. you are a brand and you represent your companies brand cc: VFS Digital Design - https://www.flickr.com/photos/58816914@N05
  12. 12. spray and pray is not an effective prospecting strategy cc: allison.johnston - https://www.flickr.com/photos/67302178@N07
  13. 13. more of what isn't working is not the answer cc: bindermichi - https://www.flickr.com/photos/75073075@N00
  14. 14. quality is what leads to better sales outcomes cc: dieselbug2007 - https://www.flickr.com/photos/58372737@N00
  15. 15. how you sell is more important than what you sell cc: Stian Eikeland - https://www.flickr.com/photos/14014660@N03
  16. 16. “Seventy-nine percent of business buyers say it is absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.” - Salesforce State of Sales cc: Eva the Weaver - https://www.flickr.com/photos/16324044@N00
  17. 17. message matters if you want to stand out cc: JASElabs - https://www.flickr.com/photos/8776396@N02
  18. 18. "An average office worker gets 121 emails per day." -City A.M. "But 2/3 of all emails are completely ignored and never opened." -HubSpot cc: Thomas Hawk - https://www.flickr.com/photos/51035555243@N01
  19. 19. get the sales meeting cc: Foomandoonian - https://www.flickr.com/photos/38677669@N00
  20. 20. to succeed your email and phone messages should be tailored to each buyer cc: khora - https://www.flickr.com/photos/26774111@N00
  21. 21. scrap the corporate history lesson
  22. 22. ditch the feature dump cc: Thomás - https://www.flickr.com/photos/21862121@N04
  23. 23. skip the gimmicks cc: mdverde - https://www.flickr.com/photos/9490254@N06
  24. 24. grab interest what is in it for the buyer? cc: Overdaforest - https://www.flickr.com/photos/85943352@N00
  25. 25. NO! "Hi Barbara, Could I get a few minutes of your time to discuss about our lead generation service? We might be able to offer a different perspective on how our unique approach can get you in front of the prospective clients you are trying to reach. Are you the best person to speak with regarding this? If yes, do you have any availability today or Monday next week for a quick discovery call? Please let me know the best number to reach you." cc: nathangibbs - https://www.flickr.com/photos/57954193@N00
  26. 26. YES! I show Sales VP's how to TRIPLE their team's sales meeting acceptance rates in as little as 6-weeks through better messaging, the right people skills and process. cc: Artotem - https://www.flickr.com/photos/27698646@N04
  27. 27. prepare then engage • what do I know about the buyers business? • what problem do we solve? • why should the buyer care? • what happens if they do nothing? • what expertise do I need to show? • how do I gain their commitment to give me their valuable time? cc: Mark Sardella - https://www.flickr.com/photos/11125702@N00
  28. 28. value and relevance • a business or economic trend that could impact their business • competitive insight • an industry study that provides insights into specific market segments the buyer's company may be targeting • new leadership best practices • trends in sales performance effectiveness cc: jjjj56cp - https://www.flickr.com/photos/25171569@N02
  29. 29. REMEMBER... more = more not necessarily better cc: kevin dooley - https://www.flickr.com/photos/12836528@N00
  30. 30. invest the time to do it right! you rarely get a second chance to make a good first impression cc: rennes_i - https://www.flickr.com/photos/49526657@N04
  31. 31. in closing cc: Toastwife - https://www.flickr.com/photos/68697343@N00
  32. 32. upcoming sessions • how to build a sales process that drives successful behaviors - George Bronten 2/21 • sales success - looking through your customer's lens - Janice Mars/Lisa Dennis 2/22 • 5 secrets that will change your approach to LinkedIn networking - Alice Heiman 2/22 cc: sridgway - https://www.flickr.com/photos/68132273@N00

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