Buyers today are better informed than they have ever been. Learn how you can adapt your sales process to reach these super-connected and mobile buyers.

1. Turning The Buyer’s Journey
Into An Expressway: 3 Ways To
Improve Your Close Rates

2. 3 Ways To Improve Your Close Rates
Jim Keenan, Senior
Partner, A Sales
Guy Consulting
Conrad Bayer
CEO, Tellwise

3. How do you see the buyer’s
journey changing in today’s
market?
3 Ways To Improve Your Close Rates

4. Is this greater understanding a
function of more attention, better
tools and technology to monitor
those different phases?
3 Ways To Improve Your Close Rates

5. 3 Ways To Improve Your Close Rates
How do the different channels and
buyers influence this decision?

6. How can companies move away from
this idea that every buyer goes
through the same buyer’s journey and
start creating their own niche buyer’s
journey for their clients?
3 Ways To Improve Your Close Rates

7. 3 Ways To Improve Your Close Rates

8. 3 Ways To Improve Your Close Rates
Once you’ve got your buying process
mapped out, how do sales reps use this
information? How do they pair a certain
action, such as sending over a demo
video, to each stage?

9. How do the different channels and
buyers influence this decision?
3 Ways To Improve Your Close Rates

10. Once you’ve got your buying process
mapped out, how do sales reps use
this information? How do they pair a
certain action, such as sending over a
demo video, to each stage?
3 Ways To Improve Your Close Rates

11. 3 Ways To Improve Your Close Rates
How do you build this niche buyer’s
journey into your sales organization?
What questions do you ask and what
are you trying to understand? How do
you map it to your existing sales
process?

12. So how do you identify these key
steps?
3 Ways To Improve Your Close Rates

13. What about who is involved in the
process and at what point they get
involved? When does the CIO get
involved? When does the CEO get
involved?
3 Ways To Improve Your Close Rates

14. 3 Ways To Improve Your Close Rates
So what are the key things that
sales managers need to do to
keep their teams on track?

15. QUESTIONS?
3 Ways To Improve Your Close Rates

16. Thank you!
Jim Keenan
keenan@asalesguy.com | @keenan
3 Ways To Improve Your Close Rates

17. Thank you!
Conrad Bayer
Conradb@tellwise.com
3 Ways To Improve Your Close Rates