SlideShare une entreprise Scribd logo

Are you winning or just winging it?

•Télécharger en tant que PPTX, PDF•
•
ValueSelling Associates, Inc.
ValueSelling Associates, Inc.

Effectively prepare to maximize your sales calls We've all been there. There’s so much on our plates that we're running from sales call to sales call without enough preparation. We figure we'll just wing it. Sometimes it works but what are we missing? Have we maximized everything we possibly could?

Ventes
1  sur  27
COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. September 24, 2015 | Natalie Pitchford Effectively prepare to maximize every sales call ARE YOU WINNING OR… …JUST WINGING IT?
“You were born to win, but to be a winner, you must plan to win, PREPARE to win and expect to win.” - Zig Ziglar © 2015 ValueSelling Associates, Inc. All rights reserved.
CSO Insights 2015 SPO Study Data Salespeople’ ability to thoroughly research prospects prior to a call © 2015 ValueSelling Associates, Inc. All rights reserved. “Needs Improvement or Major Redesign"
Objectives for today Is ‘winging’ it enough? What are executive buyers paying attention to? 4 key steps in preparing for sales calls When does preparation end? © 2015 ValueSelling Associates, Inc. All rights reserved.
winging it To improvise with very little preparation © 2015 ValueSelling Associates, Inc. All rights reserved.
© 2015 ValueSelling Associates, Inc. All rights reserved.
What are the risks of winging it? Diminishes your credibility Being perceived as irrelevant Leaving things “on the table” Being passed down the power and influence chain Settling for mediocrity or just ‘getting by’ © 2015 ValueSelling Associates, Inc. All rights reserved.
Poll What percentage of executive buyers think sales reps are unprepared for the questions they ask? © 2015 ValueSelling Associates, Inc. All rights reserved.
© 2015 ValueSelling Associates, Inc. All rights reserved. It’s not me!
What executive buyers think (about how well sales reps are prepared) 70% not prepared for the questions I ask 75% not knowledgeable about my specific business 76% cannot relate to my role and responsibilities in the organization 77% do not understand my issues and where they can help 78% do not have relevant examples or case studies to share with me © 2015 ValueSelling Associates, Inc. All rights reserved. Source: Forrester Research Inc.
© 2015 ValueSelling Associates, Inc. All rights reserved.
Key steps in preparing for a sales call ① Do your homework - Background ② Be Relevant to your prospect ③ Identify what you don’t know ④ Have an “Ask” for next steps © 2015 ValueSelling Associates, Inc. All rights reserved.
Step 1: Background News about the company •What is their business? •What are their key objectives? •What is the overall state of their business or what is happening in their business? (Growth mode, losing market share, entering new markets/intro new products, recent announcements) •Sources: Annual reports, search engine news, social media pages What is happening in their industry/market? •Regulatory changes •New customer requirements •Competitive landscape •Source: Search engine industry/market news, social media pages © 2015 ValueSelling Associates, Inc. All rights reserved.
Step 1: Background On the individual ─ Why? ─ Professional background ─ Areas of interests ─ Find common ground ─ Sources: LinkedIN, local paper news © 2015 ValueSelling Associates, Inc. All rights reserved.
Step 2: Relevance Align what you are selling to your prospect’s need Articulate how your product/service can help to ─ Generate new or incremental revenues ─ Enable cost savings Give relevant examples of where you’ve had impact on other clients businesses © 2015 ValueSelling Associates, Inc. All rights reserved. Connect the dots!
Step 3: Identify what you don’t know Make a list of the questions to ask your prospect ─ About info you uncovered in your background prep ─ Areas of priority, focus and timelines to uncover compelling events ─ Who else would be involved in evaluating your solution ─ Timelines Anticipate what questions may be asked of you © 2015 ValueSelling Associates, Inc. All rights reserved.
Step 4: Have an ‘Ask’… A link to continue to develop the opportunity Don’t leave without asking for something to move the opportunity forward ─ Date for next meeting ─ Intro/connection to others who will be involved in the process ─ Next milestone that buyer needs to achieve © 2015 ValueSelling Associates, Inc. All rights reserved.
Preparation simplified… © 2015 ValueSelling Associates, Inc. All rights reserved.
Poll When does preparation end? © 2015 ValueSelling Associates, Inc. All rights reserved.
Key Takeaways Preparation is not just for newbies – it applies even to the most seasoned reps By being unprepared, you risk just getting by rather than maximizing each contact to win bigger Executive buyers think only 20-30% of sales reps are adequately prepared to meet with them 4 key steps on preparing for calls 1. Do your homework - Background 2. Be relevant to your prospect 3. Identify what you don’t know 4. Have an ‘Ask’ Have a preparation routine/tool that you will use! © 2015 ValueSelling Associates, Inc. All rights reserved.
“I’m just preparing my impromptu remarks.” - Winston S. Churchill © 2015 ValueSelling Associates, Inc. All rights reserved. © 2015 ValueSelling Associates, Inc. All rights reserved.
Call toAction (aka MyAsk) Find 1 thing from your prospect’s LinkedIN profile that you can use to ‘break the ice’ when you meet Do a ‘news’ search on the company with which you’re meeting, find 1 business issue that you can help address with your solution Prepare at least 2 questions for your prospect that will allow you to better position your solution © 2015 ValueSelling Associates, Inc. All rights reserved.
At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2015 ValueSelling Associates, Inc. All rights reserved.
Visit the eStore at valueselling.com Books ValueSelling tools On-demand courses Complimentary library of webinars and newsletters © 2015 ValueSelling Associates, Inc. All rights reserved.
© 2015 ValueSelling Associates, Inc. All rights reserved. Save the date! Our next webinar will be on: Your Checklist to Close Opportunities this Quarter October 15, 2015 | 10:00AM PDT
© 2014 ValueSelling Associates, Inc. All rights reserved.
Thank you! Natalie Pitchford| Managing Partner, ValueSelling Associates natalie.pitchford@valueselling.com +1 954 494 5537 www.linkedin.com/in/nataliepitchford

