SlideShare une entreprise Scribd logo
1  sur  28
Télécharger pour lire hors ligne
Why You Should Let Your
Buyer Design Your Sales
Organization
Craig Rosenberg
blog.topohq.com
@funnelholic
TOPO
“The best sales leaders understand
that they have to have the right
people, the right behaviors, the right
technology, the right coaching and
infrastructure to be able to sell how
their customers want to buy”
Dave Stein
TOPO
“Sophisticated customers are not
interested in traditional sales
models. They demand faster, more
seamless, and even enjoyable sales
experiences.”
Homayoun Hatami, McKinsey
TOPO
Sales Leaders who adopt a buyer-centric
sales philosophy are thriving:
• Exceed their revenue goals: 150% of
quota
• Job security: 3-4 year job cycles
Sales Benchmark Index
TOPO
“Companies that provide great
buying experiences grow >2X
faster than companies that provide
average experiences”
TOPO
TOPO
Understand the Buyer and the Buying
Process
Image by wilgengebroed
TOPO
Truly understand the buyer
© 2013 TOPO
Buyer Demographics
1. Who are you personally (married, children, etc)?
2. What’s your background and career path?
3. How long have you been at your current job?
4. What industry is your company in?
5. How many employees does your company have?
Buyer Role
6. What is your role in the organization?
7. What is your title?
8. What are your responsibilities?
9. What skills do you possess?
10. Who are you accountable to?
11. What does your team look like?
Buyer Psychology
12. What are you most excited about at work?
13. What are your main opportunities (biggest)?
14. What are your main challenges (biggest)?
15. Do you like to make things happen?
16. What motivates you to make something happen?
17. What defines success in your role?
18. Are you optimistic or pessimistic about work?
Day in the Life
19. What does a typical day look like?
20. How would you describe your work environment?
21. What obstacles do you commonly encounter?
22. Who do you interact with the most?
23. What’s your preferred mode of communication?
24. What tools do you use at work?
25. How do you gather information to make decisions?
Purchasing Decisions
26. How would you describe the way you buy products?
27. What are the major phases of a purchasing process?
28. What’s an example of a purchase you recently made?
29. Who is responsible for purchasing decisions?
30. Who influences purchasing decisions?
31. What causes you to begin a purchasing process?
32. What criteria do you use to evaluate products?
33. What causes you to purchase a product?
34. What causes you to purchase one product over another?
35. Is product, price, or service more important?
36. How long does it take to make a purchase?
37. What information is valuable to you during a purchase?
38. How do you prefer to consume that information?
39. How do you prefer to interact with vendors?
40. How can vendors help you the most?
TOPO
Demographics
Gemma Hodge, Office Manager
25 year old millennial
Works at 30 person CAD engineering firm
Likes her job and the CEO, but it’s only a job
Buyer Role
Does a lot of different things at the office
Primary role as office administrator
Also acts as CEO’s admin
Spends time on accounting and HR stuff as well
Helps CEO with special, tactical projects
Has experience buying mission critical technology
Psychology
Really likes her job
But it’s not what defines her – she has a life
Still takes immense pride in her work
Wants to do the best she can within work hours
Feels like the CEO really depends on her
Values personal support she provides to him
Day in the Life
Office admin activities take up a lot of time
Also spends time on bookkeeping and HR
Can get buried with accounting some times
Is on call to support CEO whenever required
When assigned a project, spends a lot of time on it
Takes work hours very literally
Does not take work home with her
Purchasing
Is not the ultimate decision-maker
Plays support role to CEO/management
She does have strong influence over decision
Triggered by service outage, big bill, K expiration
Question 1 – is service reliable?
Question 2 – how big will the bill be?
Question 3 – how long will it take to get going?
Gathers facts and presents to CEO
Comparison shopping is important to her
Needs simple service level guarantee
Needs to present workable economics to CEO
Needs process to be straightforward and easy
Values straightforward, responsive salespeople
Small Business
Office Manager
TOPO
Awareness Consideration Purchase
Phase Identification Requirements Comparison Shortlist Negotiate Purchase
Objective Identify problem
or opportunity
requiring
attention
Understand
requirements and
business case
Find products that
can meet
requirements
Shortlist products
that meet
requirements
Negotiate best
terms for product,
price, and support
Purchase product
and quickly move
to rollout
Key Activities Managing
business
Event or trigger
occurs
Problem or
opportunity ID
Decide to pursue
issue
Identify stake-
holders
Gather
requirements
Formalize
requirements
Develop business
case
Understand
solution universe
Evaluate universe
of products
Focus on product,
price, support
Refine
requirements
Develop shortlist
of options
Conduct detailed
evaluation
Deep dive on
product, price,
support
Develop initial
recommendation
