The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them
•
2 likes•156 views
What You'll Learn: - The top 5 barriers to setting high-value appointments - How to conquer these hurdles in your outbound and inbound sales processes - Tactics to improve conversion rates and shorten your sales cycle
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them
Similar to The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them (20)
More from Sales Hacker
More from Sales Hacker (20)
Recently uploaded
Recently uploaded (19)
The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them
- 1. 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them SALES HACKER WEBINAR @saleshacker @timetrade
- 2. Hosted by: RANDY BERNARD VP of Sales TimeTrade @rpfloydian JAMES DOBBS Director, Key Accounts TimeTrade @jamesdobbs99 RICHARD HARRIS Director of Sales Training Sales Hacker @rharris415
- 3. Teaching someone how to increase their closing percentage, rebound from a slump, or crush their number is what I love to do more than anything! >> VP Sales at TimeTrade, Highly-rated Keynote Speaker >> #1 Best-selling Author, “The Pocket Guide For Sales Survival” Randy Bernard “ “ @rpfloydian
- 4. My sales philosophy: W.A.S.P. Work hard. Maintain a positive Attitude. Think like a Student to never stop learning. And finally, find your Passion. >> Director, Key Accounts at TimeTrade >> 13+ Years Field Sales & Sales Management Experience with Oracle, Cengage Learning, Elsevier & more James Dobbs “ “ @jamesdobbs99
- 5. @timetrade @saleshacker #nomeetingnosale Great ideas are meant to be shared!
- 6. No Meeting. No Sale. • Only 2% of sales occur at first meeting • 80% of sales require 5+ follow-ups after first meeting • 63% of clients will take 3+ months to purchase • 20% will take 12+ months Sources: https://blog.hubspot.com/sales/sales-statistics#sm.0016lj4yp16zdei0tcv1q4rebulpu; https://www.marketingdonut.co.uk/sales/sales-techniques-and-negotiations/why-8-of-sales-people-get-80-of-the-sales
- 7. More than 13K Open BDR positions!
- 8. So what exactly is a “high value appointment”?
- 9. Barrier #1: Getting past the gatekeepers.
- 11. Barrier #3: Not understanding the other party’s role, persona or priorities.
- 12. Barrier #4: Not having a shared set of goals for the meeting.
- 13. Barrier #5: Making it too difficult to request or schedule a meeting at a point of need.
- 14. Bonus Tip: Recovering from a “Meeting Fail”
- 15. Have a strategy for getting past the gatekeepers. Watch for buying signals to get timing right. Understand what’s important to your customer, and articulate a unique value proposition. Establish a shared set of goals & objectives for the meeting. Make it easy for customers & prospects to connect with you. Key Takeaways 1 2 3 4 5
- 16. Q&A RANDY BERNARD VP of Sales TimeTrade @rpfloydian JAMES DOBBS Director, Key Accounts TimeTrade @jamesdobbs99 RICHARD HARRIS Director of Sales Training Sales Hacker @rharris415
- 17. Confidential and Proprietary. Copyright ©2018 TimeTrade, Inc. All Rights Reserved Thank you! Learn More: www.timetrade.com Schedule a Meeting: www.timetrade.com Connect with TimeTrade: Sales@timetrade.com
- 18. Confidential and Proprietary. Copyright ©2018 TimeTrade, Inc. All Rights Reserved18 The State of the B2B Buying Experience Download Your Free Copy: https://www.timetrade.com/resource/the-state-of-customer-engagement- b2b-survey/ Just Released!
Editor's Notes
- Randy is a proven, 20-year sales veteran with extensive experience in sales training, staff development, and recruiting. In his current role with TimeTrade, Randy leads a growing team of sales pros focused on net-new customer acquisition. Previous to TimeTrade, Randy lead sales and marketing for a number of start-ups, including Curata and Zmags, and founded his own national customer acquisition firm where he managed and trained a sales force responsible for acquisition of more than 175,000 new customers for clients including Staples, Monster.com, and AT&T. Randy is also the co-author of “The Pocket Guide for Sales Survival: 10 Vital Rules for Selling Anything to Anyone, Anywhere,” and a highly-rated speaker on topics related to sales management, team building, and motivation.
