1.
The Experience Factor
in Sales
cc: iklash/ - https://www.flickr.com/photos/48805491@N00

2.
why experience matters
cc: Wade Morgen - https://www.flickr.com/photos/31845391@N04

3.
by 2020 customer
experience will overtake
price & product as the key
brand differentiator
according to the Walker
2020 Customers Report
cc: TheeErin - https://www.flickr.com/photos/27073477@N00

4.
"86% of buyers
will pay 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

5.
the sales experience
begins with 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

6.
“While time is scarce, 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

7.
"Whether you are a 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

8.
SiriusDecisions reported that…
“According to 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

9.
blend your prospecting
approach to incorporate
social channels
cc: Peter Ras - https://www.flickr.com/photos/48395185@N03

10.
but stop spamming buyers
with noise
cc: CarbonNYC [in SF!] - https://www.flickr.com/photos/15923063@N00

11.
you are a brand and you represent
your companies brand
cc: VFS Digital Design - https://www.flickr.com/photos/58816914@N05

12.
spray and pray is not an effective
prospecting strategy
cc: allison.johnston - https://www.flickr.com/photos/67302178@N07

13.
more of what isn't working is
not the answer
cc: bindermichi - https://www.flickr.com/photos/75073075@N00

14.
quality is what leads to
better sales outcomes
cc: dieselbug2007 - https://www.flickr.com/photos/58372737@N00

15.
how you sell is more important
than what you sell
cc: Stian Eikeland - https://www.flickr.com/photos/14014660@N03

16.
“Seventy-nine percent of
business buyers 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

17.
message matters if you
want to stand out
cc: JASElabs - https://www.flickr.com/photos/8776396@N02

18.
"An average office worker
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

19.
get the sales meeting
cc: Foomandoonian - https://www.flickr.com/photos/38677669@N00

20.
to succeed your email and
phone messages should be
tailored to each buyer
cc: khora - https://www.flickr.com/photos/26774111@N00

21.
scrap the corporate history lesson

22.
ditch the feature dump
cc: Thomás - https://www.flickr.com/photos/21862121@N04

23.
skip the gimmicks
cc: mdverde - https://www.flickr.com/photos/9490254@N06

24.
grab interest
what is in it for the buyer?
cc: Overdaforest - https://www.flickr.com/photos/85943352@N00

25.
NO!
"Hi Barbara, Could I 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

26.
YES!
I show Sales VP'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

27.
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

28.
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

29.
REMEMBER... more = more
not necessarily better
cc: kevin dooley - https://www.flickr.com/photos/12836528@N00

30.
invest the time to 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

31.
in closing
cc: Toastwife - https://www.flickr.com/photos/68697343@N00

32.
upcoming sessions
• how to 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