Make final
recommendation
Create deal
“strawman”
Negotiate key
terms
Submit for
internal approval
Make final
purchase decision
Execute signed
agreement
Move to rollout/
implementation
Information
Consumed
General
information
Market
Information
Stakeholder input
Analyst research
Whitepapers
Peer input
Product sheets
Videos
Demo
Demo
Trial
References
Business case
Contract
Contract
Rollout plan
Communication
Used
Internal
collaboration
Internet
Internal
collaboration
Internet
Email
Internet
Phone
Phone
Email
Internet
Phone
Email
Phone
Email
Move to Next
Phase When…
Problem/ opp
identifed
Final
requirements and
business case
Shortlist
completed
Comparison
completed
Material terms
negotiated
Agreement
executed
Map the Buying Process
TOPO
“Evaluate and assess how the selling process overlaps
with the buying process. If an organization finds that
60 percent of the sales process maps to the buying
process, then the other 40 percent is a gap that
needs to be addressed.”
Dave Stein
Photo by Brendan Lynch TOPO
Phases of the Inside Sales Process
Buying Stages
Problem
Identification
Understand
Requirements
Compare
Vendors
Shortlist
Vendors
Negotiation
Purchase
Decision
Sales Stage Approach
Qualify, Agree
on Need, Sell
XO
Presentation Refine Negotiation Close
Description
Approach
buyer with
goal of setting
meeting
Gather
requirements;
agree on
solution
Present first
proposal; set
next meeting
Present final
solution based
on feedback
Negotiate key
terms; enter
order
Executed SOA
and paperwork
received
Factor 1% 10% 25% 50% 75% 90%
TOPO
Buyer-Centric Sales Plays
TOPO
Awareness
Issue/Question Why do I need this product?
Messaging
Soundbyte(s)
“Buyers prefer to consume content then
listen to a sales person”
“Legacy selling approaches are not as
effective today?
Sales Play Focus on the problem
Understand current environment
Deliver “Changing Buyer” preso
Send Ultimate Guide to Content Selling
Content The Changing Buyer (Preso)
The Ultimate Guide to Content Selling
(Preso)
Process Next Step -Identify persona in CRM for nurturing
-Set Follow
Prospect advances
when
They identify there is a problem
Build Plays for Each Buying Step
TOPO
Design buyer-responsive plays
Buyer
Stage
Buyer
Activity
Status Quo
Understand
Requirements/
Options
Engage Vendor(s)
Identify
Problem/Opportu
nity
Make
Decision/Purchase
1personsupportorg
UsingGmail/GoogleDocs
Workloadgrowingfast
Numberofticketsgrowing
2peoplenowworkingsupport
Newemployeenotself-sufficient
Twopersonworkflowisissue
Newemployeeneedstosolve
CollectsbasicinfousingGoogle
Talkstopeers–valuesthis
Corefeaturesidentified
Gatherspricingdata
Focusesoneaseofuse
Developsvendorshortlist
Createsvendorevaluationplan
Visitsleadingvendor’ssite
Signsupfortrial
Justneedsittowork
Startsusingtrial
Noothertrials
Takescall/emailfromsales
Abletosatisfycoreusecase
Takes2ndcallfromsales
Buyerdecidestopurchase
Enterscreditcardinfo
Buyerbecomescustomer
Play Provide primary contact with champion content that allows contact to
guide, influence, and dictate internal meeting
1 27
Internalmeetingon
finaldecision
Details Champion content is a toolkit that provides buyers with short preso, talking
points, and due diligence checklist to show all work that’s been done as
part of eval
Why CEO will make final decision, but has not been engaged thus far – need to
arm primary contact with tools to get CEO over finish line
Owner Marketing owns creation of content; inside sales owns delivery/training
Champion
Content Play
© 2013 TOPO
TOPO
Buyer-Centric Messaging Design
Photo by Todd Hansen
TOPO
Messaging Design
Industry/
Persona
Challenges Solution Benefits Company
Persona #1
Persona #2
Persona #3
Persona Based Messaging
TOPO
Content Design
Image by 10ch TOPO
"In the future, a great piece of content will out-sell
the average sales rep.”
Greg Alexander, Sales Benchmark Index
Image by TexasEagle TOPO
Sales Stage Approach
Qualify, Agree
on Need,
Presentation Refine Negotiation Close
Buying
Stage
Problem
Identification
Understand
Requirements
Compare
Vendors
Shortlist
Vendors
Negotiation
Purchase
Decision
Persona #1 • Changing
Buyer
• Content
Selling 101
Persona #2 • Executive’s
guide to
Content
Selling
• 10 Habits of
Top Sales
Leaders
Content mapping happens here
Content and Sales Process Mapping
TOPO
Organizational Design
Image by Marcel Douwe Dekker TOPO
“The key for sales leaders is to look
at the buyer variables that will
impact their ability to be successful.
How do their buyers want to buy?
Do their buyers utilize online
resources to educate themselves?
Do their buyers feel comfortable
communicating over phone or
email? Can their buyers be educated
over phone or online?”
Trish Bertuzzi, The Bridge Group Inc
TOPO
Hiring Design
Image by Justin Cormack TOPO
“We…literally need to
convince prospects to turn
their sales and marketing
process on its head. To do so…
Sales reps need to be
sophisticated enough…[Based
on this criteria} we started off
by writing down a set of
attributes that we thought
would be important, and used
these during interviews to
evaluate candidate”
TOPO
The Hiring Profile/Scorecard
TOPO
Technology
TOPO
TOPO
The Social Selling Question
TOPO
Questions?
TOPO
© 2013 TOPO
blog.topohq.com
@funnelholic
We design and deliver remarkable buying experiences

