A Trail Of Dead Sales People

1. 1 A TRAIL OF DEAD SALES PEOPLE:when do buyers finally show up? Presented by: Sharon Drew Morgen www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

5. 4 The shifting role of sellers Knowing need is not enough: Buyers understand need, know choices Buying journey stages unknown Technology taking over our jobs Brought in too late Marketers finding inappropriate leads www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

7. GREET target person, seek appointment, discuss needs/solution;

8. DATA develop presentation, position solution details, pitch;

9. MANAGE develop and manage relationships, meet the team, follow up

10. NEGOTIATE solution relevance/details, price, buying process, competition

14. GREET put together their Buying Decision Team, call us when ready

15. DATA all data available online

16. MANAGE make their own decisions

17. NEGOTIATE chooses vendor and defines the terms

20. Reduces sales job to responding to online activities

21. Deletes much of influencing and persuading activities

24. Following buyers online activity

25. Closing and negotiating

26. Taking calls from informed buyers.

27. Creating relationships with few buying team members

28. Reduced to merely correcting misconceptions, highlighting important bits, making relevant

31. Personal relationships play a smaller role

32. No control or influence over choices

33. Brought in late in the sales cycle/little impact

34. Buyers showing up with choices made

35. Marketing bringing in quantity, not quality

39. Help buyers line up decision issues outside of technology

40. Become a true Trusted Advisor and come in earlier

41. Technology not in this area yet

42. Influence the buying decision journey

43. Get onto Buying Decision Team

46. Helps buyers navigate through change issues

49. Not gathering data; be GPS

50. Encourage group decision making

51. Avoid solution discussion until decisions made

52. Facilitate decision making, not influencing purchase

54. 15 Journey to success 1. Make contact from marketing lead (or cold call, etc.) 2. Start facilitating decision making, not seeking appointment or discussing solution 3. Lead buyers through their decision making issues 4. Help buyers set up Buying Decision Team 5. Help buyers notice buy-in problems 6. Suggest sites, solutions, problem management choices 7. Agree how to move forward, together www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

55. 16 Would you rather sell? Or have someone buy? Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701 512-457-0246 sharondrew@newsalesparadigm.com www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com www.facilitatingbuyin.com Developer of Buying Facilitation™Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen © 2010, Morgen Facilitations Inc.

A Trail Of Dead Sales People

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