#SalesSummit | @TechSalesOps
#SalesSummit | @TechSalesOps
“Do You Have a Project?”
Moving the Sale Forward
with Compelling Events
-Neal
Murphy
#SalesSummit | @TechSalesOps
Why Focus on Projects?
#SalesSummit | @TechSalesOps
Sales Rep POV
B
• Budget
A
• Authority
N
• Need
T
• Timeline
#SalesSummit | @TechSalesOps
The Compelling Event
Customer Buying Process
Business
Development Active Selling
#SalesSummit | @TechSalesOps
Matter of Perspective
Key Player Sales Person
#SalesSummit | @TechSalesOps
Conversation or Interruption?
#SalesSummit | @TechSalesOps
Key Player POV
Influence Decision is already made
#SalesSummit | @TechSalesOps
Win the Boardroom
• Arrive Early
• Turn Priorities into
Projects
• 1 Project gets Funded
#SalesSummit | @TechSalesOps
Take-Away
• Marketing
• Sales
• Management
#SalesSummit | @TechSalesOps
Sales Projects & Initiatives
Challenges
PrioritiesProjects
Results
www.EnterpriseSalesOperati...
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Neal Murphy - Achieving Sale Execution With Compelling Events

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/neal-murphy

Session Overview
Projects and Initiatives are major components of how successful sales organizations operate. Our own sales people use “projects” to qualify customer urgency and timeframe at the beginning of the sales process.

We’re going to explore the importance of “projects” from both perspectives. You’ll learn how sales leaders use initiatives to move their organization forward.

Using this insight, we’ll explore an easy to master selling technique your company can use to improve dialogue with key players in their target accounts.

Published in: Business
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Neal Murphy - Achieving Sale Execution With Compelling Events

  1. 1. #SalesSummit | @TechSalesOps
  2. 2. #SalesSummit | @TechSalesOps “Do You Have a Project?” Moving the Sale Forward with Compelling Events -Neal Murphy
  3. 3. #SalesSummit | @TechSalesOps Why Focus on Projects?
  4. 4. #SalesSummit | @TechSalesOps Sales Rep POV B • Budget A • Authority N • Need T • Timeline
  5. 5. #SalesSummit | @TechSalesOps The Compelling Event Customer Buying Process Business Development Active Selling
  6. 6. #SalesSummit | @TechSalesOps Matter of Perspective Key Player Sales Person
  7. 7. #SalesSummit | @TechSalesOps Conversation or Interruption?
  8. 8. #SalesSummit | @TechSalesOps Key Player POV Influence Decision is already made
  9. 9. #SalesSummit | @TechSalesOps Win the Boardroom • Arrive Early • Turn Priorities into Projects • 1 Project gets Funded
  10. 10. #SalesSummit | @TechSalesOps Take-Away • Marketing • Sales • Management
  11. 11. #SalesSummit | @TechSalesOps Sales Projects & Initiatives Challenges PrioritiesProjects Results www.EnterpriseSalesOperations.com Resources

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