Contenu connexe

Tendances

How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)Heinz Marketing Inc
 
Sales training course 2020 - START SELLING
Sales training course 2020 - START SELLINGSales training course 2020 - START SELLING
Sales training course 2020 - START SELLINGFraser Hay
 
Development of a Sales Presentation
Development of a Sales PresentationDevelopment of a Sales Presentation
Development of a Sales PresentationRon Simeral
 
Sales Techniques for Corporate Events & Conferences by Mario Kanaan
Sales Techniques for Corporate Events & Conferences by Mario KanaanSales Techniques for Corporate Events & Conferences by Mario Kanaan
Sales Techniques for Corporate Events & Conferences by Mario KanaanMario Kanaan
 
17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next LevelRAIN Group
 
Improve your sales performance
Improve your sales performanceImprove your sales performance
Improve your sales performanceSelf-employed
 
Heinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity ModelHeinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity ModelHeinz Marketing Inc
 
What is Startup Marketing?
What is Startup Marketing?What is Startup Marketing?
What is Startup Marketing?April Dunford
 
Taking Your Sales Process Inbound
Taking Your Sales Process InboundTaking Your Sales Process Inbound
Taking Your Sales Process InboundHubSpot
 
The miller heiman prospecting guide - best practices
The miller heiman   prospecting guide - best practicesThe miller heiman   prospecting guide - best practices
The miller heiman prospecting guide - best practicesJorge Hilário
 
Sales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement SuccessSales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement SuccessHeinz Marketing Inc
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting SBI | Sales Benchmark Index
 
Sales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociableSales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociableDalia Asterbadi
 
B2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & PerceptionsB2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & PerceptionsHeinz Marketing Inc
 
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkDelivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkHeinz Marketing Inc
 
Case study - Net Evidence
Case study - Net EvidenceCase study - Net Evidence
Case study - Net EvidenceAdrian Davison
 
Establishing an Inside Sales Team
Establishing an Inside Sales TeamEstablishing an Inside Sales Team
Establishing an Inside Sales TeamTom Furlong, CPC
 

Tendances (20)

How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
How To Build a Predictable Pipeline (B2B Marketing Expo Keynote Deck)
 
Sales training course 2020 - START SELLING
Sales training course 2020 - START SELLINGSales training course 2020 - START SELLING
Sales training course 2020 - START SELLING
 
Development of a Sales Presentation
Development of a Sales PresentationDevelopment of a Sales Presentation
Development of a Sales Presentation
 
Sales Techniques for Corporate Events & Conferences by Mario Kanaan
Sales Techniques for Corporate Events & Conferences by Mario KanaanSales Techniques for Corporate Events & Conferences by Mario Kanaan
Sales Techniques for Corporate Events & Conferences by Mario Kanaan
 
17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level
 
Improve your sales performance
Improve your sales performanceImprove your sales performance
Improve your sales performance
 
Heinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity ModelHeinz Marketing Predictable Pipeline Framework & Maturity Model
Heinz Marketing Predictable Pipeline Framework & Maturity Model
 
What is Startup Marketing?
What is Startup Marketing?What is Startup Marketing?
What is Startup Marketing?
 
