Top 10 Sales Insights of the Sales Masterclass @Headroom october 2018.

1. TERRY’S
TOP 10 SALES INSIGHTS

2. NR. 10

3. FORGET

13. NR. 9

14. GA VOOR:
“THE MUTUAL FIT”

15. Harde
criteria
MensenBedrijf
IDEALE KLANT
Zachte
criteria

16. Can we win it?
Don’t bid
X
Pull the plug
X
Don’t bid / Low cost bid
X
Over resourced opportunities
X
The perfect opportunity
XDowewantit?

17. NR. 8

18. VERSCHILLENDE MENSEN
VERSCHILLENDE BELANGEN

19. STRATEGIC SELLING
Miller & Heiman
Buying Influences Economic
influence
User
influence
Technical
Influence
Coach

20. NR. 7

21. PROBLEEM
ECHTE PROBLEEM

22. NR. 6

23. EDUCATE
YOUR TARGET AUDIENCE

24. Expert

25. Expert
Challenger

28. NR. 5

29. DE WEEKLY SALES MEETING
IS DE HARTSLAG VAN DE
ORGANISATIE

32. HET WORDT
VOORSPELBAAR

33. NR. 4

34. SPECIALIZE!

35. 1 & 2 : Sales
Development
(Qualifiers)
SPECIALIZE YOUR FOUR CORE SALES ROLES
3 : Account
Executives
(Closers)
4 : Customer Success /
Account Management
(Farmers)
Inbound leads
(from webinars, word of mouth, SEO)
go only to Inbound team
Qualified
opportunities
New
customers
2. Inbound
reps
1. Outbound
reps

36. NR. 3

39. NR. 2

41. NR. 1

43. 10. FORGET HOLLYWOOD
9. GA VOOR “THE MUTUAL FIT”
8. VERSCHILLENDE MENSEN - VERSCHILLENDE BELANGEN
7. PROBLEEM & ECHTE PROBLEEM
6. EDUCATE YOUR TARGET AUDIENCE
5. HARTSLAG VAN JE ORGANISATIE
4. SPECIALIZE
3. VRAGEN STELLEN!
2. TRAIN
1. HAVE FUN

44. Terry van den Bemt
terry@saleslift.co
+31 6 11 03 62 93
www.saleslift.co