Recommandé

Hook 'Em With Value-Based Stories
Hook 'Em With Value-Based StoriesHook 'Em With Value-Based Stories
Hook 'Em With Value-Based StoriesValueSelling Associates, Inc.
 
Your checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterYour checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterValueSelling Associates, Inc.
 
The business of knowing your customer's business - The key to selling value
The business of knowing your customer's business - The key to selling valueThe business of knowing your customer's business - The key to selling value
The business of knowing your customer's business - The key to selling valueValueSelling Associates, Inc.
 
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”ValueSelling Associates, Inc.
 
When No Means Not Yet: Overcoming Objections
When No Means Not Yet: Overcoming ObjectionsWhen No Means Not Yet: Overcoming Objections
When No Means Not Yet: Overcoming ObjectionsValueSelling Associates, Inc.
 
Switch It Up: Focus On Value Rather Than Price
Switch It Up: Focus On Value Rather Than PriceSwitch It Up: Focus On Value Rather Than Price
Switch It Up: Focus On Value Rather Than PriceValueSelling Associates, Inc.
 
Increase Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InIncrease Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InValueSelling Associates, Inc.
 
Accelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted PartnerAccelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted PartnerValueSelling Associates, Inc.
 

Recommandé

Hook 'Em With Value-Based Stories
Hook 'Em With Value-Based StoriesHook 'Em With Value-Based Stories
Hook 'Em With Value-Based StoriesValueSelling Associates, Inc.
 
Your checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterYour checklist for closing opportunities this quarter
Your checklist for closing opportunities this quarterValueSelling Associates, Inc.
 
The business of knowing your customer's business - The key to selling value
The business of knowing your customer's business - The key to selling valueThe business of knowing your customer's business - The key to selling value
The business of knowing your customer's business - The key to selling valueValueSelling Associates, Inc.
 
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”“The Business of Knowing Your Customer’s Business - The Key to Selling Value”
“The Business of Knowing Your Customer’s Business - The Key to Selling Value”ValueSelling Associates, Inc.
 
When No Means Not Yet: Overcoming Objections
When No Means Not Yet: Overcoming ObjectionsWhen No Means Not Yet: Overcoming Objections
When No Means Not Yet: Overcoming ObjectionsValueSelling Associates, Inc.
 
Switch It Up: Focus On Value Rather Than Price
Switch It Up: Focus On Value Rather Than PriceSwitch It Up: Focus On Value Rather Than Price
Switch It Up: Focus On Value Rather Than PriceValueSelling Associates, Inc.
 
Increase Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InIncrease Your Persuasive Skills by Tuning In
Increase Your Persuasive Skills by Tuning InValueSelling Associates, Inc.
 
Accelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted PartnerAccelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted PartnerValueSelling Associates, Inc.
 
Closing: Take Control of When They Buy
Closing: Take Control of When They BuyClosing: Take Control of When They Buy
Closing: Take Control of When They BuyValueSelling Associates, Inc.
 
Tuned In or Tuned Out to Your Client?
Tuned In or Tuned Out to Your Client?Tuned In or Tuned Out to Your Client?
Tuned In or Tuned Out to Your Client?ValueSelling Associates, Inc.
 
Webinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongWebinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongValueSelling Associates, Inc.
 
Effective Prospecting: Increasing Your Chances of Success
Effective Prospecting: Increasing Your Chances of SuccessEffective Prospecting: Increasing Your Chances of Success
Effective Prospecting: Increasing Your Chances of SuccessValueSelling Associates, Inc.
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessValueSelling Associates, Inc.
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility ValueSelling Associates, Inc.
 
