Ever wonder why some close more sales than others? This presentation shares the keys about why it's more than just your personality! Sales consultant and expert Dave Stein, the CEO of ES Research shares what it takes to win more business.

1. 5 Secrets to Better
Sales Engagement

2. 5 Secrets to Better Sales Engagement
Dave Stein
CEO, ES
Research
#5SalesSecrets
Stefan Gass
CMO, Tellwise
Conrad Bayer
CEO, Tellwise

3. 5 Secrets to Better Sales Engagement
What are the top challenges that
you see sales reps face today?
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4. First: Walmart  2008  Today
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5. Buyers Have the Upper Hand
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Source: ES Research Group, Inc.

6. Apples and Oranges
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7. Second, Third, and Fourth?
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Photo source: TheCenterforSalesStrategy.com

8. 5 Secrets to Better Sales Engagement
How does the ‘Highly Informed
Buyer’ changing today’s sales
cycle?
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9. What’s Different
 Starting research much earlier, on their own
 Often have a buying process
 Want access to SMEs (through sales people)
 Thought-leaders can gain and maintain access
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10. 5 Secrets to Better Sales Engagement
What is the importance of having
the right sales assets (e.g. blogs,
white papers, case studies)
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11. Content Rules!
 Identify buying paths
 Identify buying personae
 We know what they are interested in
 Nurture/support customer through decision process
 So… Where is that content?
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12. 5 Secrets to Better Sales Engagement
What is the right role for
technology to take in today’s sales
environment?
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13. Sales Enablement
 Many tools
 Hype cycle
 We like Sales Process Automation solutions
 The TAS Group’s Dealmaker
 White Springs
 Revegy
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14. 5 Secrets to Better Sales Engagement
What is your best advice for
salespeople?
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15. Three Imperatives for Salespeople
 Financial/business acumen
 Political selling
 Learn how to barter your assets
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16. 5 Secrets to Better Sales Engagement
Can salespeople maximize the
value of their time with prospects?
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17. Research
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18. 5 Secrets to Better Sales Engagement
How can salespeople become a
trusted advisor to their prospects?
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19. Earning Trusted Advisorship
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20. 5 Secrets to Better Sales Engagement
QUESTIONS?
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21. Today’s Homework Assignment!
 Think about your current sales pipeline and
determine how you can put Dave’s advice into
practice
 Sign up for a free sales effectiveness consultation
with one of Tellwise’s sales experts
 By email
 Or tweet #5Salessecrets
#5SalesSecrets

22. 5 Secrets to Better Sales Engagement
Thank you!
dave.stein@esresearch.com | @davestei
#5SalesSecrets

23. 5 Secrets to Better Sales Engagement
Thank you!
Stefan Gass
Stefang@tellwise.com
Conrad Bayer
Conradb@tellwise.com
#5SalesSecrets