Taking Your Sales Process Inbound
Taking Your Sales Process InboundTaking Your Sales Process Inbound
Taking Your Sales Process Inbound
 
Sales funnel
Sales funnel   Sales funnel
Sales funnel
 
The miller heiman prospecting guide - best practices
The miller heiman   prospecting guide - best practicesThe miller heiman   prospecting guide - best practices
The miller heiman prospecting guide - best practices
 
Sales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement SuccessSales Content That Sells: A Proven Approach To Sales Enablement Success
Sales Content That Sells: A Proven Approach To Sales Enablement Success
 
How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting How to Reach Today’s Buyers with Modern Prospecting
How to Reach Today’s Buyers with Modern Prospecting
 
Sales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociableSales Methodologies - A quick guide to boosting success - realSociable
Sales Methodologies - A quick guide to boosting success - realSociable
 
B2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & PerceptionsB2B Research: Marketing Automation Satisfaction Ratings & Perceptions
B2B Research: Marketing Automation Satisfaction Ratings & Perceptions
 
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success FrameworkDelivering a Predictable Pipeline: B2B Revenue Ops Success Framework
Delivering a Predictable Pipeline: B2B Revenue Ops Success Framework
 
Sales And Marketing Workshop
Sales And Marketing WorkshopSales And Marketing Workshop
Sales And Marketing Workshop
 
Case study - Net Evidence
Case study - Net EvidenceCase study - Net Evidence
Case study - Net Evidence
 
Establishing an Inside Sales Team
Establishing an Inside Sales TeamEstablishing an Inside Sales Team
Establishing an Inside Sales Team
 
SPIN Selling
SPIN SellingSPIN Selling
SPIN Selling
 

En vedette

7 Habits of Highly Effective Salespeople
7 Habits of Highly Effective Salespeople7 Habits of Highly Effective Salespeople
7 Habits of Highly Effective SalespeopleQamaru Dheen
 
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skillsVo Khoi
 
Digital Megatrends at the PPA Festival
Digital Megatrends at the PPA FestivalDigital Megatrends at the PPA Festival
Digital Megatrends at the PPA FestivalEsther Kezia Harding
 
AGI Software Sales Benchmarking Overview 062310
AGI Software Sales Benchmarking Overview 062310AGI Software Sales Benchmarking Overview 062310
AGI Software Sales Benchmarking Overview 062310rhodishman
 
Strengthening Inside Sales in Your Company - Slideshare Edition
Strengthening Inside Sales in Your Company - Slideshare EditionStrengthening Inside Sales in Your Company - Slideshare Edition
Strengthening Inside Sales in Your Company - Slideshare EditionDeborah L. Brown Maher
 
Six success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLC
Six success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLCSix success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLC
Six success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLCMinnesota Chamber of Commerce
 
Salesforce PRM, Partner Edition Roadmap
Salesforce PRM, Partner Edition RoadmapSalesforce PRM, Partner Edition Roadmap
Salesforce PRM, Partner Edition Roadmapdreamforce2006
 
Megatrends2017extfullfinal slideshare-170104014006
Megatrends2017extfullfinal slideshare-170104014006Megatrends2017extfullfinal slideshare-170104014006
Megatrends2017extfullfinal slideshare-170104014006Doug Warner
 
Geoffrey Moore Slide Set from the Berkeley Digital Media Conference
Geoffrey Moore Slide Set from the Berkeley Digital Media ConferenceGeoffrey Moore Slide Set from the Berkeley Digital Media Conference
Geoffrey Moore Slide Set from the Berkeley Digital Media ConferenceGeoffrey Moore
 
Digital Impact: From Systems of Record to Systems of Engagement
Digital Impact: From Systems of Record to Systems of EngagementDigital Impact: From Systems of Record to Systems of Engagement
Digital Impact: From Systems of Record to Systems of EngagementGeoffrey Moore
 
Escape Velocity Illustrations
Escape Velocity   IllustrationsEscape Velocity   Illustrations
Escape Velocity IllustrationsGeoffrey Moore
 
Selling process and managing sales information
Selling process and managing sales informationSelling process and managing sales information
Selling process and managing sales informationsanjay_sarkar
 
Deck from Cap Gemini Conference
Deck from Cap Gemini ConferenceDeck from Cap Gemini Conference
Deck from Cap Gemini ConferenceGeoffrey Moore
 