4 Keys to Differentiate on Value
4 Keys to Differentiate on Value4 Keys to Differentiate on Value
4 Keys to Differentiate on ValueValueSelling Associates, Inc.
 
Team Dynamics | Leveraging a Team Selling Approach to Increase Revenue
Team Dynamics | Leveraging a Team Selling Approach to Increase RevenueTeam Dynamics | Leveraging a Team Selling Approach to Increase Revenue
Team Dynamics | Leveraging a Team Selling Approach to Increase RevenueValueSelling Associates, Inc.
 
Getting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetGetting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetValueSelling Associates, Inc.
 
Improve Your Credibility to Increase Your Odds
Improve Your Credibility to Increase Your OddsImprove Your Credibility to Increase Your Odds
Improve Your Credibility to Increase Your OddsValueSelling Associates, Inc.
 
How to Hire Sales Superstars
How to Hire Sales SuperstarsHow to Hire Sales Superstars
How to Hire Sales SuperstarsValueSelling Associates, Inc.
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineValueSelling Associates, Inc.
 
Beginning with the End in Mind: Time Management Strategies for 2017
Beginning with the End in Mind: Time Management Strategies for 2017Beginning with the End in Mind: Time Management Strategies for 2017
Beginning with the End in Mind: Time Management Strategies for 2017ValueSelling Associates, Inc.
 
4 Strategies for Getting in the Door
4 Strategies for Getting in the Door4 Strategies for Getting in the Door
4 Strategies for Getting in the DoorGenevieve Ruth Seimears
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineValueSelling Associates, Inc.
 
From the Front Lines: B2B Prospecting Challenges
From the Front Lines: B2B Prospecting ChallengesFrom the Front Lines: B2B Prospecting Challenges
From the Front Lines: B2B Prospecting ChallengesValueSelling Associates, Inc.
 
Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Genevieve Ruth Seimears
 
Make Your Quota with Power Prospecting
Make Your Quota with Power ProspectingMake Your Quota with Power Prospecting
Make Your Quota with Power ProspectingValueSelling Associates, Inc.
 
Engage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsEngage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsValueSelling Associates, Inc.
 
VSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmVSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmValueSelling Associates, Inc.
 
How to make sales training stick
How to make sales training stickHow to make sales training stick
How to make sales training stickValueSelling Associates, Inc.
 
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld Anvil Media, Inc.
 

Contenu connexe

Tendances

Webinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongWebinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongValueSelling Associates, Inc.
 
Effective Prospecting: Increasing Your Chances of Success
Effective Prospecting: Increasing Your Chances of SuccessEffective Prospecting: Increasing Your Chances of Success
Effective Prospecting: Increasing Your Chances of SuccessValueSelling Associates, Inc.
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessValueSelling Associates, Inc.
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility ValueSelling Associates, Inc.
 
Team Dynamics | Leveraging a Team Selling Approach to Increase Revenue
Team Dynamics | Leveraging a Team Selling Approach to Increase RevenueTeam Dynamics | Leveraging a Team Selling Approach to Increase Revenue
Team Dynamics | Leveraging a Team Selling Approach to Increase RevenueValueSelling Associates, Inc.
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineValueSelling Associates, Inc.
 
Beginning with the End in Mind: Time Management Strategies for 2017
Beginning with the End in Mind: Time Management Strategies for 2017Beginning with the End in Mind: Time Management Strategies for 2017
Beginning with the End in Mind: Time Management Strategies for 2017ValueSelling Associates, Inc.
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineValueSelling Associates, Inc.
 
Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Genevieve Ruth Seimears
 

Tendances (20)

Closing: Take Control of When They Buy
Closing: Take Control of When They BuyClosing: Take Control of When They Buy
Closing: Take Control of When They Buy
 
Tuned In or Tuned Out to Your Client?
Tuned In or Tuned Out to Your Client?Tuned In or Tuned Out to Your Client?
Tuned In or Tuned Out to Your Client?
 
Webinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year StrongWebinar: Using Anxiety Questions to Finish the Year Strong
Webinar: Using Anxiety Questions to Finish the Year Strong
 
Effective Prospecting: Increasing Your Chances of Success
Effective Prospecting: Increasing Your Chances of SuccessEffective Prospecting: Increasing Your Chances of Success
Effective Prospecting: Increasing Your Chances of Success
 
Think Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their BusinessThink Like An Executive: The Business of Knowing Their Business
Think Like An Executive: The Business of Knowing Their Business
 
Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility Creating Attention-Grabbing Stories to Establish Your Credibility
Creating Attention-Grabbing Stories to Establish Your Credibility
 
4 Keys to Differentiate on Value
4 Keys to Differentiate on Value4 Keys to Differentiate on Value
4 Keys to Differentiate on Value
 
Team Dynamics | Leveraging a Team Selling Approach to Increase Revenue
Team Dynamics | Leveraging a Team Selling Approach to Increase RevenueTeam Dynamics | Leveraging a Team Selling Approach to Increase Revenue
Team Dynamics | Leveraging a Team Selling Approach to Increase Revenue
 
Getting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not YetGetting to Yes: When No Means Not Yet
Getting to Yes: When No Means Not Yet
 
Improve Your Credibility to Increase Your Odds
Improve Your Credibility to Increase Your OddsImprove Your Credibility to Increase Your Odds
Improve Your Credibility to Increase Your Odds
 
How to Hire Sales Superstars
How to Hire Sales SuperstarsHow to Hire Sales Superstars
How to Hire Sales Superstars
 
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your PipelineExceptional Qualification: Improve the Quantity and Quality of Your Pipeline
Exceptional Qualification: Improve the Quantity and Quality of Your Pipeline
 
Beginning with the End in Mind: Time Management Strategies for 2017
Beginning with the End in Mind: Time Management Strategies for 2017Beginning with the End in Mind: Time Management Strategies for 2017
Beginning with the End in Mind: Time Management Strategies for 2017
 
4 Strategies for Getting in the Door
4 Strategies for Getting in the Door4 Strategies for Getting in the Door
4 Strategies for Getting in the Door
 
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying TimelineGet on the Same Page: Align Your Close to the Prospect's Buying Timeline
Get on the Same Page: Align Your Close to the Prospect's Buying Timeline
 
From the Front Lines: B2B Prospecting Challenges
From the Front Lines: B2B Prospecting ChallengesFrom the Front Lines: B2B Prospecting Challenges
From the Front Lines: B2B Prospecting Challenges
 
Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?
 
Make Your Quota with Power Prospecting
Make Your Quota with Power ProspectingMake Your Quota with Power Prospecting
Make Your Quota with Power Prospecting
 
Engage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better QuestionsEngage Your Prospect By Asking Better Questions
Engage Your Prospect By Asking Better Questions
 
VSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe ConfirmVSA Webinar: Open Probe Confirm
VSA Webinar: Open Probe Confirm
 

Similaire à Are you winning or just winging it?

Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld Anvil Media, Inc.
 
The Secret to Rapid Growth in Any Market: Take your company to the next level...
The Secret to Rapid Growth in Any Market: Take your company to the next level...The Secret to Rapid Growth in Any Market: Take your company to the next level...
The Secret to Rapid Growth in Any Market: Take your company to the next level...Lincoln Murphy
 
Business Plan Cheat Sheet
Business Plan Cheat SheetBusiness Plan Cheat Sheet
Business Plan Cheat SheetSGI Consultants
 
Webinar Plan Now For Year End Success
Webinar Plan Now For Year End SuccessWebinar Plan Now For Year End Success
Webinar Plan Now For Year End SuccessAltify
 
Idea buyer - identifying startup ideas for business
Idea buyer - identifying startup ideas for businessIdea buyer - identifying startup ideas for business
Idea buyer - identifying startup ideas for businessIdea Buyer
 
Idea buyer identifying startup ideas for business
Idea buyer identifying startup ideas for businessIdea buyer identifying startup ideas for business
Idea buyer identifying startup ideas for businessIdea Buyer
 
Opportunity Management: The Key to Winning Opportunities
Opportunity Management: The Key to Winning OpportunitiesOpportunity Management: The Key to Winning Opportunities
Opportunity Management: The Key to Winning OpportunitiesAltify
 
Preparing For The Process of Raising Capital - Anthony Millin
Preparing For The Process of Raising Capital - Anthony MillinPreparing For The Process of Raising Capital - Anthony Millin
Preparing For The Process of Raising Capital - Anthony MillinStonly Baptiste
 
The Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths DebunkedThe Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths DebunkedAffiliate Summit
 
Living Without Leads
Living Without LeadsLiving Without Leads
Living Without Leads#FlipMyFunnel
 
Kicking Ass with Customer Success; The Ultimate Growth Hack for Startups
Kicking Ass with Customer Success; The Ultimate Growth Hack for StartupsKicking Ass with Customer Success; The Ultimate Growth Hack for Startups
Kicking Ass with Customer Success; The Ultimate Growth Hack for StartupsLincoln Murphy
 
No Pain Equals Gain: Creating the Ideal Customer Journey
No Pain Equals Gain: Creating the Ideal Customer Journey No Pain Equals Gain: Creating the Ideal Customer Journey
No Pain Equals Gain: Creating the Ideal Customer Journey Alarm Capital Alliance
 
