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From Call to Close: Three Strategies to Uplevel Your Entire Sales Process

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The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.

As a sales leader, how do you ensure your entire sales process is keeping up?

Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.

Published in: Sales
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From Call to Close: Three Strategies to Uplevel Your Entire Sales Process

  1. 1. [Webinar] Three Strategies to Uplevel Your Sales Process From Start to Finish THE NEW NORMAL IS HERE TO STAY
  2. 2. Ryan Neu Founder Vendr Dan Templeton RVP of Sales Chorus.ai Today’s Speakers
  3. 3. How Deal Structures are Changing More scrutiny. More flexibility. Agenda of the Webinar Your Deal Signers are Changing Prepare to level up Messaging has Changed Confident conversations from start to finish
  4. 4. More scrutiny. More flexibility. How Deal Structures are Changing
  5. 5. Net-30 days trending back to normal, but still well below March PAYMENT TERMS MENTIONED Longer Payment Terms Continue to Be Discussed
  6. 6. Transparent Pricing Creative Deal Packaging Flexibility Make rules where you don’t necessarily give terms, dependent upon segment Trials Offer more trial packages.
  7. 7. Conduct Term Discovery Ask the Right Questions Get to “No” Quickly Talk to Power Be Prescriptive
  8. 8. Prepare to Level Up Your Deal Signers are Changing
  9. 9. Director and executive-level management join 80% more sales conversations since pre-COVID Over the past five weeks, leaders joining their seller’s calls were up significantly vs. the baseline. Vs. Pre-Covid Baseline: +65% EXECUTIVES MORE LEADERS JOINING CUSTOMER CALLS +91% DIRECTORS Sales Leaders Are Joining More Customer Meetings
  10. 10. Senior-level people participate in 84% buying discussions Sales Leaders Participating in more Buying Conversations MORE LEADERS JOINING EVALUATIONS Over the past five weeks, leaders joining evaluations were up significantly vs. the baseline. Vs. Pre-Covid Baseline: +84% EXECUTIVES +85% DIRECTORS
  11. 11. Going Concern Be Prepared to Talk About Cash Liquidity And Accounting Terms Talk to your finance team about cash liquidity Offer up your finance team to talk to high value prospects Bring up these concepts proactively
  12. 12. Deal Signers Have Changed You must be able to show 5-10x ROI C-Suite Uplevel convo from use case to business case Make your software an essential service
  13. 13. This is the new normal Messaging is Changing
  14. 14. Outbound Motions Still Performing Overall cold call dials are down 25% since January, +7% week over week CONNECT RATES Connect calls are also down relative to dials, but connect rates are steady at just under 10% COLD CALLS
  15. 15. People Are Still Buying Change your messaging to fit this environment. (Hint: It's here to stay) New use cases New situations New markets
  16. 16. Confident Conversations from First Call to Close Show up prepared Do the work Be relevant Align your message and your solution to what's most important to your buyer
  17. 17. Be Flexible With Your Offering Key Takeaways Lean On the Biz Case vs Use Case Don’t Stop Believing (and Selling)
  18. 18. Email Dan Templeton at dan@chorus.ai for a Custom Demo! To get in touch with Ryan Neu, email him at ryan@vendr.com
  19. 19. Q&A

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