SlideShare una empresa de Scribd logo
1 de 89
Descargar para leer sin conexión
5 Secrets to Sales Success
What makes a Top
Performer in Sales?
Rank in order of importance, the following
characteristics that make a Top Performer
in Sales?
• Creativity
• Tenacity
• Integrity
• Curiosity
• Passion
• Empathy
1. Empathy
2. Integrity
3. Passion
4. Creativity
5. Tenacity
6. Curiosity
…to build rapport
…to build trust
…to build interest
…to build the right solution
…to close the deal
…to build understanding
Research found:
Key Take Away
www.flickr.com/photos/jamesjordan/3026672665
Entrepreneurial Selling: 5 Secrets to Sales Success
www.flickr.com/photos/caribb/4694032267
Question: What are you going
to do different starting today?
824 September 2013
Old way
9
New way
Goal: avoid this
SalesChannel Europe ©2013 All rights reserved 11
Era III Selling
www.executiveboard.com/sales-blog/files/2012/05/Sales-Eras
SalesChannel Europe ©2013 All rights reserved 12
Problem Solving Lifecycle
source: www.corporatevisions.com
SalesChannel Europe ©2013 All rights reserved 13
Marketing and Sales Alignment
source: www.corporatevisions.com
Give your customers the ability
to do what they can’t currently
do but would want to if they only
knew it was possible.
The old Golden Rule in Sales was:
Find out what your customers
want, and give it to them.
The new Golden Rule in Sales is:
www.flickr.com/photos/winemegup/3641912321
Get it right
www.flickr.com/photos/roome/3390682853
Get it wrong
Problem
the
has Changed
The World
What do your
customers want
from you today?
Discussion question
www.flickr.com/photos/stephen_downes/3808714505
The customer’s problem
Your job
www.flickr.com/photos/77485110@N00/2431582475
Guide them to the right solution
Opportunity
Change =
“It is not the
strongest of the
species that survive,
nor the most
intelligent, but the
one most adaptable
to change.”
Charles Darwin
12 February 1809 – 19 April 1882
before you
have to change
Change
Rule of change
Solution
the
SalesChannel Europe ©2013 All rights reserved
The Sales Cycle
27
Prospection Qualification Proposal CloseNegotiationNeeds
Where do you
spend most of
your time?
Discussion question
SalesChannel Europe ©2013 All rights reserved
Who will have the better sales results over time?
29
Pierre
Pascal
Prospection Qualification Proposal CloseNegotiationNeeds
Prospection Qualification Proposal CloseNegotiationNeeds
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting with Purpose5
SalesChannel Europe ©2013 All rights reserved
The Sales Cycle
3. Needs
1. Prospecting
4. Proposing
5. Negotiating
6. Closing
2. Qualifying
31
Asking Questions with Impact
CredibilityandTrust
ThePsychologyofChange
Presenting to Win
Prospecting with Purpose
1 2
3
4
5
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting with Purpose5
Why do
customers buy
from you?
Discussion question
34
Building Trust
Why do people buy from you?
35
Question: How do you become relevant?
Go where they live
www.flickr.com/photos/abardwell/2722623053
“No one cares how
much you know, until
they know how much
you care.”
Ralph Waldo Emerson
SalesChannel Europe ©2013 All rights reserved
Selling at 3 Time Horizons
Closing Current
Opportunities:
• Winning Deals
• Pitching to Win
• Closing
Building Tomorrow’s
Business:
• Industry trends
• Industry competitive
challenges
• Collaborative strategy
Building the Pipeline:
• Solutions to Customer
business challenges
• Value Propositions
• Account Sales Plan
Horizon 1
0 - 6 months
Horizon 2
6 - 12 months
Horizon 3
12 - 36 months
SalesChannel Europe ©2013 All rights reserved
Business
Transformation
Operational
Excellence
Value
Cost
Price
Executive
Management
Operations
OrganisationThinking Time Horizon Drivers of change
Business
Drivers
Operational
Needs
Selling at 3 Time Horizons
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting with Purpose5
Paint a compelling picture
www.flickr.com/photos/marcosreis07/2673223028
SalesChannel Europe ©2013 All rights reserved
The Psychology of Change*
Positive
Present
Sustain
Positive
Future
Attain
Negative
Present
Change
Negative
Future
Avoid
NegativePositive
Present Future
*Source: The Prime Solution by Jeff Thull, Dearborn © 2005
www.primeresource.com
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting with Purpose5
SalesChannel Europe ©2013 All rights reserved
ABC (Me) Inc. Corporate Overview
1
• Established in 1945
• 13,051 employees world wide
• Offices in 42 countries
• Revenues $15.6B
• First vendor to launch GREAT technology in 1978
• Ranked #1 by IDG Market Study 2006
• Won the AGP Gold Quality Award in 2007
• We are the best. Smart people know this. You should to!
