Today's buyers do their homework by researching solutions online long before you get a chance to talk to them. Be sure you do your homework, too. Don't put a prospective buyer in the "hot seat" by barraging them with questions to qualify the opportunity. Instead, establish connections to build the relationship.
Register now! Using a case study format, three highly respected thought leaders will demonstrate how to connect by:
1- Applying sales intelligence to ask the right questions
2 - Framing questions to spark interactive dialog
3 - Sharing personalized information resources to create conversation
2. Speakers
Roger Ciliberto Pete Gracey Cliff Pollan
North American Sales Director COO & Co-Founder CEO & Co-Founder
@OneSource4Sales @Peter_Gracey @cliffpollan
roger_ciliberto@onesource.com pgracey@agsalesworks.com cpollan@postwire.com
3. Establish Connections by:
1 Applying sales intelligence to ask the right questions
2 Framing questions to spark interactive dialogue
3 Sharing personalized information to create conversation
4. Case Study – Step Into These Shoes
• You sell security software
• Targeting company in financial vertical
• Want to create conversation to
motivate action
11. Do you stand out by having something
relevant to talk about?
• Corporate
Family?
• Revenues?
• Other News?
12. Is there a “Perfect Storm”?
Also recently hired a new Chief Risk Officer…..
The Perfect
Storm?
1. New CTO
2. New Chief Risk
Officer
3. Fiscal Year
End?
Have just entered into a NEW Fiscal Year…
27. Discuss Issues with Status Their Ideas for Steps to Launch
Quo Change Solution
Uncover Their Change Their Fears Needs of Larger
Motivations team
Useful 3rd Party research Case studies Free trial/Live
Content Educational Expert interviews demo
webinars FAQs Planning checklist
White papers ROI calculator
1. See the 2. Commit to a 3. Plan out the
problem solution path change
Status Quo Closed Deal
31. Sales Conversation Cheat Sheet
• Content Details – Title, Author, etc.
• Target Prospect - Who is it for and why
• Content Insights - What can you teach
• Sales Conversation – What are prompts and goals
Developed by Ardath Albee – Marketing Interactions
Her book – eMarketing Strategies for the Complex Sale
http://www.marketinginteractions.com/
32. Use content to ask the right questions to
clarify your prospect’s buying vision.
35. Create Conversations –
You are not alone
• Context - Only 30% of all companies align
their governance plans with an end user
adoption strategy
• Question - Are you concerned that good
governance could hurt user adoption?
36. Put content in context of your buyer’s
top 3 pain points.
38. Create Conversations –
You are not alone
• Context - Only 29.6% of those not using a
tool have an operational change manager
model in place vs. 69.7% for those who use
3rd party tool.
• Question - Has it been hard to put a
compliance model in place?
43. Discuss Issues with Status Their Ideas for Steps to Launch
Quo Change Solution
Uncover Their Change Their Fears Needs of Larger
Motivations team
Useful 3rd Party research Case studies Free trial/Live
Content Educational Expert interviews demo
webinars FAQs Planning checklist
White papers ROI calculator
1. See the 2. Commit to a 3. Plan out the
problem solution path change
Status Quo Closed Deal
44.
45. Sales Conversations, NOT Interrogations
Roger Ciliberto Pete Gracey Cliff Pollan
North American Sales Director Co-Founder CEO & Co-Founder
@OneSource4Sales @Peter_Gracey @cliffpollan
roger_ciliberto@onesource.com pgracey@agsalesworks.com cpollan@postwire.com
www.onesource.com www.agsalesworks.com www.postwire.com
Call me: 978-318-4398 Call me: 781-702-6999 Call me: 781-350-3416