How do we lose our leads?

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How do we lose our leads?

  1. 1. 1<br />HOW DO WE LOSE OUR LEADS?<br />Presented by: Sharon Drew Morgen<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  2. 2. 2<br />Closing %s<br /> 7% - sales leads<br />1-6% - marketing automation<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  3. 3. 3<br />Fallout to new buying<br /><ul><li> 50% of sellers not meeting quota
  4. 4. Personal relationships play a smaller role
  5. 5. No control or influence over choices
  6. 6. Brought in late in the sales cycle/little impact
  7. 7. Buyers showing up with choices made
  8. 8. Marketing bringing in quantity, not quality
  9. 9. High percentage of second meetings dropped</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  10. 10. 4<br />How do buyers buy?<br /><ul><li>Use their own buying patterns, not a seller's selling patterns
  11. 11. Must have internal buy-in from all people/policies
  12. 12. Ensure minimum disruption/manage change</li></ul>THE BUYING DECISION IS MORE COMPLEX THAN JUST CHOOSING A SOLUTION<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  13. 13. 5<br />The shifting role of sellers<br />Knowing need is not enough: <br />Buyers understand need, know choices<br />Buying journey stages unknown<br />Technology taking over our jobs<br />Brought in too late <br />Marketers finding inappropriate leads<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  14. 14. 6<br />What happens when technology takes over?<br /><ul><li> Takes over much of solution placement activity
  15. 15. Reduces sales job to responding to online activities
  16. 16. Deletes much of influencing and persuading activities
  17. 17. Marketing taking over lead generation</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  18. 18. 7<br />The missing piece in the buying decision journey<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  19. 19. 8<br />Assumptions<br />Because of appropriateness demographics, lead is viable<br />With proper information, lead will close<br />With appropriate nurture, prospect will close<br />Interest + Technology + Proper Demographics = Lead<br />No one is helping the buyer manage their decision journey<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  20. 20. 9<br />Why are we losing leads?<br /><ul><li>Trying to make appointment rather than sale
  21. 21. Trying to discover need rather than help manage excellence
  22. 22. Getting in too early in Buying Decision cycle
  23. 23. Not there when major decisions are being made
  24. 24. Buyers can't manage buy-in, and we're not helping</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  25. 25. 10<br />Why are we losing leads?<br />Leads are being lost because we aren't helping buyers manage their complex buying decision issues and instead focusing on solution placement.<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  26. 26. 11<br />Behind the scenes in a buying decision<br /><ul><li>Search possible fixes
  27. 27. New rules
  28. 28. Fix with familiar resources
  29. 29. Time lines, tasks
  30. 30. Strategies for new status quo
  31. 31. Line up team
  32. 32. Get buy-in for change
  33. 33. Who touches the problem?
  34. 34. Work-around
  35. 35. How to change without chaos</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  36. 36. 12<br />Journey to success<br />1. Make contact from marketing lead (or cold call, etc.)<br />2. Start facilitating decision making, not seeking appointment or discussing solution<br />3. Lead buyers through their decision making issues<br />4. Help buyers set up Buying Decision Team<br />5. Help buyers notice buy-in problems<br />6. Suggest sites, solutions, problem management choices<br />7. Agree how to move forward, together<br />www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  37. 37. 13<br />What is Buying Facilitation™?<br />Buying Facilitation™ is a decision facilitation model that leads buyers through their off-line, behind-the-scenes decision issues that they need to manage internally to ensure they elicit the necessary buy-in prior to choosing a solution or vendor.<br /><ul><li> Not sales but adds a new skill set
  38. 38. Helps buyers navigate through change issues
  39. 39. Decision facilitation focus, not solution choice</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  40. 40. 14<br />Different skills necessary<br /><ul><li> Listening for systems
  41. 41. Not gathering data; be GPS
  42. 42. Encourage group decision making
  43. 43. Avoid solution discussion until decisions made
  44. 44. Facilitate decision making, not influencing purchase
  45. 45. Change management focus first; solution placement last</li></ul>www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew<br />© 2010, Morgen Facilitations Inc.<br />
  46. 46. 15<br />Would you rather sell? Or have someone buy?<br />Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701<br />512-457-0246 <br />sharondrew@newsalesparadigm.com<br />www.newsalesparadigm.com<br />www.sharondrewmorgen.com<br />www.buyingfacilitation.com<br />www.dirtylittlesecretsbook.com<br />www.facilitatingbuyin.com<br />Developer of Buying Facilitation™Author of Selling with Integrity & Dirty Little Secrets <br />Sharon Drew Morgen<br />Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen<br />© 2010, Morgen Facilitations Inc.<br />

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