SalesChannel Europe ©2013 All rights reserved 1
Us
Our
Past
Them
Their
Future
NOW
Audience Engagement
The Power of
Triplicate of choice
www.flickr.com/photos/xrrr/2321685873
Help them to select the best offer
A
C
Triplicate of choice
B
A
C
X %
Y %
Triplicate of choice
✓
B
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting with Purpose5
www.mylawyer.net/Medical%20Malpractice%20Lawyer/Stethescope%20B&W.jpg
Diagnostic Questions
Listen to your customers
54
“Seek first to understand,
then to be understood”
- Stephen R Covey
Building Trust
Capture their Hearts and Minds
Entrepreneurial Selling: 5 Secrets to Sales Success
Green or black questions?
SalesChannel Europe ©2013 All rights reserved
White Questions
Green Questions
Black Questions
Red Questions
Asking Questions in Colour
Current situation
Facts, data & information
white snow: pure, cold hard facts
Desired situation
Future state
Grass, trees, growth, can become
Obstacles
Important, powerful
Dark, night time, can’t see in the dark. Turn on the light to see
what stands between current situation and desired situation.
Feelings
Fire, explosive color, highly emotional
-ve Red: “If Stan doesn’t do something he won’t make quota
without help. Stan needs to talk to you.”
+ve Red: “If Stan overachieves this year, he will probably be
promoted to VP Sales
“Why Change?” - Quantify the Pain
“Why Now?” - Justify the Gain
Two Critical Questions you must answer
SalesChannel Europe ©2013 All rights reserved 60
DIS-Qualification
What's the Best Lead Qualification Question?
(10%)
(20%)
(69%)
A. Do you have the budget to buy my offering?
B. What's the priority for spending in this category?
C. How will you solve the problem if you don't buy?
Total Votes: 922
Creating Credibility and Trust1
The Psychology of Change2
Presenting to Win3
Asking Questions with Impact4
Prospecting with Purpose5
www.flickr.com/photos/isadocafe/2058393364
The
Sales Formula
Basically, it works like this
www.flickr.com/photos/atomicity/14570249
SalesChannel Europe ©2013 All rights reserved
The Sales Cycle
Prospection Qualification Proposal CloseNegotiation
Time
65
66
P CRx SALES=
P = Number of prospects
CR = Conversion Ratio
67
P CRx SALES=
10 33% (Typically 25%-50%)
Example 1
S = 3
68
P CRx SALES=
10 40%
Example 2
S = 4
*Requires considerable effort. Not easily sustainable
*
69
P CRx SALES=
33%
Example 3
S = 6
*Requires less effort. Is sustainable
20 *
Typical Conversion Rates
1. Cold calling:
2. External Recommendation:
3. Internal Recommendation:
44%
10 X Cold calling
Between 1-5%
4%
88%20 X Cold calling
SalesChannel Europe ©2013 All rights reserved
The Prospecting Mindset
Conventional Wisdom Unconventional Wisdom
ABC (Always Be Closing) ABP (Always be Prospecting)
C comes before P (Alphabet) P comes before C (Sales)
Top Performers are great closers Top Performers are great openers
Great closers Construction Workers
Winner develop their closing
skills
Winners develop their
Prospecting skills
Future reality
http://vipmedia.globalnews.ca/2013/06/pipeline-spill.jpg?w=1024
SalesChannel Europe ©2013 All rights reserved
Systematic Prospecting
Prospecting with Purpose
No Prospecting
The Prospecting Mindset
Episodic Prospecting
your Capacity
How can you
to Change?
Improve
erently
f
dif
think
Wishing for change
www.flickr.com/photos/superzelle/3853482206
“Eighty percent
of success is
showing up.”
- Woody Allen
Focus all your efforts on how clients think
www.flickr.com/photos/yanivg/418470817
Bring about the possible
Do-it-yourself thinking
www.flickr.com/photos/av8pix/3661136241
www.flickr.com/photos/maestropastelero/258000448
It’s all about YOU!
82
24 September
What did sales winners do?*
1. Educated me with new ideas or perspectives
2. Collaborated with me
3. Persuaded me we would achieve results
4. Listened to me
5. Understood my needs
6. Helped me avoid potential pitfalls
7. Crafted a compelling solution
8. Depicted purchasing process accurately
9. Connected with me personally
10.Overall value from the company is superior to other
options *What Sales Winners Do Differently, RAIN Group, 2013
Sales Transformation
Key Take Away
www.flickr.com/photos/jamesjordan/3026672665
1. Sell Business Outcomes, not
Technology
3 Takeaways:
3. Great Salespeople (You) are
Entrepreneurs and Agents of
Change
2. Challenge your Customers to
see a different / better future
www.flickr.com/photos/winemegup/3641912321
Get it right
www.flickr.com/photos/horacio/3781750
www.flickr.com/photos/horacio/3781750
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FRA)
Email: david@saleschannel-europe.com
Website: www.saleschannel-europe.com
8924 September

