Shake your prospects out of their complacency. Disrupt their status quo by challenging their thinking. Leverage social media to engage the conversation. Incubate your community and be ready to start the person-to-person sales process when they are ready. Remember: "Eighty percent of success is showing up."- Woody Allen

2. What are you
selling ?
Question #1

3. You are selling a …

4. What do your
customers want
from you today ?
Question #2

5. Customers want a …

6. What are your
customer's key
challenges today ?
Question #3

7. www.flickr.com/photos/stephen_downes/3808714505
Customer Challenge #1

8. www.flickr.com/photos/12023825@N04/2898021822
Coping strategies

9. Your job is to …
www.flickr.com/photos/77485110@N00/2431582475

10. Guide them to the right solution

11. “Customers are completing
57% of a buying cycle before
ever coming into contact with
a sales rep.”
- A CEB study of more than 1,400 B2B customers

12. More reactive

13. More agile

14. Business Transformation
Operational Excellence
Value
Cost
Price
Executive
Management
Operations
OrganisationThinking Time Horizon Drivers of change
Business
Drivers
Operational
Needs
Growth at 3 Time Horizons

15. www.flickr.com/photos/winemegup/3641912321
Get it right

16. www.flickr.com/photos/roome/3390682853
Get it wrong

17. Marketing Leadership = Thought Leadership1
Social Engagement = Creating conversations2
Moving People out of ‘Status Quo’3
Sales Success = Being Recommended4
Accelerating Growth = Accelerating Change5

18. Marketing
Leadership =
Thought
Leadership
• Blog
• Social media
• Provoke
• Disrupt
• Challenge the status quo
• Create content
• Curate content
Question: How do you demonstrate Thought Leadership?
Question: How do you engage your tribe?
Answer: Create and share relevant content with your tribe

19. Create content

20. Curate content

21. www.flickr.com/photos/camdiluv/5788194542
Capture their imaginations

22. Marketing Leadership = Thought Leadership1
Social Engagement = Creating conversations2
Moving People out of ‘Status Quo’3
Sales Success = Being Recommended4
Accelerating Growth = Accelerating Change5

23. Engaging Conversation

24. Audience
2

25. Create a community of followers

26. Marketing Leadership = Thought Leadership1
Social Engagement = Creating conversations2
Moving People out of ‘Status Quo’3
Sales Success = Being Recommended4
Accelerating Growth = Accelerating Change5

27. Moving people
out of ‘Status
Quo’
Source: www.corportevisions.com

28. 3 Questions that
you must be
able to answer
“Why Change?”
Quantify the Pain1
“Why Us?”
Justify the Business Benefit2
“Why Now?”
Justify the Financial Gain3

29. Marketing =
Sales of
tomorrow
Source: www.corportevisions.com

30. Marketing Leadership = Thought Leadership1
Social Engagement = Creating conversations2
Moving People out of ‘Status Quo’3
Sales Success = Being Recommended4
Accelerating Growth = Accelerating Change5

31. The Sales Cycle
Prospection Qualification Proposal CloseNegotiation
Time

32. P CRx SALES=
P = Number of prospects
CR = Conversion Ratio

33. P CRx SALES=
10 33% (Typically 25%-50%)
Example 1
S = 3

34. P CRx SALES=
10 40%
Example 2
S = 4
*Requires considerable effort. Not easily sustainable
*

35. P CRx SALES=
33%
Example 3
S = 6
*Requires less effort. Is sustainable
20 *

36. Typical Conversion Rates
1. Cold calling:
2. External Recommendation:
3. Internal Recommendation:
44%10 X Cold calling
(Between 1-5%) 4%
88%20 X Cold calling

37. Create a community of fans

38. Marketing Leadership = Thought Leadership1
Social Engagement = Creating conversations2
Moving People out of ‘Status Quo’3
Sales Success = Being Recommended4
Accelerating Growth = Accelerating Change5

39. You can’t teach an old dog new tricks

40. Your mindset is
your ultimate
competitive
advantage

41. Organisational
alignment is
key to your
sustainable
performance

42. Sustainable
Success =
Managing
Accelerators
and Barriers to
Growth
(Prospecting)
www.flickr.com/photos/good_day/38181398

43. “Eighty percent
of success is
showing up.”
- Woody Allen

44. www.flickr.com/photos/winemegup/3641912321
Get it right

45. David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
www.flickr.com/photos/horacio/3781750