Intelligent Marketing Solutions: Where to Begin and Why
Intelligent Marketing Solutions: Where to Begin and WhyIntelligent Marketing Solutions: Where to Begin and Why
Intelligent Marketing Solutions: Where to Begin and Whysbmoser
 
Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementWebinar | Fail Early, Win More. The Strategy Behind Opportunity Management
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementAltify
 
How Account-Based Marketing Increases Close Rates by More Than 57%
How Account-Based Marketing Increases Close Rates by More Than 57%How Account-Based Marketing Increases Close Rates by More Than 57%
How Account-Based Marketing Increases Close Rates by More Than 57%Demandbase
 
Sales and Marketing Alignment: Bridging the Great Divide through ABM
Sales and Marketing Alignment: Bridging the Great Divide through ABMSales and Marketing Alignment: Bridging the Great Divide through ABM
Sales and Marketing Alignment: Bridging the Great Divide through ABMDemandbase
 
October webinar How to Win more Sales by Overcoming Buyer Percieved Risks
October webinar How to Win more Sales by Overcoming Buyer Percieved RisksOctober webinar How to Win more Sales by Overcoming Buyer Percieved Risks
October webinar How to Win more Sales by Overcoming Buyer Percieved RisksAltify
 
The Secret to Creating Deep, Meaningful, and Profitable Customer Engagement
The Secret to Creating Deep, Meaningful, and Profitable Customer EngagementThe Secret to Creating Deep, Meaningful, and Profitable Customer Engagement
The Secret to Creating Deep, Meaningful, and Profitable Customer EngagementLincoln Murphy
 

Similaire à Are you winning or just winging it? (20)

How to make sales training stick
How to make sales training stickHow to make sales training stick
How to make sales training stick
 
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
Anvil Media: Online Reviews Workshop by Kent Lewis for SolarWorld
 
The Secret to Rapid Growth in Any Market: Take your company to the next level...
The Secret to Rapid Growth in Any Market: Take your company to the next level...The Secret to Rapid Growth in Any Market: Take your company to the next level...
The Secret to Rapid Growth in Any Market: Take your company to the next level...
 
Business Plan Cheat Sheet
Business Plan Cheat SheetBusiness Plan Cheat Sheet
Business Plan Cheat Sheet
 
Webinar Plan Now For Year End Success
Webinar Plan Now For Year End SuccessWebinar Plan Now For Year End Success
Webinar Plan Now For Year End Success
 
Idea buyer - identifying startup ideas for business
Idea buyer - identifying startup ideas for businessIdea buyer - identifying startup ideas for business
Idea buyer - identifying startup ideas for business
 
Idea buyer identifying startup ideas for business
Idea buyer identifying startup ideas for businessIdea buyer identifying startup ideas for business
Idea buyer identifying startup ideas for business
 
Opportunity Management: The Key to Winning Opportunities
Opportunity Management: The Key to Winning OpportunitiesOpportunity Management: The Key to Winning Opportunities
Opportunity Management: The Key to Winning Opportunities
 
Preparing For The Process of Raising Capital - Anthony Millin
Preparing For The Process of Raising Capital - Anthony MillinPreparing For The Process of Raising Capital - Anthony Millin
Preparing For The Process of Raising Capital - Anthony Millin
 
The Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths DebunkedThe Top 5 Affiliate Management Myths Debunked
The Top 5 Affiliate Management Myths Debunked
 
Living Without Leads
Living Without LeadsLiving Without Leads
Living Without Leads
 
Kicking Ass with Customer Success; The Ultimate Growth Hack for Startups
Kicking Ass with Customer Success; The Ultimate Growth Hack for StartupsKicking Ass with Customer Success; The Ultimate Growth Hack for Startups
Kicking Ass with Customer Success; The Ultimate Growth Hack for Startups
 
No Pain Equals Gain: Creating the Ideal Customer Journey
No Pain Equals Gain: Creating the Ideal Customer Journey No Pain Equals Gain: Creating the Ideal Customer Journey
No Pain Equals Gain: Creating the Ideal Customer Journey
 
Intelligent Marketing Solutions: Where to Begin and Why
Intelligent Marketing Solutions: Where to Begin and WhyIntelligent Marketing Solutions: Where to Begin and Why
Intelligent Marketing Solutions: Where to Begin and Why
 
Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management
Webinar | Fail Early, Win More. The Strategy Behind Opportunity ManagementWebinar | Fail Early, Win More. The Strategy Behind Opportunity Management
Webinar | Fail Early, Win More. The Strategy Behind Opportunity Management
 
How Account-Based Marketing Increases Close Rates by More Than 57%
How Account-Based Marketing Increases Close Rates by More Than 57%How Account-Based Marketing Increases Close Rates by More Than 57%
How Account-Based Marketing Increases Close Rates by More Than 57%
 
