This document outlines sales best practices that can be applied to career and job searching. It discusses that selling originates from scarcity of resources and reliance on others to meet needs. When pursuing opportunities, one should identify a compelling event for the customer, understand how to uniquely address the customer's needs, determine if the opportunity can be won given relationships and credibility, and decide if it is worth winning based on value. Developing a mentor within the customer organization and focusing on the customer's interests are emphasized as important tactics.
Top Tips For Creating Sustainable Customer Advocacy
with David Coates, Director of Customer Marketing at IronMountain
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
Insight-Led Selling: Taking Theory and Making It Reality (Welch Allyn)SAVO
Nowadays, customers identify their own problems, solutions, and requirements before contacting a sales pro, leaving little else to the seller other than sourcing a price quote. Watch Paul Liberatore’s presentation and learn how a sales person can reframe the entire sales conversation using insight-led selling. See how Welch Allyn is using SAVO’s Sales Content Pro and Mobile Sales Pro to help their sales pros reframe the conversation.
Top Tips For Creating Sustainable Customer Advocacy
with David Coates, Director of Customer Marketing at IronMountain
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
Insight-Led Selling: Taking Theory and Making It Reality (Welch Allyn)SAVO
Nowadays, customers identify their own problems, solutions, and requirements before contacting a sales pro, leaving little else to the seller other than sourcing a price quote. Watch Paul Liberatore’s presentation and learn how a sales person can reframe the entire sales conversation using insight-led selling. See how Welch Allyn is using SAVO’s Sales Content Pro and Mobile Sales Pro to help their sales pros reframe the conversation.
As an entrepreneur, you need to develop a long-term financing strategy for your business. This session helps you determine what financing approach is right for you.
Key topics covered: bootstrapping, angel investment
An Introduction to The Challenger Customer [Pat Spenner, CEB]Quarry
Pat Spenner, co-author of The Challenger Customer presented to animal health marketing and sales professionals at NAVC 2016 about the changing landscape of B2B buying.
Selling Power sponsored webinar*
As sales professionals in today's competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company's products and services, we need to also have business acumen and knowledge to be credible and relevant.
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Sales, the critical function 1 17 22 redRichard Guha
Startups usually fail because they do not have enough customers. Sometimes it is because the product does nmot meet needs, but more commonly, because the Entrepreneur is not effective enough at selling
Getting Started with Advocacy
with Gunil Chung, VP Customer and Executive Programs at Box
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
Buyers are faced with a double-edged sword. On one side, they have more alternatives available to them in today’s hyper-competitive market. On the other side, it is increasingly difficult to determine which is the best and most valuable option to choose.
The Money Path can help you look at your business differently. It guides you through a process to evaluate your products and services and their potential to earn money prior to implementation.
Talk Given At ICSA National Conference in Atlanta 2010: The challenge of providing world-class levels of customer service through a service business located in multiple states, with diverse employees, in a variety of industries and markets.
Startups don't win because of a great vision, but because of a superior strategy. If you want to have the superior strategy, you must simply have a better customer insight. Customer discovery principles can help you to get real insights about your customers.
The first rule is to fall in love with a problem, not your solution or business idea. You must have a clear picture what your product is hired to do. With customer interviews and different types of tests your job is to prove value hypothesis (that people are prepared to pay for your solution).
You can write down all your hypotheses on business model canvas, running lean canvas or even in a spreadsheet. Then you have to constantly sketch out alternative business models by asking yourself difficult questions and testing different assumptions.
Steps to customer discovery include developing a vision, setting the hypotheses, getting out of the building and performing a reality checks. The best way to start the customer discovery process is with the riskiest assumptions.
Important tools that can help you with customer discovery are also segmentation, personas, empathy map and value proposition canvas. After exploiting all the tools you should have a clear picture what are your customer's pains and gains and what are they willing to pay for.
When you are doing the customer discovery interviews to get the market insights you have to avoid doing any behavior predictions or being satisfied with compliments, opinions or stalling. What are you looking for is a real commitment from early-evangelists.
