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Rock Star Selling

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The game has changed. Cold calling, marketing collateral, template proposals, two-hour business lunches, deals on the golf course and the selling system you subscribed to for 10 years?

Dead end.

A new era has emerged where more sophisticated and demanding buyer’s carefully guard their time and approach any buying decision with caution, scrutiny and rigor that simply didn’t exist a few years prior. And earning a partnership through a competitive decision cycle with today’s Buyer requires advanced Sales PROCESS, SKILL and STRATEGY.

This presentation provides 10 principles to ignite sales success, sell like a Rock Star and build a client community of brand evangelists in the knowledge economy.

Published in: Business, Education
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Rock Star Selling

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  8. 8. “Those that build great companies understand that the ultimate throttle on growth is not markets, technology or competition. It’s one thing above all others: the ability to get and keep enough of the right people.”<br />
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  11. 11. Are You Good Enough To Getan Appointment With Susan<br />“<br />I love the viewpoints of consultants and vendors. <br />They are truly valuable. But I also don’t have time<br />(nor does anyone else) for multiple one on one calls<br />with multiple consultants I know little about.<br />I got 17 cold calls, yes 17, last week from vendors. And <br />I hate not being able to call them all back (because I<br />don’t want to be rude). But truly, from a time <br />perspective, I just can’t. <br />-Susan, Buyer & Decision Maker<br /> Fortune 500 Company<br />”<br />
  12. 12. What does it take to be a Rock Star on this team? <br />
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  21. 21. Meet the Parents<br />
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  23. 23. The Competitive Decision Cycle<br />
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  27. 27. Create<br />Converse<br />Promote<br />Measure<br />Connect<br />
  28. 28. 3 out of 4 Americans use social technology.<br />-Forrester, The Growth of Social Technology Adaptation, 2009<br />
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  32. 32. “<br />What Does it Take to be Great?<br />In study after study, of composers, basketball players, fiction writers, ice-skaters, concert pianists, chess players, master criminals, this number comes up again and again. <br />Ten thousand hours is equivalent to roughly three hours a day, or 20 hours a week, of practice over 10 years… <br />No one has yet found a case in which true world-class expertise was accomplished in less time. It seems that it takes the brain this long to assimilate all that it needs to know to achieve true mastery.<br />”<br />Outliers<br />
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  36. 36. Brand Pyramid<br />Core<br />Value<br />Emotional Benefit<br />Functional Benefit<br />Physical Description<br />
  37. 37. The Elevator <br />The Elevator <br />Pitch<br />Conversational<br />Clear<br />Compelling<br />Concise<br />Consistent<br />Confident<br />Commitment<br />You Have 2 Minutes <br />Make it Count<br />
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  40. 40. “I’ll show you the money!”<br />
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  42. 42. What is your vision for your performance this year?<br />
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  46. 46. Are you Ready for a fight?<br />
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  48. 48. Presidents Club…<br /> Are you going?<br />
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  50. 50. Keynote Speaking & Corporate Seminars<br /><ul><li>Corporate Culture & Employee Engagement
  51. 51. HR 2.0: Trends, Technology & Transformation
  52. 52. Employment Branding
  53. 53. Recruiter Effectiveness Training
  54. 54. Sales Consulting & Training </li></ul>w: ryanestis.com I p: 800-480-0455 I e: ryan@ryanestis.com I t: @ryanestis<br />

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