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Be a Selling Superhero: 10 Strategies for Enterprise Selling Success
The document provides 11 strategies for influencing buying decisions and becoming a selling hero: 1) Plan implementation carefully, 2) Find the real reasons for decisions, 3) Encourage competition and set criteria, 4) Reframe conversations, 5) Run pilots, 6) Make middle managers the hero, 7) Use "low-high" selling, 8) Use "high-low" selling, 9) Be the secretary, 10) Create deadlines, 11) Don't do proposals. It also provides information on learning more through books, courses, workshops, coaching and connecting with the author.
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Be a Selling Superhero: 10 Strategies for Enterprise Selling Success
- 1. + Be a SellingHero: Influencing Buying Decisions
- 2. + Strategy #1: Implementation Planning(“Changeovers”)
- 3.
- 5. + Strategy #2: Findthe real reason a decision is being made
- 6. + Strategy #3: Encourage competition,then set the criteria
- 7. + Strategy #4: Reframethe conversation
- 8. + Strategy #5: Runa pilot.
- 9. + Strategy #6: Makethe middle manager the hero.
- 10. + Strategy #8: “High-Low”selling
- 11. + Strategy #7: “Low-High”selling
- 12. + Strategy #9: Bethe secretary
- 13. + Strategy #10: Createdeadlines
- 14. + Strategy #11: Don’tdo proposals
- 15. + Books, online courses& self-guided learning Workshops & Sales Camps Coaching, Advisory & Consulting
- 16.
Editor's Notes
- #3 Big Bang Adoption Phased Adoption Parallel Adoption
- #6 There’s usually just one reason that a decision is made. Find that one reason, then bring the facts and sell to the emotion. Objections are just a means to get you to go away. Companies are looking to get you to go away. They’re looking for reasons to disqualify you, and everyone else, because they’d rather do nothing than a bunch of work to learn a new system, process, or product.
- #7 http://www.pardot.com/whitepapers/ http://www.pardot.com/whitepapers/the-roi-of-automation/
- #8 i.e. MRV Altos with listing data Name Salesforce’s top competitor? Apple? Do you think Apple is sitting around thinking about Microsoft? Think Blue Ocean strategy.
- #9 Don’t sell the whole thing. i.e. Trials with rules.
- #10 “We just found $200mln in MRV because of Sally. Sally is the hero."
- #11 Selling down the organization. Make sure everyone down the line sees how your product helps them do their jobs, not do their jobs. Be prepared for defensive posturing
- #12 “We’re getting inquiries everyday. In fact, we just got another one this afternoon."
- #13 Triangulate conversations and information across organizations. i.e. working committees Jason/Himanshu - “We need to set up a call with Jason…"
- #15 Turn a proposal into an implementation plan, Business requirements document, Cost-benefit analysis.