Remember, wrong assumptions are mother of all fu*ck-ups, and with customer discovery you can make sure you are not building your business based on the wrong assumptions.
As an entrepreneur, you need to develop a long-term financing strategy for your business. This session helps you determine what financing approach is right for you.
Key topics covered: bootstrapping, angel investment
An Introduction to The Challenger Customer [Pat Spenner, CEB]Quarry
Pat Spenner, co-author of The Challenger Customer presented to animal health marketing and sales professionals at NAVC 2016 about the changing landscape of B2B buying.
Selling Power sponsored webinar*
As sales professionals in today's competitive market, our customers and prospects demand more from us than ever before. We are expected to be advisors, consultants, and collaborate with relevant solutions for their business. To become that advisor, not only do we need to have current knowledge on our company's products and services, we need to also have business acumen and knowledge to be credible and relevant.
The insight selling era - live webcast with LinkedIn & CEBKevin Ryan
‘The Insight Selling Era’ – how buyer sophistication is forcing organizations to transform how they sell
Speakers:
Kevin Ryan, Marketing Manager: http://www.linkedin.com/in/kevryan
Matthew Kiel, Senior Director, CEB: http://www.linkedin.com/in/mpkiel
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
Sales, the critical function 1 17 22 redRichard Guha
Startups usually fail because they do not have enough customers. Sometimes it is because the product does nmot meet needs, but more commonly, because the Entrepreneur is not effective enough at selling
Getting Started with Advocacy
with Gunil Chung, VP Customer and Executive Programs at Box
Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.
Buyers are faced with a double-edged sword. On one side, they have more alternatives available to them in today’s hyper-competitive market. On the other side, it is increasingly difficult to determine which is the best and most valuable option to choose.
The Money Path can help you look at your business differently. It guides you through a process to evaluate your products and services and their potential to earn money prior to implementation.
Talk Given At ICSA National Conference in Atlanta 2010: The challenge of providing world-class levels of customer service through a service business located in multiple states, with diverse employees, in a variety of industries and markets.
Startups don't win because of a great vision, but because of a superior strategy. If you want to have the superior strategy, you must simply have a better customer insight. Customer discovery principles can help you to get real insights about your customers.
The first rule is to fall in love with a problem, not your solution or business idea. You must have a clear picture what your product is hired to do. With customer interviews and different types of tests your job is to prove value hypothesis (that people are prepared to pay for your solution).
You can write down all your hypotheses on business model canvas, running lean canvas or even in a spreadsheet. Then you have to constantly sketch out alternative business models by asking yourself difficult questions and testing different assumptions.
Steps to customer discovery include developing a vision, setting the hypotheses, getting out of the building and performing a reality checks. The best way to start the customer discovery process is with the riskiest assumptions.
Important tools that can help you with customer discovery are also segmentation, personas, empathy map and value proposition canvas. After exploiting all the tools you should have a clear picture what are your customer's pains and gains and what are they willing to pay for.
When you are doing the customer discovery interviews to get the market insights you have to avoid doing any behavior predictions or being satisfied with compliments, opinions or stalling. What are you looking for is a real commitment from early-evangelists.
Remember, wrong assumptions are mother of all fu*ck-ups, and with customer discovery you can make sure you are not building your business based on the wrong assumptions.
This Presentation was delivered by Sir Eric Seyram A at the “iSpace Women’s Entrepreneurs” Program. organised by ispace, a technology hub in Accra supporting start ups and in partnership with Google for Entrepreneurs,
The program was a three-week intensive program aimed at women entrepreneurs who are looking to create a winning business proposal and business pitch. Participants were coached by Sir Eric Seyram A and other industry experts on how to write their business proposal and present themselves to potential investors. Some selected business proposals got a sponsored package from iSpace and also a one on one mentoring with few of the leading women in business in Ghana today.
The program run from 1st April to 18th April 2014 within which there were 9 lecture sessions.
The presentation was captioned Carving your Marketing Strategy and sought to orient participants on how they can create value for their customers and other stakeholders to ensure competitiveness, profitability and sustainability.