Más contenido relacionado

La actualidad más candente

What Sales Winner do Differently - HubSpot & RAIN Group Webinar
What Sales Winner do Differently - HubSpot & RAIN Group WebinarWhat Sales Winner do Differently - HubSpot & RAIN Group Webinar
What Sales Winner do Differently - HubSpot & RAIN Group WebinarHubSpot
 
Michael Humblet: Customers Wanted - TSD17
Michael Humblet: Customers Wanted - TSD17Michael Humblet: Customers Wanted - TSD17
Michael Humblet: Customers Wanted - TSD17StartUps.be
 
Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...
Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...
Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...Sales Hacker
 
Fearless telling beats selling slim
Fearless telling beats selling slimFearless telling beats selling slim
Fearless telling beats selling slimPeter Urey
 
25 Discovery Call Questions
25 Discovery Call Questions25 Discovery Call Questions
25 Discovery Call QuestionsHubSpot
 
Digital Disruption: 5 Steps to Growth with Cloud OS
Digital Disruption: 5 Steps to Growth with Cloud OSDigital Disruption: 5 Steps to Growth with Cloud OS
Digital Disruption: 5 Steps to Growth with Cloud OSSalesChannel International
 
Analytics: Knowlvers' presentation part 1
Analytics: Knowlvers' presentation part 1Analytics: Knowlvers' presentation part 1
Analytics: Knowlvers' presentation part 1Lokesh Arora
 
Marketing and Sales strategies for Startups
Marketing and Sales strategies for StartupsMarketing and Sales strategies for Startups
Marketing and Sales strategies for StartupsBryan Starbuck
 
Susan Givens "Best Practices from Dealers and Industry Experts"
Susan Givens "Best Practices from Dealers and Industry Experts"Susan Givens "Best Practices from Dealers and Industry Experts"
Susan Givens "Best Practices from Dealers and Industry Experts"Sean Bradley
 
20 Consultative Selling Discovery Questions
20 Consultative Selling Discovery Questions20 Consultative Selling Discovery Questions
20 Consultative Selling Discovery QuestionsPeak Focus
 
The Six Levels of Managing Sales Performance
The Six Levels of Managing Sales PerformanceThe Six Levels of Managing Sales Performance
The Six Levels of Managing Sales PerformanceHeinz Marketing Inc
 