All process maps 18 blueprints all process-maps
All process maps 18 blueprints all process-mapsAll process maps 18 blueprints all process-maps
All process maps 18 blueprints all process-mapsLidnaaidnilas
 
megatrends shaping thw future of work by cipd
megatrends shaping thw future of work by cipdmegatrends shaping thw future of work by cipd
megatrends shaping thw future of work by cipdLa innovation Kitchen
 
Lean Thinking in Sales & Marketing Process
Lean Thinking in Sales & Marketing ProcessLean Thinking in Sales & Marketing Process
Lean Thinking in Sales & Marketing ProcessDr. Vickram Aadityaa
 
EY Megatrends: Resourceful planet, Digital future, Future of work
EY Megatrends: Resourceful planet, Digital future, Future of workEY Megatrends: Resourceful planet, Digital future, Future of work
EY Megatrends: Resourceful planet, Digital future, Future of workEY
 

En vedette (20)

Sales flowchart
Sales flowchartSales flowchart
Sales flowchart
 
7 Habits of Highly Effective Salespeople
7 Habits of Highly Effective Salespeople7 Habits of Highly Effective Salespeople
7 Habits of Highly Effective Salespeople
 
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team
 
Pharmaceutical selling skills
Pharmaceutical selling skillsPharmaceutical selling skills
Pharmaceutical selling skills
 
Digital Megatrends at the PPA Festival
Digital Megatrends at the PPA FestivalDigital Megatrends at the PPA Festival
Digital Megatrends at the PPA Festival
 
AGI Software Sales Benchmarking Overview 062310
AGI Software Sales Benchmarking Overview 062310AGI Software Sales Benchmarking Overview 062310
AGI Software Sales Benchmarking Overview 062310
 
Strengthening Inside Sales in Your Company - Slideshare Edition
Strengthening Inside Sales in Your Company - Slideshare EditionStrengthening Inside Sales in Your Company - Slideshare Edition
Strengthening Inside Sales in Your Company - Slideshare Edition
 
Geoffrey Moore
Geoffrey MooreGeoffrey Moore
Geoffrey Moore
 
Six success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLC
Six success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLCSix success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLC
Six success factors of sales, Gary Braun, Partner, Pivotal Advisors, LLC
 
Salesforce PRM, Partner Edition Roadmap
Salesforce PRM, Partner Edition RoadmapSalesforce PRM, Partner Edition Roadmap
Salesforce PRM, Partner Edition Roadmap
 
Megatrends2017extfullfinal slideshare-170104014006
Megatrends2017extfullfinal slideshare-170104014006Megatrends2017extfullfinal slideshare-170104014006
Megatrends2017extfullfinal slideshare-170104014006
 
Geoffrey Moore Slide Set from the Berkeley Digital Media Conference
Geoffrey Moore Slide Set from the Berkeley Digital Media ConferenceGeoffrey Moore Slide Set from the Berkeley Digital Media Conference
Geoffrey Moore Slide Set from the Berkeley Digital Media Conference
 
Digital Impact: From Systems of Record to Systems of Engagement
Digital Impact: From Systems of Record to Systems of EngagementDigital Impact: From Systems of Record to Systems of Engagement
Digital Impact: From Systems of Record to Systems of Engagement
 
Escape Velocity Illustrations
Escape Velocity   IllustrationsEscape Velocity   Illustrations
Escape Velocity Illustrations
 
Selling process and managing sales information
Selling process and managing sales informationSelling process and managing sales information
Selling process and managing sales information
 
Deck from Cap Gemini Conference
Deck from Cap Gemini ConferenceDeck from Cap Gemini Conference
Deck from Cap Gemini Conference
 
All process maps 18 blueprints all process-maps
All process maps 18 blueprints all process-mapsAll process maps 18 blueprints all process-maps
All process maps 18 blueprints all process-maps
 
megatrends shaping thw future of work by cipd
megatrends shaping thw future of work by cipdmegatrends shaping thw future of work by cipd
megatrends shaping thw future of work by cipd
 
Lean Thinking in Sales & Marketing Process
Lean Thinking in Sales & Marketing ProcessLean Thinking in Sales & Marketing Process
Lean Thinking in Sales & Marketing Process
 
EY Megatrends: Resourceful planet, Digital future, Future of work
EY Megatrends: Resourceful planet, Digital future, Future of workEY Megatrends: Resourceful planet, Digital future, Future of work
EY Megatrends: Resourceful planet, Digital future, Future of work
 

Similaire à Webinar - Why You Should Let Your Buyer Design Your Sales Process

10 Ways Sales Can Deliver a Great Buying Experience
10 Ways Sales Can Deliver a Great Buying Experience10 Ways Sales Can Deliver a Great Buying Experience
10 Ways Sales Can Deliver a Great Buying ExperienceScott Albro
 
