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Collaborative Selling

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Rob Levey
Rob Levey
TecnologíaEmpresariales
1 de 8
Relationship Maps Collaborative Selling
How We Do It Sales is now a Team Sport The Sales Model has changed! Selling in no longer a one-on-one relationship… … many people are involved in closing the deal
How We Do It Stalled Sales Cycle You have an interested customer … … but they can’t convince their peers or bosses to buy the product Champion This is a classic Sales Bubble Sales Rep
How We Do It Breaking out of the bubble What the Sales Rep hears No budget, Not a priority right now, Too busy, etc, etc What we hear… HELP! Collaborative selling opportunity
How We Do It What is Collaborative Selling? It’s simply using your connections to influence key players surrounding the deal Jim Boss Boss - my deal is stuck, I need help. We need to get to Jim Smith, the decision maker. Sales Rep Sales Rep Boss Sure, I know Jim, I sold him an IBM mainframe years ago. Let me call him.
How We Do It How Catelas can help We automate the process of identifying ‘who can help you’ and on ‘what deals’ Meaning… ,[object Object]
NO uploading of contacts
Easy to use visuals of ‘who knows who’

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Collaborative Selling

  • 2. How We Do It Sales is now a Team Sport The Sales Model has changed! Selling in no longer a one-on-one relationship… … many people are involved in closing the deal
  • 3. How We Do It Stalled Sales Cycle You have an interested customer … … but they can’t convince their peers or bosses to buy the product Champion This is a classic Sales Bubble Sales Rep
  • 4. How We Do It Breaking out of the bubble What the Sales Rep hears No budget, Not a priority right now, Too busy, etc, etc What we hear… HELP! Collaborative selling opportunity
  • 5. How We Do It What is Collaborative Selling? It’s simply using your connections to influence key players surrounding the deal Jim Boss Boss - my deal is stuck, I need help. We need to get to Jim Smith, the decision maker. Sales Rep Sales Rep Boss Sure, I know Jim, I sold him an IBM mainframe years ago. Let me call him.
  • 6.
  • 7. NO uploading of contacts
  • 8. Easy to use visuals of ‘who knows who’
  • 9.
  • 10. Thank You For more information contact Robert Levey 978 996 2758 robert.levey@catelas.com www.catelas.com Catelas It’s who you knowTM