Webcast: Interactive B2B Sales Engagements: Leave the Boring Presentations Behind with Interactive Value-Based Sales Tools

Notes de l'éditeur

1. Melissa: Housekeeping/Intros
2. Melissa: Housekeeping/Intros
3. Dan: propose the question Dustin: Discuss business case - storytelling, what companies are doing today - too focused on “about us” and less about the customer; companies are using linear content (i.e. PowerPoint) Discuss ”what’s broken” – connect with the pain first before jumping to the conclusion Create a story – think about your last sales interaction… How these presentations are being received – easy crutch to talk about yourself Because of the traditional ways sales presentations are being delivered, you’re missing HUGE opportunities that you can learn about the specific business challenges that you can solve for them Transition to Tom: And there’s a lot of data that backs this up… Tom to discuss the stats on the next slide…
4. Tom: Discuss stats/how it shows up in research 90% require justification (IDC) 50% increase in need for ROI / Value (CSO Insights / MHI Global)
5. >40 percent of your sales reps won’t make quote in 2018 (HubSpot) TWO Questions on this slide, see bolded questions below: Dan: What is the cost of poor sales presentations / engagements to your organization? Tom: Kickoff with industry stats - paint the picture/story Dan: How do you think this impacts the renewal and the upsell/cross sell opportunity <to current customers>? Dustin: Elaborate on the current customers - the risk If sales reps don’t have the ability to identify cross-sell opportunities, they will always just continue to sell the products they always sell. This poses current customer risks that they will buy from your competition.
6. Dan: What do you need to do to improve? Tom: Moving to more interactive/visual aspect is the key! Dustin: Elaborate on specific customer examples The challenge - how do you get this value into your sales reps? There are avenues to do this! A lot of companies struggle with providing data to their sales reps. There are innovative companies that are doing this! For instance CPG as in industry, there is so much data, but so many companies struggle getting data to their sales team. 95% of buyers want more benchmarking insights to help measure effectiveness against industry standards 81% of buyers want benchmarking tools to guide future investments.
7. Dan: What do you need to do to improve your sales engagements? <Can Dustin talk through this slide?> Make it a story… move from “about us” to what’s relevant to the buyer Moving from linear to non-linear storytelling. Ability to pivot with the customer to address their needs/questions in real-time.
8. Dan: What do you need to do to improve your sales engagements? <Tom, can you chat through this slide please?>
9. Dan: What do you need to do to improve your sales engagements? <Tom and Dustin to talk through together?>
10. Dan: What do you need to do to improve your sales engagements? <Tom to talk through>
11. Dan: How do you give this content to your sales reps? Transition: In order to achieve the 4 P’s as Tom described, there are sales enablement tools… Once sellers get the right tools in their hands, they’re going to maximize the value of marketing content… And marketing will know what content ROI
12. Dan: Are you already going down the path from static to interactive sales? Dan: Elaborate on the following: static (solution focused) to interactive (value focused) content? Current tools (see above) are still static Most companies are already thinking of this challenge and how to solve it and are on their way. Where their falling short is on the execution… because they’re using assets that are static (old fashioned). So they have the right idea and appetite, but poor execution
13. Dan: Elaborate on the following: static (solution focused) to interactive (value focused) content? Current tools (see above) are still static Most companies are already thinking of this challenge and how to solve it and are on their way. Where their falling short is on the execution… because they’re using assets that are static (old fashioned). So they have the right idea and appetite, but poor execution
14. Dustin: Discuss their challenge Tom: Walk through the solution/app that was built
15. Dustin: Discuss their challenge Tom: Walk through the solution/app that was built
16. Modularize content - from large presentations to vignettes Make sales tools/content dynamic - allow sellers to access and assemble content based on the sellers Integrate sales tools into storytelling and conversations - move from static to interactive Incorporate 3rd-party data to bring valuable insights into conversations Actively gather buyer input and data during sales engagement Create “collections” to share with buyers and track engagement Integrate conversations into your CRM system - ensure you have a one-stop-shop for sellers to track their conversations directly into your CRM