Sales and Marketing Alignment: Bridging the Great Divide through ABM
Sales and Marketing Alignment: Bridging the Great Divide through ABMSales and Marketing Alignment: Bridging the Great Divide through ABM
Sales and Marketing Alignment: Bridging the Great Divide through ABM
 
Exit Planning Opportunities for Advisors
Exit Planning Opportunities for AdvisorsExit Planning Opportunities for Advisors
Exit Planning Opportunities for Advisors
 
October webinar How to Win more Sales by Overcoming Buyer Percieved Risks
October webinar How to Win more Sales by Overcoming Buyer Percieved RisksOctober webinar How to Win more Sales by Overcoming Buyer Percieved Risks
October webinar How to Win more Sales by Overcoming Buyer Percieved Risks
 
The Secret to Creating Deep, Meaningful, and Profitable Customer Engagement
The Secret to Creating Deep, Meaningful, and Profitable Customer EngagementThe Secret to Creating Deep, Meaningful, and Profitable Customer Engagement
The Secret to Creating Deep, Meaningful, and Profitable Customer Engagement
 

Plus de ValueSelling Associates, Inc.

Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.ValueSelling Associates, Inc.
 
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGTOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGValueSelling Associates, Inc.
 
How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times ValueSelling Associates, Inc.
 
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGCreating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGValueSelling Associates, Inc.
 
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...ValueSelling Associates, Inc.
 
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERFYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERValueSelling Associates, Inc.
 
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINECRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINEValueSelling Associates, Inc.
 
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueCreating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueValueSelling Associates, Inc.
 
Webinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceWebinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceValueSelling Associates, Inc.
 
Torne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorTorne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorValueSelling Associates, Inc.
 

Plus de ValueSelling Associates, Inc. (20)

Kunden halten, durchdringen und weiterentwickeln
Kunden halten, durchdringen und weiterentwickelnKunden halten, durchdringen und weiterentwickeln
Kunden halten, durchdringen und weiterentwickeln
 
Measuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that MatterMeasuring the Virtual Sales Skills that Matter
Measuring the Virtual Sales Skills that Matter
 
7 Actionable Habits of Top Performers
7 Actionable Habits of Top Performers7 Actionable Habits of Top Performers
7 Actionable Habits of Top Performers
 
7 Habits of Top Sales Performers
7 Habits of Top Sales Performers7 Habits of Top Sales Performers
7 Habits of Top Sales Performers
 
7 Verhaltensmuster r von Top Performern
7 Verhaltensmuster r von Top Performern7 Verhaltensmuster r von Top Performern
7 Verhaltensmuster r von Top Performern
 
Checklist to Close the Quarter & Year
Checklist to Close the Quarter & YearChecklist to Close the Quarter & Year
Checklist to Close the Quarter & Year
 
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
Verkaufen in der Welt von heute – und morgen, Verkaufen an Top Entscheidern.
 
Selling To the C-suite
Selling To the C-suiteSelling To the C-suite
Selling To the C-suite
 
5-STEP PROCESS FOR HANDLING OBJECTIONS
5-STEP PROCESS FOR HANDLING OBJECTIONS5-STEP PROCESS FOR HANDLING OBJECTIONS
5-STEP PROCESS FOR HANDLING OBJECTIONS
 
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTINGTOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
TOP-NEUKUNDENUMSÄTZE GENERIEREN MIT VORTEX PROSPECTING
 
How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times How Top Performing Companies Are Winning In Covid Times
How Top Performing Companies Are Winning In Covid Times
 
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNGCreating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
Creating A Prospecting Cadence To Drive Top-of-Funnel Revenue SNG
 
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
CREAR UNA CADENCIA DE PROSPECCIÓN PARA IMPULSAR QUE INGRESEN NUEVAS OPORTUNID...
 
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCERFYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
FYLD SALGSTRAGTEN VED HJÆLP AF ENGAGERENDE KADENCER
 
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINECRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
CRÉER UNE CADENCE DE PROSPECTION POUR ALIMENTER VOTRE PIPELINE
 
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel RevenueCreating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
Creating A Prospecting Cadence To Drive Top-Of-Funnel Revenue
 
Webinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrenceWebinar ValueSelling _Comment se différencier de la concurrence
Webinar ValueSelling _Comment se différencier de la concurrence
 
Be the Best Choice by Differentiating on Value
Be the Best Choice by Differentiating on ValueBe the Best Choice by Differentiating on Value
Be the Best Choice by Differentiating on Value
 
Vsa webinar 0321_presentation german
Vsa webinar 0321_presentation germanVsa webinar 0321_presentation german
Vsa webinar 0321_presentation german
 
