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Webinar slides: Conversations, NOT Interrogations

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Today's buyers do their homework by researching solutions online long before you get a chance to talk to them. Be sure you do your homework, too. Don't put a prospective buyer in the "hot seat" by barraging them with questions to qualify the opportunity. Instead, establish connections to build the relationship.

Register now! Using a case study format, three highly respected thought leaders will demonstrate how to connect by:

1- Applying sales intelligence to ask the right questions
2 - Framing questions to spark interactive dialog
3 - Sharing personalized information resources to create conversation

Published in: Business
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Webinar slides: Conversations, NOT Interrogations

  1. 1. CONVERSATIONS, NOTINTERROGATIONSWebinar 2/5/13
  2. 2. Speakers Roger Ciliberto Pete Gracey Cliff Pollan North American Sales Director COO & Co-Founder CEO & Co-Founder @OneSource4Sales @Peter_Gracey @cliffpollanroger_ciliberto@onesource.com pgracey@agsalesworks.com cpollan@postwire.com
  3. 3. Establish Connections by:1 Applying sales intelligence to ask the right questions2 Framing questions to spark interactive dialogue3 Sharing personalized information to create conversation
  4. 4. Case Study – Step Into These Shoes• You sell security software• Targeting company in financial vertical• Want to create conversation to motivate action
  5. 5. 1Apply sales intelligence to ask the right questions
  6. 6. Are you timely?
  7. 7. Do you stand out by having somethingrelevant to talk about? • Corporate Family? • Revenues? • Other News?
  8. 8. Is there a “Perfect Storm”? Also recently hired a new Chief Risk Officer….. The Perfect Storm? 1. New CTO 2. New Chief Risk Officer 3. Fiscal Year End?Have just entered into a NEW Fiscal Year…
  9. 9. 2Frame questions to spark interactive dialogue
  10. 10. Map Your Conversational Goals
  11. 11. The Pitch
  12. 12. Example “Pitch” Q:Do you believe Vulnerability Software is an important part of any overall IT strategy?
  13. 13. The Pass
  14. 14. Example “Pass” Q: How does Genworth’s current vulnerability softwarefit in with the security strategy you are putting into place?
  15. 15. FormulatingQualityQuestions
  16. 16. 3Sharing personalizedinformation to create conversation
  17. 17. Axceler as our example vendor
  18. 18. 1. See the 2. Commit to a 3. Plan out the problem solution path changeStatus Quo Closed Deal
  19. 19. 65% Source: Forrester Research, Inc.
  20. 20. Setting the Buying Vision Context Bring clarity & Motivate changeContent Conversation
  21. 21. Discuss Issues with Status Their Ideas for Steps to Launch Quo Change SolutionUncover Their Change Their Fears Needs of Larger Motivations teamUseful 3rd Party research Case studies Free trial/LiveContent Educational Expert interviews demo webinars FAQs Planning checklist White papers ROI calculator 1. See the 2. Commit to a 3. Plan out the problem solution path changeStatus Quo Closed Deal
  22. 22. Inventory and know your content.
  23. 23. Content Inventory
  24. 24. Content Inventory
  25. 25. Sales Conversation Cheat Sheet• Content Details – Title, Author, etc.• Target Prospect - Who is it for and why• Content Insights - What can you teach• Sales Conversation – What are prompts and goalsDeveloped by Ardath Albee – Marketing InteractionsHer book – eMarketing Strategies for the Complex Salehttp://www.marketinginteractions.com/
  26. 26. Use content to ask the right questions to clarify your prospect’s buying vision.
  27. 27. SharePoint Governance Maturity Benchmark
  28. 28. Content - Thought Leadership
  29. 29. Create Conversations – You are not alone• Context - Only 30% of all companies align their governance plans with an end user adoption strategy• Question - Are you concerned that good governance could hurt user adoption?
  30. 30. Put content in context of your buyer’s top 3 pain points.
  31. 31. Content – Thought Leadership
  32. 32. Create Conversations – You are not alone• Context - Only 29.6% of those not using a tool have an operational change manager model in place vs. 69.7% for those who use 3rd party tool.• Question - Has it been hard to put a compliance model in place?
  33. 33. Help organize your buyer to represent their vision and ROI.
  34. 34. Content - Champion Kit
  35. 35. ROI Calculator
  36. 36. Discuss Issues with Status Their Ideas for Steps to Launch Quo Change SolutionUncover Their Change Their Fears Needs of Larger Motivations teamUseful 3rd Party research Case studies Free trial/LiveContent Educational Expert interviews demo webinars FAQs Planning checklist White papers ROI calculator 1. See the 2. Commit to a 3. Plan out the problem solution path changeStatus Quo Closed Deal
  37. 37. Sales Conversations, NOT Interrogations Roger Ciliberto Pete Gracey Cliff Pollan North American Sales Director Co-Founder CEO & Co-Founder @OneSource4Sales @Peter_Gracey @cliffpollanroger_ciliberto@onesource.com pgracey@agsalesworks.com cpollan@postwire.com www.onesource.com www.agsalesworks.com www.postwire.com Call me: 978-318-4398 Call me: 781-702-6999 Call me: 781-350-3416

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