Sales, the critical function 1 17 22 red
Sales, the critical function 1 17 22 redSales, the critical function 1 17 22 red
Sales, the critical function 1 17 22 redRichard Guha
 
How to leverage marketing to get more from your salesforce
How to leverage marketing to get more from your salesforceHow to leverage marketing to get more from your salesforce
How to leverage marketing to get more from your salesforceInboundsales.net
 
The Evolution of Sales
The Evolution of SalesThe Evolution of Sales
The Evolution of SalesFrontlinekid
 
Tricycle Branding 101
Tricycle   Branding 101Tricycle   Branding 101
Tricycle Branding 101Tribute Media
 
7 Elements of Insanely Persuasive Sales Demos
7 Elements of Insanely Persuasive Sales Demos7 Elements of Insanely Persuasive Sales Demos
7 Elements of Insanely Persuasive Sales DemosSales Hacker
 

La actualidad más candente (20)

What Sales Winner do Differently - HubSpot & RAIN Group Webinar
What Sales Winner do Differently - HubSpot & RAIN Group WebinarWhat Sales Winner do Differently - HubSpot & RAIN Group Webinar
What Sales Winner do Differently - HubSpot & RAIN Group Webinar
 
Michael Humblet: Customers Wanted - TSD17
Michael Humblet: Customers Wanted - TSD17Michael Humblet: Customers Wanted - TSD17
Michael Humblet: Customers Wanted - TSD17
 
Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...
Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...
Sales Strategies & The Use Of Psychology And Neural Linguistics In Negotiatin...
 
Fearless telling beats selling slim
Fearless telling beats selling slimFearless telling beats selling slim
Fearless telling beats selling slim
 
5 Reasons Millennials Quit Sales Jobs
5 Reasons Millennials Quit Sales Jobs5 Reasons Millennials Quit Sales Jobs
5 Reasons Millennials Quit Sales Jobs
 
25 Discovery Call Questions
25 Discovery Call Questions25 Discovery Call Questions
25 Discovery Call Questions
 
Be a sales super star ppt
Be a sales super star pptBe a sales super star ppt
Be a sales super star ppt
 
Staffing to Fill Open Territories 2 of 2
Staffing to Fill Open Territories 2 of 2Staffing to Fill Open Territories 2 of 2
Staffing to Fill Open Territories 2 of 2
 
10 Sins of Enterprise Sales
10 Sins of Enterprise Sales10 Sins of Enterprise Sales
10 Sins of Enterprise Sales
 
Digital Disruption: 5 Steps to Growth with Cloud OS
Digital Disruption: 5 Steps to Growth with Cloud OSDigital Disruption: 5 Steps to Growth with Cloud OS
Digital Disruption: 5 Steps to Growth with Cloud OS
 
Analytics: Knowlvers' presentation part 1
Analytics: Knowlvers' presentation part 1Analytics: Knowlvers' presentation part 1
Analytics: Knowlvers' presentation part 1
 
Marketing and Sales strategies for Startups
Marketing and Sales strategies for StartupsMarketing and Sales strategies for Startups
Marketing and Sales strategies for Startups
 
Susan Givens "Best Practices from Dealers and Industry Experts"
Susan Givens "Best Practices from Dealers and Industry Experts"Susan Givens "Best Practices from Dealers and Industry Experts"
Susan Givens "Best Practices from Dealers and Industry Experts"
 
20 Consultative Selling Discovery Questions
20 Consultative Selling Discovery Questions20 Consultative Selling Discovery Questions
20 Consultative Selling Discovery Questions
 
The Six Levels of Managing Sales Performance
The Six Levels of Managing Sales PerformanceThe Six Levels of Managing Sales Performance
The Six Levels of Managing Sales Performance
 
Sales, the critical function 1 17 22 red
Sales, the critical function 1 17 22 redSales, the critical function 1 17 22 red
Sales, the critical function 1 17 22 red
 