Torne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em ValorTorne-se a melhor escolha, diferenciando- se em Valor
Torne-se a melhor escolha, diferenciando- se em Valor
 

Dernier

Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort ServiceDelhi Call girls
 
Call Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi Ncr
Call Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi NcrCall Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi Ncr
Call Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi Ncrnoida100girls
 
Sector 10, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 10, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 10, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 10, Noida Call girls :8448380779 Model Escorts | 100% verifiedDelhi Call girls
 
call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...
call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...
call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...Delhi Call girls
 
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...ZurliaSoop
 
GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607
GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607
GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607dollysharma2066
 
Sector 5, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 5, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 5, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 5, Noida Call girls :8448380779 Model Escorts | 100% verifiedDelhi Call girls
 
Sector 62, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 62, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 62, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 62, Noida Call girls :8448380779 Model Escorts | 100% verifiedDelhi Call girls
 
Sector 2, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 2, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 2, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 2, Noida Call girls :8448380779 Model Escorts | 100% verifiedDelhi Call girls
 
Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort ServiceDelhi Call girls
 
Dubai Call Girls Centerfold O525547819 Call Girls Dubai Cfnm
Dubai Call Girls Centerfold O525547819 Call Girls Dubai CfnmDubai Call Girls Centerfold O525547819 Call Girls Dubai Cfnm
Dubai Call Girls Centerfold O525547819 Call Girls Dubai Cfnmkojalkojal131
 
Dubai Call Girls Jumeirah O525547819 Call Girls Dubai Sibling
Dubai Call Girls Jumeirah O525547819 Call Girls Dubai SiblingDubai Call Girls Jumeirah O525547819 Call Girls Dubai Sibling
Dubai Call Girls Jumeirah O525547819 Call Girls Dubai Siblingkojalkojal131
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)Delhi Call girls
 
Busty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort ServiceDelhi Call girls
 
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort ServiceDelhi Call girls
 
Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...
Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...
Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...rajputriyana310
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)Delhi Call girls
 
Busty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort ServiceDelhi Call girls
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)Delhi Call girls
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)Delhi Call girls
 

Dernier (20)

Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
 
Call Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi Ncr
Call Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi NcrCall Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi Ncr
Call Girls In Vasant Kunj ☎✔ 9871031762 ☎✔ Russion Escorts Service In Delhi Ncr
 
Sector 10, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 10, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 10, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 10, Noida Call girls :8448380779 Model Escorts | 100% verified
 
call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...
call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...
call girls in Indirapuram (Ghaziabad) 🔝 >༒8448380779 🔝 genuine Escort Service...
 
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
 
GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607
GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607
GENUINE Babe,Call Girls IN Dwarka Delhi | +91-8377087607
 
Sector 5, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 5, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 5, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 5, Noida Call girls :8448380779 Model Escorts | 100% verified
 
Sector 62, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 62, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 62, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 62, Noida Call girls :8448380779 Model Escorts | 100% verified
 
Sector 2, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 2, Noida Call girls :8448380779 Model Escorts | 100% verifiedSector 2, Noida Call girls :8448380779 Model Escorts | 100% verified
Sector 2, Noida Call girls :8448380779 Model Escorts | 100% verified
 
Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Surajpur Greater Noida >༒8448380779 Escort Service
 
Dubai Call Girls Centerfold O525547819 Call Girls Dubai Cfnm
Dubai Call Girls Centerfold O525547819 Call Girls Dubai CfnmDubai Call Girls Centerfold O525547819 Call Girls Dubai Cfnm
Dubai Call Girls Centerfold O525547819 Call Girls Dubai Cfnm
 
Dubai Call Girls Jumeirah O525547819 Call Girls Dubai Sibling
Dubai Call Girls Jumeirah O525547819 Call Girls Dubai SiblingDubai Call Girls Jumeirah O525547819 Call Girls Dubai Sibling
Dubai Call Girls Jumeirah O525547819 Call Girls Dubai Sibling
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 61 (Gurgaon)
 
Busty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Pari Chowk Escorts, Noida >༒8448380779 Escort Service
 
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Vasundhara Ghaziabad >༒8448380779 Escort Service
 
Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...
Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...
Genuine Escort ℂaℓℓ Giℜℓs In DoubleTree by Hilton Hotel Gurgaon - New Delhi N...
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 57 (Gurgaon)
 
Busty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort ServiceBusty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort Service
Busty Desi⚡Call Girls in Sector 15 Noida Escorts >༒8448380779 Escort Service
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 66 (Gurgaon)
 
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)
Enjoy Night ≽ 8448380779 ≼ Call Girls In Gurgaon Sector 56 (Gurgaon)
 

Are you winning or just winging it?