- James serves as Director of Key Accounts with TimeTrade, focusing on driving sales and in-account expansion for some of the company’s largest and most strategic customers in our core markets of financial services, retail and technology. Prior to TimeTrade, James was an Application Sales Manager with Oracle where he led the Up-Market CX and Higher Education vertical team in ASP, net new logos and total annualized revenue. Prior to Oracle, James has a storied experience as an Entrepreneur combined with 12+ years in SaaS sales and leadership. [PASS TO RANDY]
- We’ll be live tweeting today’s webinar and we hope you’ll follow along and join the conversation using the handles and hashtags on the slide!
- Why is this topic so relevant for sales teams today?
- When we talk about meetings or appointment setting, many of you will think immediately about the BDR/SDR role given that such a large part of that job is scheduling those critical first meetings (And with good reason! A quick search on LinkedIn last week revealed more than 13K open positions for BDRs, and that’s just in the US!) But in a SaaS-dominated world, If you can’t also keep customers engaged, happy, and connected to your brand and your team for the entire lifecycle, then you can’t sustain that relationship and build loyalty for the long-term So in this session, we’re going to talk about how to get that all important first meeting, but the reality is that a healthy customer relationship is about ALL the meetings -- pre- and post-sale -- and we’ll talk about those too. And perhaps even more importantly, we’re going to talk about what happens after the inevitable “Meeting Fail”: how do you rebound from those misses, and maybe even make them work to your advantage!
- But what do we really mean when we talk about a “high-value appointment”? What does this mean to you? And how do you adjust your outreach strategy to get more of these? Careful not to make assumptions: Not always the biggest logos, or the biggest title.
- Poor timing. This is typically an issue of not reading the right buyer signals and asking for the meeting too early. Before making the ask, there has to be a value exchange. Reps need to be smart about reading and interpreting buying signals. Ultimately, we need to understand what the customer’s timeline is—and let them engage when they’re ready. But this can also be an issue of waiting too long to make the ask, and missing your best window of opportunity.
- Not understanding the persona and what the unique value prop is for them—Are they a decision maker or an influencer? What do they care about, and more importantly in some cases, what are they measured on in their unique role and how can you help them achieve these goals? This can be especially challenging in the BDR/SDR world, where they often have just one pitch or script and fail to personalize the message. Any successful engagement that ends in a deal is going to have multiple meetings. Goal of one meeting is to get another…have to keep the conversation going and move up the ranks…but understanding the priorities of each person you engage with is critical.
- Not asking for the right reason/not having a shared set of goals for the conversation. Need to do the right amount of discovery and understand the pain/challenges/goals for the other party. This sets the stage for a productive meeting where both parties understand the “what’s in it for me” equation and feel that the meeting is a valuable use of their time.
- Making it too hard to request or schedule a meeting when your prospect is ready, or at a specific point of need/urgency. Inbound is gold for a sales team—but are you best positioned to take advantage of these inquiries when they come in? This is all about letting the prospect drive, and making it as easy as possible to do business with you when they are ready. Many of our customers are replacing their Request a demo/Contact us forms with CTS links (talk about the TT case study here?) and getting incredible results. But the rules of good discovery still apply. Even if they are raising their hand, they may still be at the earliest stage and just doing research—need to understand this and meet them where they are. Don’t talk price right away. Don’t necessarily jump to the demo.
- Now, we all know, that even if you follow all these steps, sometimes you’ll still come up short. So, what to do when you don’t get the meeting…? How do you recover from a meeting fail? [Share an example of how to construct the appropriate follow-up a week later to try and salvage the relationship.]