ROI & Social webinar with Craig Rosenberg & Jason Miller
ROI & Social webinar with Craig Rosenberg & Jason MillerROI & Social webinar with Craig Rosenberg & Jason Miller
ROI & Social webinar with Craig Rosenberg & Jason MillerViralheat
 
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptxLecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptxFaizanGul6
 
Buildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline ApproachBuildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline ApproachHeinz Marketing Inc
 
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessZero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
 
BoSUSA22 | Hana Abaza | Breaking Into Enterprise Customers
BoSUSA22 | Hana Abaza | Breaking Into Enterprise CustomersBoSUSA22 | Hana Abaza | Breaking Into Enterprise Customers
BoSUSA22 | Hana Abaza | Breaking Into Enterprise CustomersBusiness of Software Conference
 
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...amber-javaid
 
How_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdfHow_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdfprerit23
 
Sales and Marketing for Startups
Sales and Marketing for StartupsSales and Marketing for Startups
Sales and Marketing for StartupsKyle Redinger
 
How Prepared Are We for Customer 2.0? by Juliann Grant, Telesian Technology
How Prepared Are We for Customer 2.0? by  Juliann Grant, Telesian TechnologyHow Prepared Are We for Customer 2.0? by  Juliann Grant, Telesian Technology
How Prepared Are We for Customer 2.0? by Juliann Grant, Telesian TechnologyISA Marketing & Sales Summit
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook TemplateDemand Metric
 
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationCraig Rosenberg
 
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and the Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales OrganizationTOPO
 
Sales Stack Workshop: Hacking Outbound Messaging and Cadence
Sales Stack Workshop: Hacking Outbound Messaging and CadenceSales Stack Workshop: Hacking Outbound Messaging and Cadence
Sales Stack Workshop: Hacking Outbound Messaging and CadenceSkaled
 
How to have success in your new/small business
How to have success in your new/small businessHow to have success in your new/small business
How to have success in your new/small businessReg Gupton Inc
 
She Said, He Said: How Sales and Marketing Can Drive More Pipeline Together
She Said, He Said: How Sales and Marketing Can Drive More Pipeline TogetherShe Said, He Said: How Sales and Marketing Can Drive More Pipeline Together
She Said, He Said: How Sales and Marketing Can Drive More Pipeline TogetherMarketo
 
Marketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessMarketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessISA Marketing & Sales Summit
 
Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...
Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...
Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...Khulisa Management Services
 

Similaire à Webinar - Why You Should Let Your Buyer Design Your Sales Process (20)

10 Ways Sales Can Deliver a Great Buying Experience
10 Ways Sales Can Deliver a Great Buying Experience10 Ways Sales Can Deliver a Great Buying Experience
10 Ways Sales Can Deliver a Great Buying Experience
 
ROI & Social webinar with Craig Rosenberg & Jason Miller
ROI & Social webinar with Craig Rosenberg & Jason MillerROI & Social webinar with Craig Rosenberg & Jason Miller
ROI & Social webinar with Craig Rosenberg & Jason Miller
 
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptxLecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
Lecture 10 - B2B Marketing & Digital Customer Relationship Management.pptx
 
Buildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline ApproachBuildings Don't Write Checks: A Predictable Pipeline Approach
Buildings Don't Write Checks: A Predictable Pipeline Approach
 
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessZero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth Process
 
BoSUSA22 | Hana Abaza | Breaking Into Enterprise Customers
BoSUSA22 | Hana Abaza | Breaking Into Enterprise CustomersBoSUSA22 | Hana Abaza | Breaking Into Enterprise Customers
BoSUSA22 | Hana Abaza | Breaking Into Enterprise Customers
 
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
Delivering a Predictable Pipeline-A B2B Revenue Ops Success Framework and Mat...
 
