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Voice of the Prospect: The Future of Sales

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Voice of the Prospect: The Future of Sales

  1. 1. Want the slides? info.peoplemetrics.com/richardson THE FUTURE OF SALES
  2. 2. Are you prepared?
  3. 3. Your customer is changing.
  4. 4. Connected.
  5. 5. Informed.
  6. 6. Empowered.
  7. 7. ENSURING VALUE
  8. 8. You physically cannot be in every sales meeting to ensure value.
  9. 9. So you train…
  10. 10. But is it working?
  11. 11. If you are training for this…
  12. 12. Don’t get stuck with this.
  13. 13. WHAT YOU CAN DO
  14. 14. Don’t you wish you could know…
  15. 15. Don’t you wish you could know… How your sales meetings are really going?
  16. 16. Don’t you wish you could know… How your sales meetings are really going? If your sales reps are truly adding value?
  17. 17. Don’t you wish you could know… How your sales meetings are really going? If your sales reps are truly adding value? Where to focus your coaching and training?
  18. 18. Get inside the minds of your prospects.
  19. 19. Ask them about their experience after key interactions.
  20. 20. How does this work? It sounds like magic.
  21. 21. How does this work? It sounds like magic.
  22. 22. Prospect has experience and takes a 1 minute survey.
  23. 23. Prospect has experience and takes a 1 minute survey. Alerts are generated.
  24. 24. Prospect has experience and takes a 1 minute survey. Alerts are generated. You take action.
  25. 25. Prospects can answer one of three ways.
  26. 26. Prospects can answer one of three ways. You receive alerts based on their answers.
  27. 27. Prospects can answer one of three ways. You receive alerts based on their answers. Then, you tailor your approach to their response.
  28. 28. Positive
  29. 29. High Five
  30. 30. Positive Everything is going well and your pipeline forecast is accurate.
  31. 31. Negative
  32. 32. Negative Course Correct
  33. 33. Course correct and save the deal. Negative
  34. 34. Non-response
  35. 35. Touch Base
  36. 36. Non-response Reach out more proactively and discount pipeline forecast.
  37. 37. SHOW ME THIS MAGIC
  38. 38. https://www.people- metrics.com/es.asp?gs=7dce47AMjaxc1jmKWu1HatfvbW9hBq95xpodOZDocu6kDpJOrOwAk7aZ https://www.people- metrics.com/es.asp?gs=7dce47AMjaxc1jmKWu1HatfvbW9hBq95xpodOZDocu6kDpJOrOwAk7aZ
  39. 39. LESSONS LEARNED
  40. 40. 1 year of beta testing this concept.
  41. 41. 1 year of beta testing this concept. We focused on high-touch, complex sales.
  42. 42. #1: PROSPECTS RESPOND
  43. 43. In the beginning, we had a pretty good average response rate of 23%.
  44. 44. In the beginning, we had a pretty good average response rate of 23%. But, we knew we could do better.
  45. 45. We introduced an innovative email invite.
  46. 46. And the response rate went up.
  47. 47. And the response rate went up. 12 points to 35%!
  48. 48. #2: BEHAVIORS DRIVE VALUE
  49. 49. Being a good listener and well prepared is the price of admission.
  50. 50. Being a good listener and well prepared is the price of admission. Being knowledgeable and consultative are the meeting value drivers now.
  51. 51. The unique and unexpected is what will win the deal.
  52. 52. Proactive Consultative Knowledgeable Went Above and Beyond Well Prepared Good Listener Value The PeopleMetrics Sales Value Model
  53. 53. Proactive Consultative Knowledgeable Went Above and Beyond Well Prepared Good Listener The PeopleMetrics Sales Value Model Value
  54. 54. Value The PeopleMetrics Sales Value Model Proactive Consultative Knowledgeable Went Above and Beyond Well Prepared Good Listener
  55. 55. Value The PeopleMetrics Sales Value Model Proactive Consultative Knowledgeable Went Above and Beyond Well Prepared Good Listener
  56. 56. “Kate, Alayna, and Xand are very knowledgeable and have taken the time to understand our needs and objectives. Time well spent!” C Spire Wireless Customer Satisfaction Analyst
  57. 57. “Kate, Alayna, and Xand are very knowledgeable and have taken the time to understand our needs and objectives. Time well spent!” C Spire Wireless Customer Satisfaction Analyst
  58. 58. “In a short time frame, I was able to get a high level overview of PeopleMetrics' offering. Both Kate and Xand were interested in my company's situation, knowledgeable and understood the need. The dialogue was very supportive and friendly.” MetLife HR Partner