How to leverage marketing to get more from your salesforce
How to leverage marketing to get more from your salesforceHow to leverage marketing to get more from your salesforce
How to leverage marketing to get more from your salesforce
 
The Evolution of Sales
The Evolution of SalesThe Evolution of Sales
The Evolution of Sales
 
Tricycle Branding 101
Tricycle   Branding 101Tricycle   Branding 101
Tricycle Branding 101
 
7 Elements of Insanely Persuasive Sales Demos
7 Elements of Insanely Persuasive Sales Demos7 Elements of Insanely Persuasive Sales Demos
7 Elements of Insanely Persuasive Sales Demos
 

Destacado

Supercharge your Sales with Inbound Marketing: A Complete Guide
Supercharge your Sales with Inbound Marketing: A Complete Guide Supercharge your Sales with Inbound Marketing: A Complete Guide
Supercharge your Sales with Inbound Marketing: A Complete Guide Luke Summerfield
 
Sales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud CustomersSales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud CustomersSalesChannel International
 
UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]
UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]
UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]HubSpot
 
Nail the sale: Tools and tactics for B2C sales
Nail the sale: Tools and tactics for B2C salesNail the sale: Tools and tactics for B2C sales
Nail the sale: Tools and tactics for B2C salesCity Unrulyversity
 
Developing Winning Business Strategy
Developing Winning Business StrategyDeveloping Winning Business Strategy
Developing Winning Business StrategyRufus Simmons III,MBA
 
Lean Launchpad introduction
Lean Launchpad introductionLean Launchpad introduction
Lean Launchpad introductionJolien Coenraets
 
Applied Marketing Research: An Introduction
Applied Marketing Research: An IntroductionApplied Marketing Research: An Introduction
Applied Marketing Research: An IntroductionKelly Page
 
Mind maps biochemistry fuel metabolism and nutrition
Mind maps biochemistry fuel metabolism and nutritionMind maps biochemistry fuel metabolism and nutrition
Mind maps biochemistry fuel metabolism and nutritionNicolas Lévy
 
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for Life
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeCustomer Retention Strategies: 5 Steps to Winning and Keeping Customers for Life
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeSalesChannel International
 
Integration of body fuel metabolism 2013
Integration of body fuel metabolism 2013Integration of body fuel metabolism 2013
Integration of body fuel metabolism 2013Atif Khirelsied
 
Chris Kneeland - Start Making Impressions Instead of Buying Them
Chris Kneeland - Start Making Impressions Instead of Buying ThemChris Kneeland - Start Making Impressions Instead of Buying Them
Chris Kneeland - Start Making Impressions Instead of Buying ThemINBOUND
 
Energy metabolism
Energy metabolismEnergy metabolism
Energy metabolismMartha Emde
 
B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)
B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)
B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)Babcock Jenkins
 

Destacado (20)

Understand the Customer
Understand the CustomerUnderstand the Customer
Understand the Customer
 
Supercharge your Sales with Inbound Marketing: A Complete Guide
Supercharge your Sales with Inbound Marketing: A Complete Guide Supercharge your Sales with Inbound Marketing: A Complete Guide
Supercharge your Sales with Inbound Marketing: A Complete Guide
 
Sales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud CustomersSales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud Customers
 
UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]
UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]
UNLIMITED ADVENTURES. UNLIMITED OPPORTUNITIES [INBOUND 2014]
 
Brochure modelo1
Brochure modelo1Brochure modelo1
Brochure modelo1
 
Md flux dx4 week 10
Md flux dx4 week 10Md flux dx4 week 10
Md flux dx4 week 10
 
Nail the sale: Tools and tactics for B2C sales
Nail the sale: Tools and tactics for B2C salesNail the sale: Tools and tactics for B2C sales
Nail the sale: Tools and tactics for B2C sales
 
Developing Winning Business Strategy
Developing Winning Business StrategyDeveloping Winning Business Strategy
Developing Winning Business Strategy
 
Zopa
ZopaZopa
Zopa
 
Lean Launchpad introduction
Lean Launchpad introductionLean Launchpad introduction
Lean Launchpad introduction
 
