![but stop spamming buyers
with noise
cc: CarbonNYC [in SF!] - https://www.flickr.com/photos/15923063@N00](https://image.slidesharecdn.com/theexperiencefactorinsalessalesexperts021617giamanco-170226162912/75/The-Experience-Factor-in-Sales-11-2048.jpg)
Uploaded byBarbara Giamanco
The Experience Factor in Sales
The document discusses the importance of customer experience in sales, emphasizing that it will surpass price and product as the key differentiator by 2020. It highlights the necessity for sales professionals to communicate effectively and build trust with buyers, as a significant percentage prioritize interactions with trusted advisors. Additionally, the document advises on tailoring messaging to engage potential clients, advocating for quality over quantity in sales strategies.
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The Experience Factor in Sales
- 1. The Experience Factor inSales cc: iklash/ - https://www.flickr.com/photos/48805491@N00
- 3. why experience matters cc:Wade Morgen - https://www.flickr.com/photos/31845391@N04
- 4. by 2020 customer experiencewill overtake price & product as the key brand differentiator according to the Walker 2020 Customers Report cc: TheeErin - https://www.flickr.com/photos/27073477@N00
- 5. "86% of buyers willpay MORE for a great customer experience, but only 1% feel that vendors actually deliver." - CEI cc: Philip Taylor PT - https://www.flickr.com/photos/9731367@N02
- 6. the sales experience beginswith the very first interaction with a buyer and continues throughout the decision-making process and beyond cc: TheStoe - https://www.flickr.com/photos/14583509@N06
- 7. “While time isscarce, trust and confidence can be even rarer. Buyers making high- impact decisions will gravitate toward methods that make confidence building easier.” - IDC cc: OmegaESP - https://www.flickr.com/photos/8820476@N04
- 8. "Whether you area marketing professional focused on campaigns or a sales professional who gets results from conversations, much is riding on the message you convey." -Anneke Seley, Britton Manasco cc: Daniela Hartmann (alles-schlumpf) - https://www.flickr.com/photos/29487767@N02
- 9. SiriusDecisions reported that… “Accordingto sales management, the salesperson’s ability or inability to communicate value messages is the biggest inhibitor keeping salespeople from achieving quota.” cc: Kevin Krejci - https://www.flickr.com/photos/48889057888@N01
- 10. blend your prospecting approachto incorporate social channels cc: Peter Ras - https://www.flickr.com/photos/48395185@N03
- 11. but stop spammingbuyers with noise cc: CarbonNYC [in SF!] - https://www.flickr.com/photos/15923063@N00
- 12. you are abrand and you represent your companies brand cc: VFS Digital Design - https://www.flickr.com/photos/58816914@N05
- 13. spray and prayis not an effective prospecting strategy cc: allison.johnston - https://www.flickr.com/photos/67302178@N07
- 14. more of whatisn't working is not the answer cc: bindermichi - https://www.flickr.com/photos/75073075@N00
- 15. quality is whatleads to better sales outcomes cc: dieselbug2007 - https://www.flickr.com/photos/58372737@N00
- 16. how you sellis more important than what you sell cc: Stian Eikeland - https://www.flickr.com/photos/14014660@N03
- 17. “Seventy-nine percent of businessbuyers say it is absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.” - Salesforce State of Sales cc: Eva the Weaver - https://www.flickr.com/photos/16324044@N00
- 18. message matters ifyou want to stand out cc: JASElabs - https://www.flickr.com/photos/8776396@N02
- 19. "An average officeworker gets 121 emails per day." -City A.M. "But 2/3 of all emails are completely ignored and never opened." -HubSpot cc: Thomas Hawk - https://www.flickr.com/photos/51035555243@N01
- 20. get the salesmeeting cc: Foomandoonian - https://www.flickr.com/photos/38677669@N00
- 21. to succeed youremail and phone messages should be tailored to each buyer cc: khora - https://www.flickr.com/photos/26774111@N00
- 22. scrap the corporatehistory lesson
- 23. ditch the featuredump cc: Thomás - https://www.flickr.com/photos/21862121@N04
- 24. skip the gimmicks cc:mdverde - https://www.flickr.com/photos/9490254@N06
- 25. grab interest what isin it for the buyer? cc: Overdaforest - https://www.flickr.com/photos/85943352@N00
- 26. NO! "Hi Barbara, CouldI get a few minutes of your time to discuss about our lead generation service? We might be able to offer a different perspective on how our unique approach can get you in front of the prospective clients you are trying to reach. Are you the best person to speak with regarding this? If yes, do you have any availability today or Monday next week for a quick discovery call? Please let me know the best number to reach you." cc: nathangibbs - https://www.flickr.com/photos/57954193@N00
- 27. YES! I show SalesVP's how to TRIPLE their team's sales meeting acceptance rates in as little as 6-weeks through better messaging, the right people skills and process. cc: Artotem - https://www.flickr.com/photos/27698646@N04