  • 1. COMPLIMENTARY WEBINAR This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden. September 24, 2015 | Natalie Pitchford Effectively prepare to maximize every sales call ARE YOU WINNING OR… …JUST WINGING IT?
  • 2. “You were born to win, but to be a winner, you must plan to win, PREPARE to win and expect to win.” - Zig Ziglar © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 3. CSO Insights 2015 SPO Study Data Salespeople’ ability to thoroughly research prospects prior to a call © 2015 ValueSelling Associates, Inc. All rights reserved. “Needs Improvement or Major Redesign"
  • 4. Objectives for today Is ‘winging’ it enough? What are executive buyers paying attention to? 4 key steps in preparing for sales calls When does preparation end? © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 5. winging it To improvise with very little preparation © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 6. © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 7. What are the risks of winging it? Diminishes your credibility Being perceived as irrelevant Leaving things “on the table” Being passed down the power and influence chain Settling for mediocrity or just ‘getting by’ © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 8. Poll What percentage of executive buyers think sales reps are unprepared for the questions they ask? © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 9. © 2015 ValueSelling Associates, Inc. All rights reserved. It’s not me!
  • 10. What executive buyers think (about how well sales reps are prepared) 70% not prepared for the questions I ask 75% not knowledgeable about my specific business 76% cannot relate to my role and responsibilities in the organization 77% do not understand my issues and where they can help 78% do not have relevant examples or case studies to share with me © 2015 ValueSelling Associates, Inc. All rights reserved. Source: Forrester Research Inc.
  • 11. © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 12. Key steps in preparing for a sales call ① Do your homework - Background ② Be Relevant to your prospect ③ Identify what you don’t know ④ Have an “Ask” for next steps © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 13. Step 1: Background News about the company •What is their business? •What are their key objectives? •What is the overall state of their business or what is happening in their business? (Growth mode, losing market share, entering new markets/intro new products, recent announcements) •Sources: Annual reports, search engine news, social media pages What is happening in their industry/market? •Regulatory changes •New customer requirements •Competitive landscape •Source: Search engine industry/market news, social media pages © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 14. Step 1: Background On the individual ─ Why? ─ Professional background ─ Areas of interests ─ Find common ground ─ Sources: LinkedIN, local paper news © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 15. Step 2: Relevance Align what you are selling to your prospect’s need Articulate how your product/service can help to ─ Generate new or incremental revenues ─ Enable cost savings Give relevant examples of where you’ve had impact on other clients businesses © 2015 ValueSelling Associates, Inc. All rights reserved. Connect the dots!
  • 16. Step 3: Identify what you don’t know Make a list of the questions to ask your prospect ─ About info you uncovered in your background prep ─ Areas of priority, focus and timelines to uncover compelling events ─ Who else would be involved in evaluating your solution ─ Timelines Anticipate what questions may be asked of you © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 17. Step 4: Have an ‘Ask’… A link to continue to develop the opportunity Don’t leave without asking for something to move the opportunity forward ─ Date for next meeting ─ Intro/connection to others who will be involved in the process ─ Next milestone that buyer needs to achieve © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 18. Preparation simplified… © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 19. Poll When does preparation end? © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 20. Key Takeaways Preparation is not just for newbies – it applies even to the most seasoned reps By being unprepared, you risk just getting by rather than maximizing each contact to win bigger Executive buyers think only 20-30% of sales reps are adequately prepared to meet with them 4 key steps on preparing for calls 1. Do your homework - Background 2. Be relevant to your prospect 3. Identify what you don’t know 4. Have an ‘Ask’ Have a preparation routine/tool that you will use! © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 21. “I’m just preparing my impromptu remarks.” - Winston S. Churchill © 2015 ValueSelling Associates, Inc. All rights reserved. © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 22. Call toAction (aka MyAsk) Find 1 thing from your prospect’s LinkedIN profile that you can use to ‘break the ice’ when you meet Do a ‘news’ search on the company with which you’re meeting, find 1 business issue that you can help address with your solution Prepare at least 2 questions for your prospect that will allow you to better position your solution © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 23. At the end of today’s webinar Go to valueselling.com > resources > webinars to download today’s slides © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 24. Visit the eStore at valueselling.com Books ValueSelling tools On-demand courses Complimentary library of webinars and newsletters © 2015 ValueSelling Associates, Inc. All rights reserved.
  • 25. © 2015 ValueSelling Associates, Inc. All rights reserved. Save the date! Our next webinar will be on: Your Checklist to Close Opportunities this Quarter October 15, 2015 | 10:00AM PDT
  • 26. © 2014 ValueSelling Associates, Inc. All rights reserved.
  • 27. Thank you! Natalie Pitchford| Managing Partner, ValueSelling Associates natalie.pitchford@valueselling.com +1 954 494 5537 www.linkedin.com/in/nataliepitchford