How_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdfHow_to_Design_a_Sales_Process_B2B.pdf
How_to_Design_a_Sales_Process_B2B.pdf
 
Sales and Marketing for Startups
Sales and Marketing for StartupsSales and Marketing for Startups
Sales and Marketing for Startups
 
Business strategy
Business strategy Business strategy
Business strategy
 
How Prepared Are We for Customer 2.0? by Juliann Grant, Telesian Technology
How Prepared Are We for Customer 2.0? by  Juliann Grant, Telesian TechnologyHow Prepared Are We for Customer 2.0? by  Juliann Grant, Telesian Technology
How Prepared Are We for Customer 2.0? by Juliann Grant, Telesian Technology
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook Template
 
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and The Buyer: Why You Should Let the Buyer Design Your Sales Organization
 
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales OrganizationSales and the Buyer: Why You Should Let the Buyer Design Your Sales Organization
Sales and the Buyer: Why You Should Let the Buyer Design Your Sales Organization
 
Sales Stack Workshop: Hacking Outbound Messaging and Cadence
Sales Stack Workshop: Hacking Outbound Messaging and CadenceSales Stack Workshop: Hacking Outbound Messaging and Cadence
Sales Stack Workshop: Hacking Outbound Messaging and Cadence
 
How to have success in your new/small business
How to have success in your new/small businessHow to have success in your new/small business
How to have success in your new/small business
 
She Said, He Said: How Sales and Marketing Can Drive More Pipeline Together
She Said, He Said: How Sales and Marketing Can Drive More Pipeline TogetherShe Said, He Said: How Sales and Marketing Can Drive More Pipeline Together
She Said, He Said: How Sales and Marketing Can Drive More Pipeline Together
 
Marketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force SuccessMarketing Strategies That Enable Sales Force Success
Marketing Strategies That Enable Sales Force Success
 
PRM: The Missing Link
PRM: The Missing LinkPRM: The Missing Link
PRM: The Missing Link
 
Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...
Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...
Introduction to Evaluation Consulting - Jennifer Bisgard, Khulisa Management ...
 

Plus de eCornell

Lead Your Remote Workforce To Success [webinar]
Lead Your Remote Workforce To Success [webinar]Lead Your Remote Workforce To Success [webinar]
Lead Your Remote Workforce To Success [webinar]eCornell
 
Building a Disability-Inclusive Workplace [webinar]
Building a Disability-Inclusive Workplace [webinar] Building a Disability-Inclusive Workplace [webinar]
Building a Disability-Inclusive Workplace [webinar] eCornell
 
Mastering the Hotel Marketing Ecosystem at the Property Level
Mastering the Hotel Marketing Ecosystem at the Property LevelMastering the Hotel Marketing Ecosystem at the Property Level
Mastering the Hotel Marketing Ecosystem at the Property LeveleCornell
 
Applying the Dual-System Approach to Executive Education [webinar]
Applying the Dual-System Approach to Executive Education [webinar]Applying the Dual-System Approach to Executive Education [webinar]
Applying the Dual-System Approach to Executive Education [webinar]eCornell
 
Applying Business Intelligence in Demand Generation [webinar]
Applying Business Intelligence in Demand Generation [webinar]Applying Business Intelligence in Demand Generation [webinar]
Applying Business Intelligence in Demand Generation [webinar]eCornell
 
How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...
How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...
How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...eCornell
 
Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]
Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]
Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]eCornell
 
Webinar 11.19.14 revinate final
Webinar 11.19.14 revinate finalWebinar 11.19.14 revinate final
Webinar 11.19.14 revinate finaleCornell
 
Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...
Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...
Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...eCornell
 
HR Technology In the Era of Drones, Robots, and Infinite Data
HR Technology In the Era of Drones, Robots, and Infinite DataHR Technology In the Era of Drones, Robots, and Infinite Data
HR Technology In the Era of Drones, Robots, and Infinite DataeCornell
 
Basics of Startup Financial Planning
Basics of Startup Financial PlanningBasics of Startup Financial Planning
Basics of Startup Financial PlanningeCornell
 
Monetization Strategies For The Internet Of Things
Monetization Strategies For The Internet Of Things Monetization Strategies For The Internet Of Things
Monetization Strategies For The Internet Of Things eCornell
 
The Influence Of Reputation Analytics On Hotel Revenue and Financial Performance
The Influence Of Reputation Analytics On Hotel Revenue and Financial PerformanceThe Influence Of Reputation Analytics On Hotel Revenue and Financial Performance
The Influence Of Reputation Analytics On Hotel Revenue and Financial PerformanceeCornell
 
Drive Revenue By Optimizing the Traveler Planning Journey Pt 1
Drive Revenue By Optimizing the Traveler Planning Journey Pt 1Drive Revenue By Optimizing the Traveler Planning Journey Pt 1
Drive Revenue By Optimizing the Traveler Planning Journey Pt 1eCornell
 
Avoid Disaster With These 6 HR Must-Do's for Social Media
Avoid Disaster With These 6 HR Must-Do's for Social MediaAvoid Disaster With These 6 HR Must-Do's for Social Media
Avoid Disaster With These 6 HR Must-Do's for Social MediaeCornell
 
