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Matt Dixon - The Challenger Sale: Driving Sales Growth by Taking Control of the Customer Conversation

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/matt-dixon

Session Overview
It isn’t what you sell but how you sell it- the sales process- that gives the buying experience. Matt Dixon explains the different kind of buying in today’s world and how that relates to the biggest driver in customer loyalty.

Matt then takes you through the five sales rep profiles found in a company and discusses how the Challenger sales rep is the most likely to win. Why? Find out how the Challenger sales rep profile successfully creates the right customer buying experience to win customer loyalty, and how to create a Challenger organization.

Publicado en: Empresariales
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Matt Dixon - The Challenger Sale: Driving Sales Growth by Taking Control of the Customer Conversation

  1. 1. Ryan Bott @gosalesforce rbott@myinsidesales.com
  2. 2. Ryan Bott @gosalesforce rbott@myinsidesales.comRyan Bott @gosalesforce rbott@myinsidesales.com WIN MORE Applying the Challenger Sales Steps to Your Inside Sales Presentation
  3. 3. Ryan Bott @gosalesforce rbott@myinsidesales.com Who is Ryan? • He scaled enterprise sales teams from 6 to 350 in 24 months • Built a $40M run rate business selling to CIOs over the phone. ASPs of $250k. 30 Inside Account Excecs/Lead Gen globally. • Currently running 15% month over month during last year at Gild. 15 Inside Account Execs. Low Churn, high MRR. • Has only missed one quarter in 5 years (98%) with high growth tech companies.
  4. 4. Ryan Bott @gosalesforce rbott@myinsidesales.com is it YOU? Appointment set 5 min pre- scramble Weak Introductions You ask, “What keeps you up at night?” Status Quo Demo 30 second post- scramble to close
  5. 5. Ryan Bott @gosalesforce rbott@myinsidesales.com iS it YOU? Appointment set 5 min pre-scramble Insincere Introductions “What keeps you up at night?” Demo 30 second post- scramble to close we say: “They weren’t really looking to buy” “They wanted x integration” “Our competitor was 20% less”
  6. 6. Ryan Bott @gosalesforce rbott@myinsidesales.com iS it YOU? Appointment set 5 min pre-scramble Insincere Introductions “What keeps you up at night?” Demo 30 second post- scramble to close they hear: “LAME” “WEAK”
  7. 7. Ryan Bott @gosalesforce rbott@myinsidesales.com Nobody expects a perfect product. What they do expect is a perfect sales interaction, and it’s up to you to step up and deliver.
  8. 8. Ryan Bott @gosalesforce rbott@myinsidesales.com PERSPECTIVE What do they know about you?* -10% will visit your site before the demo -50% will visit during the demo -30% will visit after the demo 93% of your listeners have studied the space and know what they want BUT have no idea why you’re better. *independent analysis of 500 companies, 2013
  9. 9. Ryan Bott @gosalesforce rbott@myinsidesales.com it IS YOU? Appointment set 5 min pre- scramble Weak Introductions You ask, “What keeps you up at night?” Status Quo Demo 30 second post- scramble to close
  10. 10. Ryan Bott @gosalesforce rbott@myinsidesales.com 5 min pre-call Make Powerful Introductions Teach 3 things. LISTEN. Reframe Tell the Story and let slides follow Frame the pricing discussion Assign the Close Applying the CHALLENGER SALE to the INSIDE
  11. 11. Ryan Bott @gosalesforce rbott@myinsidesales.com Step 1: Pre Call “Before our call tomorrow I wanted to make sure we make the most use of your time… who will be on the call? …off the record, who will be calling the shots?...we won’t just jump in to a demo until we talk about x, can you let (in charge) know and ping me if that is a problem?” Backout: “I apologize. It sounds like I have miscommunicated and we should schedule this for another time.” Memorize EVERY name and voice instantly Take a note of something unique from each person. Come prepared with the pre-call data and something unique from your homework. Step 2: Powerful Intro
  12. 12. Ryan Bott @gosalesforce rbott@myinsidesales.com Step 3: Teach & LISTEN “There are three things that are changing (your customer’s) behavior” (Draw those on your slideware) “How are those impacting your business?” (write down what you hear them say) “…successful companies have made this one change and seen x results.” “(name), I can’t solve these (cross out items), but I can solve these (circle their items). Is that enough?” Step 4: Reframe
  13. 13. Ryan Bott @gosalesforce rbott@myinsidesales.com Step 5: Tell a Story without slides Start with how you are solving the problems you and they stated in the reframe. “It turns out that (problem) efficiently analyzing data is not that easy…” Show the result (the Who Slide) of how you came about at the end of the problem.
  14. 14. Ryan Bott @gosalesforce rbott@myinsidesales.com
  15. 15. Ryan Bott @gosalesforce rbott@myinsidesales.com Step 7: Assign the Close “Jason, can we have your business?” “We have made some great commitments that you’ll be moving forward with us. John, who in this rom will be getting approval on the contract?” “…This sounds like a pricing discussion, do you want to have that now?” “The next part of this conversation is a pricing discussion, is everyone in the room that needs to be part of that? Who else needs to be part of this and when do you want to have it?” Step 6: Frame the Pricing Discussion
  16. 16. Ryan Bott @gosalesforce rbott@myinsidesales.com
  17. 17. Ryan Bott @gosalesforce rbott@myinsidesales.com WHAT does it TAKE? 50 times5 times 500 times of practice
  18. 18. Ryan Bott @gosalesforce rbott@myinsidesales.com 5 min pre-call Make Powerful Introductions Teach 3 things. LISTEN. Reframe Tell the Story and let slides follow Frame the pricing discussion Assign the Close In SUMMARY

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