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Six Reasons Why Your Sales Suck (and what to do about it)

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Six Reasons Why Your Sales Suck (and what to do about it)

  1. 1. Six Reasons Why Your Sales Suck (and what to do about it) Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
  2. 2. Housekeeping <ul><li>Slides, transcripts & recordings </li></ul><ul><li>Questions </li></ul>
  3. 3. SIX REASONS WHY YOUR SALES SUCK
  4. 4. #1: Are you selling to the right buyer? <ul><li>Direct vs indirect </li></ul><ul><li>Who owns the problem? </li></ul><ul><li>Gatekeepers </li></ul><ul><li>Your buyer ecosystem </li></ul><ul><li>Timing </li></ul>
  5. 5. #2: Are you selling features or benefits? <ul><li>Pain and outcomes </li></ul><ul><li>Value translation </li></ul><ul><li>You vs I/we </li></ul>
  6. 6. #3: Do you sound desperate? <ul><li>Price & promos </li></ul><ul><li>Qualification & buying signals </li></ul><ul><li>Control vs timing </li></ul><ul><li>Walking away </li></ul>
  7. 7. #4: Do your sales & marketing teams agree? <ul><li>Common definitions </li></ul><ul><li>Common stories </li></ul><ul><li>Single pipeline approach </li></ul><ul><li>Backwards progress </li></ul><ul><li>Review & refinement </li></ul>
  8. 8. #5: Do your customers want what you’re selling? <ul><li>Market changes </li></ul><ul><li>Approver/budget authority changes </li></ul><ul><li>Competitive threats (real or imagined) </li></ul>
  9. 9. #6: What are they saying behind your back? <ul><li>Feedback from lost prospects </li></ul><ul><li>Monitoring of SM channels </li></ul><ul><li>Secret shopping </li></ul><ul><li>Would Google buy from you? </li></ul>
  10. 10. Six reasons why your sales (might) suck <ul><li>Are you selling to the right buyer? </li></ul><ul><li>Are you selling benefits or features? </li></ul><ul><li>Do you sound desperate? </li></ul><ul><li>Do your sales & marketing teams agree? </li></ul><ul><li>Do your customers want what you’re selling? </li></ul><ul><li>What are they saying behind your back? </li></ul>
  11. 11. Other symptoms worth exploring <ul><li>Sales rep performance & motivation </li></ul><ul><li>Metrics & dashboards </li></ul><ul><li>Marketing offers & channels </li></ul><ul><li>Lead & opportunity stages </li></ul><ul><li>Their purchase process </li></ul>
  12. 12. Other resources
  13. 13. Next Webinars <ul><li>How to achieve a frictionless sale every time (July 14) </li></ul><ul><li>The six levels of managing sales performance (July 26) </li></ul><ul><li>Etiquette essentials for inside sales success (July 21) </li></ul><ul><li>www.heinzmarketing.com/resources/events </li></ul>
  14. 14. Questions?

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