Sales 3.0 Conference 2019

1. How to Get
Appointments
with C-level
Executives...
Fast

2. THE END IN MIND
Understand why prospecting to theCEO just makes
(un)common sense

3. WHYPROSPECT TO CEOS?
• More @bats for less effort
• Shorten your sales cycles
and time to market
• Increase the quality of
your sales pipeline
• Win larger deals with less
pressure on price, often
with no competition.
• Make your team wildly
successful – reduce
turnover
• Make you more successful -
provide for you and your
family

4. AGENDA
ThereasonsWhymost think they struggle toget
ENOUGHappointments
TheREAL reasonsmost struggleto get appointments
TheROOTcauseofthis issue
What YOUcan do to solve this
1
2
3
4

5. GETTING ENOUGH
APPOINTMENTS
IS INCREASINGLY DIFFICULT

6. BUSINESSIS
INCREASINGLY COMPLEX
ATTENTION ECONOMY TO
DISTRACTION ECONOMY

7. ATTENTION SPANS ARE
SHORT
…AND GETTING SHORTER

8. IMPACT ONSALES
LONG SALESCYCLESNOT ENOUGHQUALITY
OPPORTUNITIES
LOW PROPOSALTOWIN
RATES

9. ABOUT MATT

10. PROSPECTING
UNDERPERFORMANCE
WEAK MESSAGE
WRONGPERSON
WRITERIGHT
TRIFECTAOF

11. WEAK MESSAGE

13. The customer is
the hero of our brand's
story, not us. When we
position our customer
as the hero and
ourselves as their
guide, we will be
recognized as a sought-
after character to help
them along their
journey.

14. YOU’RE NOTTHE HERO
• “We do this, we do that”
• “We are the market leader”
• “We provide better service”
• “Our(SOLUTION) is marketleading”
• “Our(SOLUTION) is best in class”
• “(INSERT CO) leads the (INDUSTRY) space”
• “(INSERT CO) has the best (INSERT INFO)”

15. STOP ‘WEEWEEING’ ON CUSTOMERS!

16. WRONG PERSON

17. TOP PERFORMERS
KNOW
PROSPECTING TO THE
CEO IS HIGHLY
EFFECTIVE
$$$
$$
$
C Suite
VP
DIR
CHANGE & GROWTH
STATUS QUO
& EFFICENCY

18. 95%
of buyers are in status quo
- Craig Elias
85%
of budgets are assigned to
existing initiatives – The
Chasm Group
22%
increase in average sales cycle
in last 5 years –
Salesforce.com
58%
of sales opportunities end in
“no decision” - SBI

20. “Mid-ranking executives
are vested in status
quo, can’t say
“yes”…but can say “no.”

21. WRITE RIGHT

22. CAN YOU WRITE?

24. “The ability to write
effectively and persuasively
is one of the most critical
and lacking skills in business
today. It’s the difference
between success and failure in
any communications
initiative.”

25. AN ENDEMIC ISSUE
SALESLEADEREXECUTIVES SALESPERSON

26. LEADERSHIP ISSUE

27. HOPE & OSMOSIS

29. KEYIDEA
WHATYOUCANDO TO SOLVE THIS

30. CHANGE YOUR MESSAGE

31. WHAT IT DOES…
NOTWHAT IT IS

32. STOP “WEEWEE”
“ABC, XYZ,
ACME say
that they
got
(results)…”
“I/we help
companies to
(results)…”

33. BE THE GUIDE NOTTHE HERO
• “Other customers would tell you that they get
these results/they’re experiencing this, seeing
this…”
• “Other manufacturing clients would tell you…”
• “Others in your situation have told us…”
• “Companies like X,Y,Zare getting results like
these…”

34. GO HIGH!

35. C-LEVEL EXECUTIVES WANT TO SPEAK TO YOUR
SALESPEOPLE
82%
accept meetings with
sales people who
contact them
proactively
71%
want to speak with
sales people when
they’re looking for
new solutions
74%
choose the seller
who first
provides insight
and value

36. IFYOU PROSPECTTO CEOS
• More @bats for less effort
• Shorten your sales cycles
and time to market
• Increase the quality of
your sales pipeline
• Win larger deals with less
pressure on price, often
with no competition.
• Make you more successful -
provide for you and your
family

37. LEARN TOWRITE

38. EFFECTIVE EMAIL CHECKLIST
1. Go HIGH! Identify the CEO
2. Be clear on your End in Mind (what
do you want the CEO to do)
3. Subject: includes the CEOs FIRST
name
4. A reason or trigger event (makes
the approach timely)
5. The value proposition (what’s in
it for the CEO?)
6. 3rd Party Proof - results that
others have achieved
7. Address objections upfront - will
come up as the prospect reads your
message
8. Clear call to action – only one!

39. RESULTS
72%
85%
65%
70%
75%
80%
85%
90%
Show Rate
53
103
0
20
40
60
80
100
120
Opportunities Created
$45,283
$62,136
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
Average Deal Size
$2,400,000
$6,400,000
$0
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
Pipeline Value
250
256
246
248
250
252
254
256
258
Appointments Set

40. “My team has experienced immediate results.”
-Heather Ongley,Regional Sales Manager, Purolator
“Matt’s methods … generated $2.7Min closed business within the first 60 days, ROI was
immediate.”
-Matthew des Tombe, Director Business Development, American Express
“My first CEO response was under oneminute after sending my message!”
-NateLawrence, SDR, Listrak

41. “Retain Matt as your Strategic Thinking Partner - if you
want hockey stick growth. Matt’s engagements with me
have always yielded immediate results.” Ross Kramer,
CEO, Listrak

42. “Matt is the world's greatest authority on teaching
salespeople to prospect and sell to the C-level.” -
Gerhard Gschwandtner, CEO Selling Power Magazine

43. ADDITIONALRESOURCES
For a copy of today’s Slides and a Whitepaper on this
topic visit:
www.matthewconway.com/chicago2019
matt@matthewconway.com+1 647 402
2096