This document outlines strategies for salespeople to differentiate themselves and sell high-impact solutions to Fortune 1000 companies. It recommends elevating contact to senior executives and sharing provocative ideas that challenge assumptions. It also stresses the importance of understanding clients' business objectives and financial metrics in order to construct a compelling business case and achieve a "tipping point" where momentum builds for choosing their company. Ongoing coaching is emphasized to help salespeople implement these strategies and earn a return on the training investment.

1. To accelerate sales results, elevate level
of contact to Vice President or above
and elevate Value Messaging with
INSIGHT, IDEAS AND IMPACT.

2. DISCLAIMER
This presentation is not intended for every salesperson.
It is specifically focused
on the skills and strategies required
to sell large spend, high-impact solutions
to the Fortune 1000.

3. DIFFERENTIATE OR DIE!
To avoid commoditization, differentiate your product, service and sales approach.
This presentation focuses on how to differentiate sales approach.

4. INSIGHT, IDEAS & IMPACT
Selling to executives requires understanding
of why they would meet with a salesperson.
Uncertainty is the lever that opens the door.
Executives are willing to meet with people
who provide fresh ideas that challenge their
assumptions and shift their paradigms so
they see their business in a new light. If you
share just one provocative idea with them--
customized to their business objectives and
challenges– you’ll be positioned as a
salesperson that is more intelligent, more
insightful, more visionary, and certainly
braver than the competition.

5. BUSINESS INTELLIGENCE
Enterprise salespeople must speak the language of
business finance. Addressing the financial ratios and
operational metrics they use to manage and measure
success can WIN THE DEAL!
Construct a Business Case that demonstrates how your
product or service impacts the financial metrics they
use to measure profitable growth (EBIT, ROA) and/or
delivers positive improvement on critical operational
metrics (inventory turns, talent management,
employee productivity, customer experience.)

6. PROVOCATIVE IDEA
RECIPE FOR PROVOCATIVE IDEA
Combine multiple data points
and stir.
Blend with creativity to find an
area of convergence.
Bake until it rises and becomes
flavorful.
If it flops, start over.

7. CIA VALUE MESSAGING TEMPLATE
(<20 second voicemail or 1 paragraph LinkedIn message/email)
Begin with a CHUNK of Actionable Information or Trigger Event:
On the quarterly earnings call, your CEO said you plan to invest in
additional distribution centers for direct-to-customer and store fulfillment.
Your objectives are to re-platform for improved functionality while maintaining
15% operating margin…the highest in your space.
Add an INSIGHT, IDEA OR IMPACT:
XXXX optimizes productivity of your current system while achieving your
initiative to enhance the Omni-channel experience with minimal CapEx costs.
Finish with an ASK OR ACTION:
My name is XXX and I will send an Outlook invite for a meeting.

8. SURROUND THE DECISION
Multiple titles, functions, points of view, special interests
and choice points are involved in every major buying
decision. COVER THEM ALL: HIGH, WIDE & DEEP!

9. SALES TIPPING POINT
IMAGINE THIS SCENARIO:
Five individuals enter a conference room
to finalize a major buying decision. In the
discussion, every person in the room
mentions your company and name, far
eclipsing the number of mentions
garnered by others on the short-list. Since
everyone in the room is familiar with you,
choosing you as a partner seems the
obvious choice.
DRUM ROLL:
YOU ACHIEVED A SALES TIPPING POINT!

10. COACHING TO ROI
VISIONARY SELLING SALES TRAINING
INCLUDES A 12 MONTH COACHING
PROGRAM
Ongoing coaching is required to keep
salespeople engaged in the process
until they earn back the ROI by selling
new logos and master new skills and
approaches working on high revenue
sales opportunities.

11. VISIONARY SELLING
DELIVERABLES
• Account Research To Identify Actionable
Information And Opportunities
• Business And Financial Acumen to Construct
Business Case
• Value Messaging To Gain Access To Executives
• Provocative Idea To Establish Collaboration
• One-Year Coaching to Obtain New Logos

12. BARBARA GERAGHTY
Since 1994, Barbara Geraghty has been a thought
leader on how to gain access to executives at
Fortune 500 companies. Visionary Selling (Simon
& Schuster) was instrumental in creating a new
category of selling skills focused on a high-level
interface. Visionary Selling Sales Training changed
the landscape of sales activities and results by
preparing salespeople to develop ideas that are
relevant and appreciated by corporate executives.

13. CONTACT US
CONTACT VISIONARY SELLING for information
on 2-Day Learning Event that constructs a
pipeline of Fortune 1000 accounts with
strategies to gain access at the executive level
and Value Messaging customized to their
business challenges and financial objectives.
www.visionaryselling.net
visionaryselling@gmail.com