Electric markets
Electric marketsElectric markets
Electric markets
 
Lecture 1 applied marketing strategies
Lecture 1 applied marketing strategiesLecture 1 applied marketing strategies
Lecture 1 applied marketing strategies
 
Zopa
ZopaZopa
Zopa
 
Applied Marketing Research: An Introduction
Applied Marketing Research: An IntroductionApplied Marketing Research: An Introduction
Applied Marketing Research: An Introduction
 
Mind maps biochemistry fuel metabolism and nutrition
Mind maps biochemistry fuel metabolism and nutritionMind maps biochemistry fuel metabolism and nutrition
Mind maps biochemistry fuel metabolism and nutrition
 
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for Life
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for LifeCustomer Retention Strategies: 5 Steps to Winning and Keeping Customers for Life
Customer Retention Strategies: 5 Steps to Winning and Keeping Customers for Life
 
Integration of body fuel metabolism 2013
Integration of body fuel metabolism 2013Integration of body fuel metabolism 2013
Integration of body fuel metabolism 2013
 
Chris Kneeland - Start Making Impressions Instead of Buying Them
Chris Kneeland - Start Making Impressions Instead of Buying ThemChris Kneeland - Start Making Impressions Instead of Buying Them
Chris Kneeland - Start Making Impressions Instead of Buying Them
 
Energy metabolism
Energy metabolismEnergy metabolism
Energy metabolism
 
B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)
B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)
B2B vs. B2C: 10 Marketing Experts Have Their Say (SlideShare)
 

Similar a Entrepreneurial Selling: 5 Secrets to Sales Success

Rethinking Growth in the Digitally Disrupted Age of the Customer
Rethinking Growth in the Digitally Disrupted Age of the CustomerRethinking Growth in the Digitally Disrupted Age of the Customer
Rethinking Growth in the Digitally Disrupted Age of the CustomerSalesChannel International
 
Accelerating Growth by Accelerating Adoption of Cloud Services
Accelerating Growth by Accelerating Adoption of Cloud ServicesAccelerating Growth by Accelerating Adoption of Cloud Services
Accelerating Growth by Accelerating Adoption of Cloud ServicesSalesChannel International
 
Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
Digital Disruption -> The New Reality: Acronis Keynote_20.11.14Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
Digital Disruption -> The New Reality: Acronis Keynote_20.11.14SalesChannel International
 
InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...
InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...
InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...Katie Martell
 
Sales Operations for Early Stage Companies
Sales Operations for Early Stage CompaniesSales Operations for Early Stage Companies
Sales Operations for Early Stage CompaniesStephen Sweeney
 
Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...
Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...
Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...MarketingExperiments
 
Customer Strategy - Tourism Holdings
Customer Strategy - Tourism HoldingsCustomer Strategy - Tourism Holdings
Customer Strategy - Tourism HoldingsAndrea Tenconi
 
Selling and sales management gu aug 2017v2
Selling and sales management gu aug 2017v2Selling and sales management gu aug 2017v2
Selling and sales management gu aug 2017v2Mark Hocknell
 
ECRDA: Loan officer training - Session 1
ECRDA: Loan officer training - Session 1ECRDA: Loan officer training - Session 1
ECRDA: Loan officer training - Session 1Co-founder Ignitor
 
Sales Strategy in a Digitally Connected World
Sales Strategy in a Digitally Connected WorldSales Strategy in a Digitally Connected World
Sales Strategy in a Digitally Connected WorldVishal Sharma
 
Digital Marketing Summit Keynote
Digital Marketing Summit Keynote Digital Marketing Summit Keynote
Digital Marketing Summit Keynote Michael Leander
 
Startup Sales 101 (SalesMasters)
Startup Sales 101 (SalesMasters)Startup Sales 101 (SalesMasters)
Startup Sales 101 (SalesMasters)Dominik Suter
 
The 5 steps to Sales Dominance
The 5 steps to Sales DominanceThe 5 steps to Sales Dominance
The 5 steps to Sales DominanceLeadSimple
 
Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"
Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"
Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"SalesChannel International
 

Similar a Entrepreneurial Selling: 5 Secrets to Sales Success (20)

Rethinking Growth in the Digitally Disrupted Age of the Customer
Rethinking Growth in the Digitally Disrupted Age of the CustomerRethinking Growth in the Digitally Disrupted Age of the Customer
Rethinking Growth in the Digitally Disrupted Age of the Customer
 
Digital Transformation 6 Steps to Growth
Digital Transformation 6 Steps to GrowthDigital Transformation 6 Steps to Growth
Digital Transformation 6 Steps to Growth
 
Accelerating Growth by Accelerating Adoption of Cloud Services
Accelerating Growth by Accelerating Adoption of Cloud ServicesAccelerating Growth by Accelerating Adoption of Cloud Services
Accelerating Growth by Accelerating Adoption of Cloud Services
 
Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
Digital Disruption -> The New Reality: Acronis Keynote_20.11.14Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
Digital Disruption -> The New Reality: Acronis Keynote_20.11.14
 
InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...
InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...
InnovateEDU Bootcamp: 7 Questions Investors Will Ask About Your GoToMarket St...
 
Sales Operations for Early Stage Companies
Sales Operations for Early Stage CompaniesSales Operations for Early Stage Companies
Sales Operations for Early Stage Companies
 
The Buyers Journey
The Buyers JourneyThe Buyers Journey
The Buyers Journey
 
SalesKoch Playbook
SalesKoch PlaybookSalesKoch Playbook
SalesKoch Playbook
 
Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...
Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...
Repeatable Brand Strategy: How successful brands are outmaneuvering the compe...
 
Customer Strategy - Tourism Holdings
Customer Strategy - Tourism HoldingsCustomer Strategy - Tourism Holdings
Customer Strategy - Tourism Holdings
 
Selling and sales management gu aug 2017v2
Selling and sales management gu aug 2017v2Selling and sales management gu aug 2017v2
Selling and sales management gu aug 2017v2
 
ECRDA: Loan officer training - Session 1
ECRDA: Loan officer training - Session 1ECRDA: Loan officer training - Session 1
ECRDA: Loan officer training - Session 1
 
Lowes Sales Workbook
Lowes Sales WorkbookLowes Sales Workbook
Lowes Sales Workbook
 
Lowes Sales Workshop
Lowes Sales WorkshopLowes Sales Workshop
Lowes Sales Workshop
 
Lowes Sales Workshop
Lowes Sales WorkshopLowes Sales Workshop
Lowes Sales Workshop
 
Sales Strategy in a Digitally Connected World
Sales Strategy in a Digitally Connected WorldSales Strategy in a Digitally Connected World
Sales Strategy in a Digitally Connected World
 
Digital Marketing Summit Keynote
Digital Marketing Summit Keynote Digital Marketing Summit Keynote
Digital Marketing Summit Keynote
 
Startup Sales 101 (SalesMasters)
Startup Sales 101 (SalesMasters)Startup Sales 101 (SalesMasters)
Startup Sales 101 (SalesMasters)
 
The 5 steps to Sales Dominance
The 5 steps to Sales DominanceThe 5 steps to Sales Dominance
The 5 steps to Sales Dominance
 
Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"
Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"
Digital Disruption: 5 Steps to Capturing more of "Tomorrow's Clients"
 

Más de SalesChannel International

Sources of Growth: Transforming Moments of Truth in the Customer Journey
Sources of Growth: Transforming Moments of Truth in the Customer JourneySources of Growth: Transforming Moments of Truth in the Customer Journey
Sources of Growth: Transforming Moments of Truth in the Customer JourneySalesChannel International
 
Change or Die: Change is Difficult, but not changing is Fatal
Change or Die: Change is Difficult, but not changing is FatalChange or Die: Change is Difficult, but not changing is Fatal
Change or Die: Change is Difficult, but not changing is FatalSalesChannel International
 
