In this webinar held by Cliff Polan of Postwire and TK from ToutApp, they cover how by teaching early in the sales process instead of hard selling, you can win more deals and out-teach your competition.
8. 1. See the
problem
2. Commit to a
solution path
3. Plan out the
change
Closed DealStatus Quo
Discuss Issues with Status Quo Their Ideas for
Change
Steps to Launch
Solution
Uncover Their Change
Motivations
Their Fears Needs of Larger team
Useful
Content
3rd Party research
Educational webinars
White papers
Case studies
Expert interviews
FAQs
Free trial/Live demo
Planning checklist
ROI calculator
22. • Start a blog on Tumblr and start
writing what you know
• Record yourself on Youtube
showcasing what you know
• Write a quick short digestible e-book
using the Apple iBook Creator
• Curate great content
Step 1.
Cultivate Content
23. • Email a simple link or attachment
• Publish online and share on LinkedIn/
Twitter to build followers and start
conversations
• Build your own personal Mailing List
and share content regularly
Step 2.
Incorporate Content
24. • Never, never, never try to sell on the first
few touches
• Always, always, always have a call to action
to further the conversation and relationship
Rules of Teaching
26. • Highlight problem, provide solution, try to
sell them on the first email
• Highlight benefit, ask to chat
• Provide value, build relationship over a
series of emails
3 Different
Ways to Email
27. • Highlight problem, provide solution, try to
sell them on the first email
• Highlight benefit, ask to chat
• Provide value, build relationship over a
series of emails
3 Different
Ways to Email
BAD
OK
GOOD
28. Rules of Engagement
✓Keep it short and simple
✓Don’t try to close a deal on the first email
✓Personalize, Personalize, Personalize
✓Keep it short, seriously.
33. Getting Started
Deal Stage
What’re we
communicating?
Template Name
What’s the call
to action?
Next Step?
Prospecting
High level
problem we
solve
“Initial
Outreach”
Watch video on
website
Follow Up on
Engaged Leads
Prospecting Solution Details Video Followup Setup Phone Call Reminder
....
Pricing/
Negotiating
Value of product Case Study
Review the case
studies
Phone Call
....
38. About Postwire
• Postwire is on a mission to change the way B2B
solutions are sold.
• Gone are the days of cold calling and emailing, and
in are the days of personalized education.
• Postwire gives you one place to capture, organize,
and share educational content with your prospects
in a highly visual and personal way.
• Using Postwire, you'll know what content is being
accessed when so that you can nurture prospects
with content and conversation at the appropriate
times.
39. About ToutApp
✓Helps Salespeople focus on selling
✓Complete Sales Communications Platform
✓Plugs into Gmail, Outlook, Salesforce and more...
✓Streamlines emails and phone calls
✓Tracks day to day emails, presentations, calls
✓Keeps CRM updated
✓Real-Time analytics