Designing a Business Model - Business Model Canvas Class 5 2024Alok Nikhil Jha
he BMC provides a holistic view of your business model, fostering strategic clarity and alignment.. It is key driver of the business. It is how you create and deliver value to your customers, make money, and operate it sustainably.
It has 9 key pointers to work on and could also be considered as a starting point of a venture
If your products and services are being marginalized...
If your salespeople are being pushed down to procurement - This program will help.
If your customer can't perceive the value of your products and services, how can they price them?
If they can't price them, then.... They won't pay for it!
They can't sell it upward...
Why should they?
This is the slide deck of the introductory program teaching salespeople how to get top margin for their products/services/solutions.
True commercial insight is hard to create. It requires an intensive study of your ideal customer. Once it is created, salespeople must learn how to sell differently (consultatively) and sales managers have a role to play in changing behavior.
This presentation uses ideas from "The Challenger Customer" to illustrate why true commercial insight is so important. It discusses a way to capture commercial insight and convert that into a visual story or whiteboard to enable salespeople to challenge status-quo thinking and create new opportunities through story and conversation - not presentation.
Aktiivinen, laadukas ja oikein kohdistettu asiakastyö luo perustan myynnin kasvulle ja tuotteen tai palvelun tunnetuksi tekemiselle. Miten kasvatan asiakasaktiivisuutta ja hankin uusia asiakkaita? Miten kohdistan asiakastyön oikein? Miten parannan asiakastyön laatua ja kehitän asiakassuhteita? Miten valitsen ja kehitän jälleenmyyjiä? Miten mittaan asiakastyötä? Kasvun aikaansaamiselle ei ole oikotietä. Kasvu vaatii optimaalisen resurssien kohdentamisen ja selkeän suunnitelman.
Nezar Kadhem and Tomas Paulauskas prepared this PPT document to help Startup Weekend Bahrain participants on how to present a final pitch. Scroll through this presentation to learn how to convince a judging panel of venture capitalists, angel investors, and business professionals to pick your idea as the potential business success story. Participants can use this framework to present their validation, execution, and an easy to understand business model.
There are many reasons why customer accounts can be “at risk” and if you are in the unfortunate position where a customer churns early, you probably will not achieve the desired lifetime value. All of this makes aligning Sales and Customer Success critical. You need to sell the right level of your product to the right type of customer. Listen in to the webinar where we cover the topic of aligning Customer Success and Sales.
Today's competitive market has put to end the traditional quick fix selling techniques to give way to CONSULTATIVE TECHNIQUES ...which often clumsily handled have given rise to a cynical view whether these too are dead or dying
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
The first of three capability building seminars for the Northern Ireland Food & Drink sector. This session looks at strategic planning, when, how and why you need to do it (whatever your business).
Sales Best Practices Presentation - Ken Wood 052015
1. Sales
Best
Practices…
And
How
They
Can
Be
Applied
To
Your
Career
and
Job
Search!
Prepared
by
Ken
Wood
Triangle
Execu6ve
Careers
Group
May
20,
2015
2. The
Origins
of
Selling
• Scarcity
of
specific
resources
and
talent
• Rely
upon
others
to
meet
our
needs
• Opportunity
to
benefit
from
others’
resources
and
talents
3. Selling:
Four
Key
Questions
• Is
there
an
opportunity?
What
is
the
Compelling
Event
for
the
Customer
to
act?
• How
do
we
compete?
What
is
the
Unique
Business
Value
that
we
deliver
to
the
Customer?
• Can
we
win
the
opportunity?
• Is
the
opportunity
worth
winning?
4. Is
there
an
Opportunity?
• What
is
the
“Compelling
Event”?
• We
need
to
understand
the
Customer’s:
• Applica6on
or
project
• Business
profile
• Financial
condi6on
• Access
to
funding
5. What
is
a
“Compelling
Event”?
• “A
compelling
event
has
an
economic
owner,
a
defined
date
and
is
a
direct
response
to
a
business
pressure.
The
ac;on
is
expected
to
deliver
a
significant
business
result
(either
improving
opportunity/capability
or
reducing
pain).
