1.
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THE FUTURE
OF SALES

2.
Are you prepared?

3.
Your customer is changing.

4.
Connected.

5.
Informed.

6.
Empowered.

7.
ENSURING VALUE

8.
You physically cannot be in
every sales meeting to ensure value.

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So you train…

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But is it working?

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If you are training for this…

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Don’t get stuck with this.

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WHAT YOU CAN DO

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Don’t you wish you could know…

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Don’t you wish you could know…
How your sales meetings are really going?

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Don’t you wish you could know…
How your sales meetings are really going?
If your sales reps are truly adding value?

17.
Don’t you wish you could know…
How your sales meetings are really going?
If your sales reps are truly adding value?
Where to focus your coaching and training?

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Get inside the minds of your prospects.

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Ask them about their experience after key interactions.

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How does this work?
It sounds like magic.

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How does this work?
It sounds like magic.

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Prospect has experience and takes a 1 minute survey.

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Prospect has experience and takes a 1 minute survey.
Alerts are generated.

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Prospect has experience and takes a 1 minute survey.
Alerts are generated.
You take action.

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Prospects can answer one of three ways.

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Prospects can answer one of three ways.
You receive alerts based on their answers.

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Prospects can answer one of three ways.
You receive alerts based on their answers.
Then, you tailor your approach to their response.

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Positive

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High Five

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Positive
Everything is going well and your
pipeline forecast is accurate.

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Negative

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Negative
Course Correct

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Course correct and save the deal.
Negative

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Non-response

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Touch Base

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Non-response
Reach out more proactively and
discount pipeline forecast.

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SHOW ME THIS MAGIC

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https://www.people- metrics.com/es.asp?gs=7dce47AMjaxc1jmKWu1HatfvbW9hBq95xpodOZDocu6kDpJOrOwAk7aZ
https://www.people- metrics.com/es.asp?gs=7dce47AMjaxc1jmKWu1HatfvbW9hBq95xpodOZDocu6kDpJOrOwAk7aZ

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LESSONS LEARNED

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1 year of beta testing this concept.

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1 year of beta testing this concept.
We focused on high-touch, complex sales.

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#1: PROSPECTS RESPOND

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In the beginning, we had a pretty good average response rate of 23%.

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In the beginning, we had a pretty good average response rate of 23%.
But, we knew we could do better.

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We introduced an innovative email invite.

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And the response rate went up.

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And the response rate went up.
12 points to 35%!

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#2: BEHAVIORS DRIVE VALUE

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Being a good listener and well prepared
is the price of admission.

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Being a good listener and well prepared
is the price of admission.
Being knowledgeable and consultative are the meeting value drivers now.

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The unique and unexpected is what will win the deal.

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Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared
Good Listener
Value
The PeopleMetrics Sales Value Model

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Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared
Good Listener
The PeopleMetrics Sales Value Model
Value

54.
Value
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared
Good Listener

55.
Value
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared
Good Listener

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“Kate, Alayna, and Xand
are very knowledgeable and have taken the time
to understand our needs and objectives.
Time well spent!”
C Spire Wireless Customer Satisfaction Analyst

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“Kate, Alayna, and Xand
are very knowledgeable and have taken the time
to understand our needs and objectives.
Time well spent!”
C Spire Wireless Customer Satisfaction Analyst

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“In a short time frame, I was able to get a
high level overview of PeopleMetrics' offering.
Both Kate and Xand were interested in my company's situation,
knowledgeable and understood the need.
The dialogue was very supportive and friendly.”
MetLife HR Partner

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“In a short time frame, I was able to get a
high level overview of PeopleMetrics' offering.
Both Kate and Xand were interested in my company's situation,
knowledgeable and understood the need.
The dialogue was very supportive and friendly.”
MetLife HR Partner

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Value
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared
Good Listener
The PeopleMetrics Sales Value Model

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“Great knowledge of products and
service being presented. Took the time to provide
clear feedback to questions and asked questions we might have not thought to answer and provided reasons why these are areas to understand.
Great overall presentation and
provided a clear picture of what is offered,
and can be of added value to our team.”
Senior VP City National Bank

62.
“Great knowledge of products and
service being presented. Took the time to provide
clear feedback to questions and asked questions we might have not thought to answer and provided reasons why these are areas to understand.
Great overall presentation and
provided a clear picture of what is offered,
and can be of added value to our team.”
Senior VP City National Bank

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#3 AMAZE YOUR PROSPECTS

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Value
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared
Good Listener

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Good is not good enough anymore, reps
need to be great to add true value

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Good is not good enough anymore, reps
need to be great to add true value
“Top Box” scores on overall meeting value
drives likelihood to close.

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A rep who goes Above and Beyond is at a distinct advantage over those who don’t.

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“We received a book that was mentioned [during the conversation] in the mail.
After our second meeting
we received additional information regarding
a specific question that was asked.”
First National Bank Marketing Leader

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“We received a book that was mentioned [during the conversation] in the mail.
After our second meeting
we received additional information regarding
a specific question that was asked.”
First National Bank Marketing Leader

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“Just simply went above and beyond
to circle back around and make sure we understood
the value that PeopleMetrics can bring.
Not just to sell a service,
but to truly explain and adapt
while speaking to us how we could
work together as a team.”
Senior VP
City National Bank

71.
“Just simply went above and beyond
to circle back around and make sure we understood
the value that PeopleMetrics can bring.
Not just to sell a service,
but to truly explain and adapt
while speaking to us how we could
work together as a team.”
Senior VP
City National Bank

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#4: POTENTIAL MASSIVE ROI

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There is immediate ROI in consistently
reaching out for prospect feedback.

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There is immediate ROI in consistently
reaching out for prospect feedback.
Our beta testing clients have saved
millions of dollars of deals using
course correct alerts alone.

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“The team did a nice job of answering our questions
overall and tailoring the presentation to our request.
Marketing EVP
Eli Lilly

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“The team did a nice job of answering our questions
overall and tailoring the presentation to our request.
The meeting was valuable but the lack of interface
to a CRM system is not ideal for Lilly from a
long-term solution upon our internal team debrief.”
Marketing EVP
Eli Lilly

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One deal saved can pay for this program…
…completely.

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One deal saved can pay for this program…
…completely.

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A FINAL WORD…

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Close More Sales

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Close More Sales
Optimize Training
Dollars

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Close More Sales
Optimize Training
Dollars
Improve Accuracy of Forecasts

83.
Close More Sales
Optimize Training
Dollars
Improve Accuracy of Forecasts
Show Prospects What You Are Like to Work With

84.
Close More Sales
Optimize Training
Dollars
Improve Accuracy of Forecasts
Show Prospects What You Are Like to Work With

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What is VoP
don’t be this.
Embrace the future,

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Be this.

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THANK YOU

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HOW TO REACH ME
Sean McDade, CEO
@smcdade
sean.mcdade@peoplemetrics.com
www.peoplemetrics.com
Want the slides?
info.peoplemetrics.com/richardson