LIVE

How You Sell Matters

How You Sell Matters

2

65% Source: Forrester

Source: ITSMA

Source: Rain Group

Setting the Buying Vision

Context

Conversation Content

Bring clarity & Motivate change

1. See the problem

2. Commit to a solution path

3. Plan out the change

Closed Deal Status 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

Jul-13 © IDC For Internal Use Only. Not for Distribution without IDC Permission.

How Do Sales Teams Need to Evolve?

8

Sales Needs to: Add more value to the

individual buyer: – Communicate a vision; – Be a trusted advisor.

Pre-90s 90s 2000s 2010+

IT’S  ALL  ABOUT...

IT’S  ALL  ABOUT...

THE BUYER ME

Selling Focus

Product Solution Company’s business need(s)

Individual  buyer’s  business & professional needs

Knowledge Transfer

Collateral (hard copy)

Trans-parencies

1 to Many Web Site

Collateral (soft copy)

PowerPoint

Sales enablement

Targeted Web content

Rapid Customer enablement

Customized workspace

Interaction Snail mail In-Person Phone

Email Mobile

Conference call

Mobile Text

Instantaneous or asynchronous Social media Telepresence

Leverage new channels to learn, prepare, interact. . . Intelligent Interaction

Provide relevant and focused knowledge and insight for the individual buyer and the buying team

Examples

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

Leads fromEmail

Automation

Start with the most basic pain point.

Nurture

Start Teaching

http://headrush.typepad.com/

Teach them the basics.

Kathy Sierra

• 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

• 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

• 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

Teaching Via Email

• 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 DifferentWays to Email

• 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 DifferentWays to Email

BAD

OK

GOOD

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.

5 x 5

5 emails5 day intervals

Initial Outreach

Provide Value / Build Trust

Ask them / Show you care

Sell

Getting StartedDeal Stage

What’re we communicating? Template Name

What’s the call to action? Next Step?

ProspectingHigh 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 StudyReview the case

studiesPhone Call

....

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

Leads fromEmail

Automation

Follow Up

Nurture

Great Templates

✓Are Short

✓Have a clear call to action

✓Reminds you to {{PERSONALIZE}}

✓Are Short (this is really important)

Initial Outreach

The“Follow Up”

MeetCallDemo

$$$

InboundLeads

Leads fromEmail

Automation

Set Up Meetings

Nurture

Questions

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.

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