  59. 59. “In a short time frame, I was able to get a high level overview of PeopleMetrics' offering. Both Kate and Xand were interested in my company's situation, knowledgeable and understood the need. The dialogue was very supportive and friendly.” MetLife HR Partner
  60. 60. Value Proactive Consultative Knowledgeable Went Above and Beyond Well Prepared Good Listener The PeopleMetrics Sales Value Model
  61. 61. “Great knowledge of products and service being presented. Took the time to provide clear feedback to questions and asked questions we might have not thought to answer and provided reasons why these are areas to understand. Great overall presentation and provided a clear picture of what is offered, and can be of added value to our team.” Senior VP City National Bank
  62. 62. “Great knowledge of products and service being presented. Took the time to provide clear feedback to questions and asked questions we might have not thought to answer and provided reasons why these are areas to understand. Great overall presentation and provided a clear picture of what is offered, and can be of added value to our team.” Senior VP City National Bank
  63. 63. #3 AMAZE YOUR PROSPECTS
  64. 64. Value The PeopleMetrics Sales Value Model Proactive Consultative Knowledgeable Went Above and Beyond Well Prepared Good Listener
  65. 65. Good is not good enough anymore, reps need to be great to add true value
  66. 66. Good is not good enough anymore, reps need to be great to add true value “Top Box” scores on overall meeting value drives likelihood to close.
  67. 67. A rep who goes Above and Beyond is at a distinct advantage over those who don’t.
  68. 68. “We received a book that was mentioned [during the conversation] in the mail. After our second meeting we received additional information regarding a specific question that was asked.” First National Bank Marketing Leader
  69. 69. “We received a book that was mentioned [during the conversation] in the mail. After our second meeting we received additional information regarding a specific question that was asked.” First National Bank Marketing Leader
  70. 70. “Just simply went above and beyond to circle back around and make sure we understood the value that PeopleMetrics can bring. Not just to sell a service, but to truly explain and adapt while speaking to us how we could work together as a team.” Senior VP City National Bank
  71. 71. “Just simply went above and beyond to circle back around and make sure we understood the value that PeopleMetrics can bring. Not just to sell a service, but to truly explain and adapt while speaking to us how we could work together as a team.” Senior VP City National Bank
  72. 72. #4: POTENTIAL MASSIVE ROI
  73. 73. There is immediate ROI in consistently reaching out for prospect feedback.
  74. 74. There is immediate ROI in consistently reaching out for prospect feedback. Our beta testing clients have saved millions of dollars of deals using course correct alerts alone.
  75. 75. “The team did a nice job of answering our questions overall and tailoring the presentation to our request. Marketing EVP Eli Lilly
  76. 76. “The team did a nice job of answering our questions overall and tailoring the presentation to our request. The meeting was valuable but the lack of interface to a CRM system is not ideal for Lilly from a long-term solution upon our internal team debrief.” Marketing EVP Eli Lilly
  77. 77. One deal saved can pay for this program… …completely.
  78. 78. One deal saved can pay for this program… …completely.
  79. 79. A FINAL WORD…
  80. 80. Close More Sales
  81. 81. Close More Sales Optimize Training Dollars
  82. 82. Close More Sales Optimize Training Dollars Improve Accuracy of Forecasts
  83. 83. Close More Sales Optimize Training Dollars Improve Accuracy of Forecasts Show Prospects What You Are Like to Work With
  84. 84. Close More Sales Optimize Training Dollars Improve Accuracy of Forecasts Show Prospects What You Are Like to Work With
  85. 85. What is VoP don’t be this. Embrace the future,
  86. 86. Be this.
  87. 87. THANK YOU
  88. 88. HOW TO REACH ME Sean McDade, CEO @smcdade sean.mcdade@peoplemetrics.com www.peoplemetrics.com Want the slides? info.peoplemetrics.com/richardson

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