Ever wonder why some close more sales than others? This presentation shares the keys about why it's more than just your personality! Sales consultant and expert Dave Stein, the CEO of ES Research shares what it takes to win more business.
7. Second, Third, and Fourth?
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Photo source: TheCenterforSalesStrategy.com
8. 5 Secrets to Better Sales Engagement
How does the ‘Highly Informed
Buyer’ changing today’s sales
cycle?
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9. What’s Different
Starting research much earlier, on their own
Often have a buying process
Want access to SMEs (through sales people)
Thought-leaders can gain and maintain access
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10. 5 Secrets to Better Sales Engagement
What is the importance of having
the right sales assets (e.g. blogs,
white papers, case studies)
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11. Content Rules!
Identify buying paths
Identify buying personae
We know what they are interested in
Nurture/support customer through decision process
So… Where is that content?
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12. 5 Secrets to Better Sales Engagement
What is the right role for
technology to take in today’s sales
environment?
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13. Sales Enablement
Many tools
Hype cycle
We like Sales Process Automation solutions
The TAS Group’s Dealmaker
White Springs
Revegy
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14. 5 Secrets to Better Sales Engagement
What is your best advice for
salespeople?
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15. Three Imperatives for Salespeople
Financial/business acumen
Political selling
Learn how to barter your assets
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16. 5 Secrets to Better Sales Engagement
Can salespeople maximize the
value of their time with prospects?
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20. 5 Secrets to Better Sales Engagement
QUESTIONS?
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21. Today’s Homework Assignment!
Think about your current sales pipeline and
determine how you can put Dave’s advice into
practice
Sign up for a free sales effectiveness consultation
with one of Tellwise’s sales experts
By email
Or tweet #5Salessecrets
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