- 28. prepare then engage •what do I know about the buyers business? • what problem do we solve? • why should the buyer care? • what happens if they do nothing? • what expertise do I need to show? • how do I gain their commitment to give me their valuable time? cc: Mark Sardella - https://www.flickr.com/photos/11125702@N00
- 29. value and relevance •a business or economic trend that could impact their business • competitive insight • an industry study that provides insights into specific market segments the buyer's company may be targeting • new leadership best practices • trends in sales performance effectiveness cc: jjjj56cp - https://www.flickr.com/photos/25171569@N02
- 30. REMEMBER... more =more not necessarily better cc: kevin dooley - https://www.flickr.com/photos/12836528@N00
- 31. invest the timeto do it right! you rarely get a second chance to make a good first impression cc: rennes_i - https://www.flickr.com/photos/49526657@N04
- 32. in closing cc: Toastwife- https://www.flickr.com/photos/68697343@N00
- 33. upcoming sessions • howto build a sales process that drives successful behaviors - George Bronten 2/21 • sales success - looking through your customer's lens - Janice Mars/Lisa Dennis 2/22 • 5 secrets that will change your approach to LinkedIn networking - Alice Heiman 2/22 cc: sridgway - https://www.flickr.com/photos/68132273@N00
Editor's Notes
- #2 Welcome – today, I’ll be talking about the experience factor in sales and what that means to you in achieving your quota objectives. Some housekeeping items: This presentation is being recorded and will be available for download shortly after the presentation. Don’t forget to register for many of the other great sessions delivered by 62 of my other sales peers. Also, I’m including gifts for you that you can download – from the attachments are to the right. Your Sales Message Matters e-book from me – Barb Giamanco Phone Habits Training Module: Marylou Tyler http://maryloutyler.com/7-healthy-phone-habits-to-secure-more-meetings/ 7 Healthy Phone Habits to Get More First Meetings: Marylou Tyler bit.ly/phonehabitsmtyler Kendra Lee contribution
- #4 I want to talk about experience from the sales point of view. We often hear about “customer” experience, which almost suggests that great experiences start when someone becomes a customer. That’s not true. The experience begins from the very first interaction with a buyer(s) and continues on throughout the lifecycle of your work with them.
- #24 Just stop this. Buyers are interested in the features of your product or solution. At least not initially. In Demand Gen’s Report 2016 B2B Buyer’s Survey Report, there were four top reasons why buyers ultimately choose a winning vendor. They are: 98% - Timeliness of a vendor’s response to inquiries 97% - Demonstrated a stronger knowledge of the solution area and business landscape 94% - Demonstrated a stronger knowledge of our company and its needs 90% - Provided content that made it easier to show ROI and build a business case for purchase Notice there is nothing about loving it when salespeople ramble on with a pitch/feature dump.
- #25 Use good subject lines… not things like Call tomorrow at 10 am, Can I get a few minutes of your time, I haven’t heard back from you (when that’s your first message) Steer clear of the so-called “break up” emails. Some people think it’s funny or that it will spur a buyer to take action. It might, but it also may make you look bad. We are not entitled to anything from buyers. They have NO moral obligation to respond to us. It is one thing if we’ve been in conversations and then things go dark. Even then be careful. The buyer may not be ready today. A stupid break up email isn’t going to work in your favor. Sure, you think it helps you move on. Perhaps no response from a stranger means they aren’t Interested right now. Put them into your nurture campaign. Don’t hound buyers… I’ve sent you 3 emails and haven’t heard back. Buyers aren’t obligated to respond to us. Sales is hard. Suck it up and do your job.
- #27 Let’s dissect this email. Never start with can I get a few minutes of your time. Make sure the grammar is correct. If your solution is unique, tell me how. Sending me cold email spam doesn’t seem unique to me. Am I the best person to reach? Did you look on the website or my LinkedIn profile? Availability today? You are a stranger. My calendar isn’t empty waiting for you. Discovery call? No. What do you know about me/my business. Best number to reach me? Again, did you look at my website?
- #28 This is short and sweet. Speaks to the outcome the Sales VP can expect. I give just enough detail to intrigue. Then I’d go further and include a white paper, a case study. I’d ask for 15-minutes and then suggest 2-3 dates/times.
- #29 Yes, you’ll have to put your thinking cap on but it isn’t hard to gather the data. LinkedIn, InsideView, DiscoverOrg… lots of ways to gather data to help you. Batch this by customer type or industry – then customize every message.