The
compelling
event
defines
the
reason
for
the
economic
owner
to
act.”
6. Identifying
a
Compelling
Event….extremely
valuable!
• Reduces
compe66on
• Reduces
sales
costs
• Sales
efforts
are
much
more
focused
• Gain
credibility
with
Customer
7. Can
We
Create
A
Compelling
Event?
• An6cipate
our
Customer’s
specific
needs
• Clearly
explain
the
personal
impact
that
our
product/service
will
have
on
their
business
• Result:
Change
the
nature
of
our
conversa6ons
and
with
Customer
and
poten6ally
create
a
Compelling
Event
8. How
Do
We
Compete?
• Customer’s
formal
decision
criteria
• Does
our
solu6on
solve
the
Customer’s
problem?
• Sales
Resources
required
• Current
status
of
our
rela6onship
with
the
Customer?
9. The
“Value
Proposition”
Concept
• A
clear
statement
that:
• Explains
how
our
product
solves
the
customers’
problems
or
improves
their
situa6on
(relevancy)
• Delivers
specific
benefits
(quan6fied
value)
• Tells
the
ideal
customer
why
they
should
buy
from
us
and
not
from
the
compe66on
(unique
differen6a6on).
• Value
has
to
be
expressed
in
the
Customer’s
terms!
10. Value
to
the
Customer
is……
• Increasing
Their
Revenue
• Reducing
Their
Costs
11. Can
We
Win
The
Opportunity?
• Inside
support
(i.e.,
Customer
advocate)
for
our
solu6on?
• Execu6ve
Credibility?
• Compa6bility
with
the
Customer’s
corporate
culture?
• Informal
decision
criteria?
• Poli6cal
landscape
within
the
Customer’s
organiza6on?
12. Formal
Customer
Roles
In
The
Buying
Process
• Approver
• Decision-‐Maker
• Evaluator
• User
13. Key
Customer
Player
Status
• Mentor
(or
Advocate)
• Supporter
• Neutral
• Non-‐Supporter
• Enemy
14. What
is
a
Customer
“Mentor”?
• An
individual
that
will
stand
up
and
fight
for
our
cause
(should
be
also
for
the
greater
good
of
the
Customer).
• Provides
debrief
on
internal
mee6ngs
• Helps
navigate
the
poli6cal
landscape
within
the
Customer
organiza6on.
• Coach
on
who’s
ego
to
stroke
• Coach
on
Internal
Enemies
• Should
be
an
“unofficial”
member
of
our
sales
team
• Value
they
provide
is
priceless.
15. Is
The
Opportunity
Worth
Winning?
• Bring
Short-‐Term
Revenue?
• Future
business
poten6al
with
the
Customer?
• Profitability
associated
with
winning
the
opportunity?
• Risks
if
our
solu6on
fails?
• Strategic
value
associated
with
winning
this
opportunity?
16. Summary
&
Key
Take-‐Aways
• Become
genuinely
interested
in
your
Customer.
• Smile…be
posi6ve
and
upbeat.
• Remember
that
a
Customer’s
name
is
to
that
person
the
sweetest
and
most
important
sound
in
any
language.
• Be
a
good
listener.
Encourage
your
Customers
to
talk
about
their
issues/challenges.
• Talk
in
terms
of
your
Customer's
interests.
• Make
your
Customer
feel
important
–
and
do
it
sincerely.
18. Bibliography
• Target
Marke6ng
Systems.
Target
Account
Selling
Atlanta,
GA:
Target
Marke6ng
Interna6onal,
2007
• Carnegie,
Dale.
How
To
Win
Friends
And
Influence
People
New
York,
NY:
Simon
&
Schuster,
1981
• Dixon,
Mam
&
Brent
Adamson.
The
Challenger
Sale:
Taking
Control
Of
The
Customer
Conversa6on
New
York,
NY:
Pornolio,
2011
19. Thanks
for
your
time!!
Ken
Wood
Sale/Marke6ng/Business
Development
Leader
woodzsan@earthlink.net
(919)
802-‐0065