Workplace Transformation: How to Survive the Cloud
Workplace Transformation: How to Survive the CloudWorkplace Transformation: How to Survive the Cloud
Workplace Transformation: How to Survive the CloudSalesChannel International
 
Sales Transformation: 5 Steps to Capture More UCS Customers
Sales Transformation: 5 Steps to Capture More UCS CustomersSales Transformation: 5 Steps to Capture More UCS Customers
Sales Transformation: 5 Steps to Capture More UCS CustomersSalesChannel International
 
Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’
Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’
Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’SalesChannel International
 
Sales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud CustomersSales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud CustomersSalesChannel International
 
Digital Transformation: 7 Steps to Sales Growth
Digital Transformation: 7 Steps to Sales GrowthDigital Transformation: 7 Steps to Sales Growth
Digital Transformation: 7 Steps to Sales GrowthSalesChannel International
 
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...SalesChannel International
 

Más de SalesChannel International (17)

Barriers to Transformation
Barriers to TransformationBarriers to Transformation
Barriers to Transformation
 
Sources of Growth: Transforming Moments of Truth in the Customer Journey
Sources of Growth: Transforming Moments of Truth in the Customer JourneySources of Growth: Transforming Moments of Truth in the Customer Journey
Sources of Growth: Transforming Moments of Truth in the Customer Journey
 
GTM Transformation
GTM TransformationGTM Transformation
GTM Transformation
 
Differentiate or Die
Differentiate or DieDifferentiate or Die
Differentiate or Die
 
GTM Masterclass Deck
GTM Masterclass DeckGTM Masterclass Deck
GTM Masterclass Deck
 
Change or Die: Change is Difficult, but not changing is Fatal
Change or Die: Change is Difficult, but not changing is FatalChange or Die: Change is Difficult, but not changing is Fatal
Change or Die: Change is Difficult, but not changing is Fatal
 
Workplace Transformation: How to Survive the Cloud
Workplace Transformation: How to Survive the CloudWorkplace Transformation: How to Survive the Cloud
Workplace Transformation: How to Survive the Cloud
 
Digital Disruption = Business Transformation
Digital Disruption = Business TransformationDigital Disruption = Business Transformation
Digital Disruption = Business Transformation
 
Business Transformation: 5 Steps to Growth
Business Transformation: 5 Steps to GrowthBusiness Transformation: 5 Steps to Growth
Business Transformation: 5 Steps to Growth
 
Sales Transformation: 5 Steps to Capture More UCS Customers
Sales Transformation: 5 Steps to Capture More UCS CustomersSales Transformation: 5 Steps to Capture More UCS Customers
Sales Transformation: 5 Steps to Capture More UCS Customers
 
Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’
Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’
Transformation Digitale: 5 Façons de Capturer plus de ‘Clients de Demain’
 
Sales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud CustomersSales Transformation: 5 Steps to Capture More Cloud Customers
Sales Transformation: 5 Steps to Capture More Cloud Customers
 
Digital Transformation: 7 Steps to Sales Growth
Digital Transformation: 7 Steps to Sales GrowthDigital Transformation: 7 Steps to Sales Growth
Digital Transformation: 7 Steps to Sales Growth
 
High Performance Teams
High Performance TeamsHigh Performance Teams
High Performance Teams
 
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...
Creating a Growth Culture: 5 Keys to Winning in an Increasingly Competitive D...
 
Cloud = Business Transformation
Cloud = Business TransformationCloud = Business Transformation
Cloud = Business Transformation
 
Re-Thinking Sales
Re-Thinking SalesRe-Thinking Sales
Re-Thinking Sales
 

Último

7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)tazeenaila12
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfJohnCarloValencia4
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023Steve Rader
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfHajeJanKamps
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 

Último (20)

7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdfAMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
AMAZON SELLER VIRTUAL ASSISTANT PRODUCT RESEARCH .pdf
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023NASA CoCEI Scaling Strategy - November 2023
NASA CoCEI Scaling Strategy - November 2023
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 

Entrepreneurial Selling: 5 Secrets to Sales Success