17. Brute Force Does Not Work
McKinsey Quarterly: The basics of business-to-business sales success, May 2010
1,200 purchasing decision makers in small, medium, and large companies in USA and Western Europe
18. Brute Force Does Not Work
http://sellingpower.typepad.com/gg/customer-relationships/
41. Who Are The Best Prospects?
• Money
• Authority
• Influence
42. Timing Alone is Not Enough
“The two most important
requirements for major
success are:
first, being in the right place
at the right time, and
second, doing something
about it.”
- Ray Kroc, Founding CEO, McDonalds
43. Do Top Performers Reach Out?
• Less than
7% said a
vendor
proactively
contacted
them
The New Path to B2B Purchases – DemandGen, 2011
Bit.ly/NewPurchasePath
44. Do Top Performers Reach Out?
• More than
93% of the
time a
prospect
contacted
the vendor
The New Path to B2B Purchases – DemandGen, 2011
Bit.ly/NewPurchasePath
45.
46. Cold Calling Works!
45 to 53 percent of the executives
interviewed said…
A cold call they received helped a
vendor leapfrog onto the
consideration shortlist
47. “On average, sales reps dedicate
15% of time to prospecting; that
isn’t much time to create 60-70%
of the overall new leads needed
to maintain a 3x pipeline-to-quota
ratio.”
48. Source of your most qualified opps?
Channel Score
Outbound Prospecting 3.7
Website 2.9
Inbound Calls 2.6
Email Campaigns 2.6
Events & Tradeshows 2.5
Social Networking Sites 2.1
Direct Mail 2.1
Webinars 1.8
56. Associate Ave Meetings % Direct Lines
Per Month on Contact List
(last 3)
Pete Best 11 51%
Ringo Starr 13 45%
George Harrison 20 76%
Paul McCartney 22 74%
John Lennon 29 87%
George Martin 33 97.6%
86. Shifting Buyer Concerns
Phase I Phase II Phase III
Solution Development Evaluation Commitment
Needs
Price
Cost
Solution
Risk
Time
People Product Company
*Based on the research of Neil Rackham
87. Shifting Buyer Concerns
Discuss Issues with Status Quo Their Ideas for Steps to Launch
Change Solution
Uncover Their Change Their Fears Needs of Larger team
Motivations
Useful 3rd Party research Case studies Free trial/Live demo
Content Educational webinars Expert interviews Planning checklist
White papers FAQs ROI calculator
1. See the 2. Commit to 3. Plan out
problem a solution the change
path
Status Quo Closed Deal
103. iSell Trial
The hottest opportunities
prioritized by what’s most
valuable to you…
• Companies selected based on your specific
target markets
• Contacts based on who is your key buyer –
powered by millions of direct dial numbers and
emails
• Timeliness prioritized by relevant sales triggers
and how well they fit your sweet spot
• Key Issues highlighted through rich information
about your target companies and prospects
FREE TRIAL: www.OneSource.com/iSell
Your goal is to get into pole position in your client’s mind. To be the first person they call when they’re ready to buy.In formula 1, 53% of drivers who started in pole position in the 2009 season won the race. Last year it was 42%. So far this year it’s been 54%.It’s the same in sales – starting in pole position with a favoured relationship with the buyer doesn’t guarantee you’ll win every time – but you’ll win more than your fair share.
Let’s think about the buyer’s journey.It starts on the right when life is okay. And it ends with a closed deal.It is a three act play:Life is okay (status quo).They see a problem and decide to find a solutionThey plan out how to make the change…and, they sign the deal. (Hopefully.)
Products are becoming commodities – how you sell matters!34% say the ability to match relevant capabilities to specific client resources is what differentiates a vendor from the competition the mostOnly 5% consider economic value of the offering as the strongest differentiator72% execs say they will take an appt with salespeople when already looking for the product the vendor sells69% say when the vendor addresses a business problem that I currently haveForresterHow Exec Differentiate among their suppliers June 15, 2010Technilogy Buyer Insight StudyBy Scott Santucci
Customer Engagement:The Role of Content in the IT Purchase ProcessCustomer EngagementConducted across the IDG Enterprise brands: CIO,Computerworld, CSO, InfoWorld, ITworld & Network World
Customer Engagement:The Role of Content in the IT Purchase ProcessCustomer EngagementConducted across the IDG Enterprise brands: CIO,Computerworld, CSO, InfoWorld, ITworld & Network World