Game Theory for Business: Overcoming Rivals and Gaining Advantage
Game Theory for Business: Overcoming Rivals and Gaining AdvantageGame Theory for Business: Overcoming Rivals and Gaining Advantage
Game Theory for Business: Overcoming Rivals and Gaining AdvantageeCornell
 
Webinar: Maximize Social Media ROI With a Strategic Plan
Webinar: Maximize Social Media ROI With a Strategic Plan Webinar: Maximize Social Media ROI With a Strategic Plan
Webinar: Maximize Social Media ROI With a Strategic Plan eCornell
 
Webinar: Develop Your High Potentials into Results-Driven Leaders
Webinar: Develop Your High Potentials into Results-Driven LeadersWebinar: Develop Your High Potentials into Results-Driven Leaders
Webinar: Develop Your High Potentials into Results-Driven LeaderseCornell
 
What Counts And What Is Counted by Prof. Rob Bloomfield
What Counts And What Is Counted by Prof. Rob BloomfieldWhat Counts And What Is Counted by Prof. Rob Bloomfield
What Counts And What Is Counted by Prof. Rob BloomfieldeCornell
 
Infographic: What Marketers Need to Succeed
Infographic: What Marketers Need to SucceedInfographic: What Marketers Need to Succeed
Infographic: What Marketers Need to SucceedeCornell
 

Plus de eCornell (20)

Lead Your Remote Workforce To Success [webinar]
Lead Your Remote Workforce To Success [webinar]Lead Your Remote Workforce To Success [webinar]
Lead Your Remote Workforce To Success [webinar]
 
Building a Disability-Inclusive Workplace [webinar]
Building a Disability-Inclusive Workplace [webinar] Building a Disability-Inclusive Workplace [webinar]
Building a Disability-Inclusive Workplace [webinar]
 
Mastering the Hotel Marketing Ecosystem at the Property Level
Mastering the Hotel Marketing Ecosystem at the Property LevelMastering the Hotel Marketing Ecosystem at the Property Level
Mastering the Hotel Marketing Ecosystem at the Property Level
 
Applying the Dual-System Approach to Executive Education [webinar]
Applying the Dual-System Approach to Executive Education [webinar]Applying the Dual-System Approach to Executive Education [webinar]
Applying the Dual-System Approach to Executive Education [webinar]
 
Applying Business Intelligence in Demand Generation [webinar]
Applying Business Intelligence in Demand Generation [webinar]Applying Business Intelligence in Demand Generation [webinar]
Applying Business Intelligence in Demand Generation [webinar]
 
How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...
How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...
How To Build an HR Strategy That Is Ethical, Mission-Driven and Gets Results ...
 
Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]
Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]
Why Branding is Dead, and Why Mindset Is Your Only Hope In the Future [webinar]
 
Webinar 11.19.14 revinate final
Webinar 11.19.14 revinate finalWebinar 11.19.14 revinate final
Webinar 11.19.14 revinate final
 
Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...
Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...
Marketing Strategies: Driving Demand and Connecting With Today's Buyer [webin...
 
HR Technology In the Era of Drones, Robots, and Infinite Data
HR Technology In the Era of Drones, Robots, and Infinite DataHR Technology In the Era of Drones, Robots, and Infinite Data
HR Technology In the Era of Drones, Robots, and Infinite Data
 
Basics of Startup Financial Planning
Basics of Startup Financial PlanningBasics of Startup Financial Planning
Basics of Startup Financial Planning
 
Monetization Strategies For The Internet Of Things
Monetization Strategies For The Internet Of Things Monetization Strategies For The Internet Of Things
Monetization Strategies For The Internet Of Things
 
The Influence Of Reputation Analytics On Hotel Revenue and Financial Performance
The Influence Of Reputation Analytics On Hotel Revenue and Financial PerformanceThe Influence Of Reputation Analytics On Hotel Revenue and Financial Performance
The Influence Of Reputation Analytics On Hotel Revenue and Financial Performance
 
Drive Revenue By Optimizing the Traveler Planning Journey Pt 1
Drive Revenue By Optimizing the Traveler Planning Journey Pt 1Drive Revenue By Optimizing the Traveler Planning Journey Pt 1
Drive Revenue By Optimizing the Traveler Planning Journey Pt 1
 
Avoid Disaster With These 6 HR Must-Do's for Social Media
Avoid Disaster With These 6 HR Must-Do's for Social MediaAvoid Disaster With These 6 HR Must-Do's for Social Media
Avoid Disaster With These 6 HR Must-Do's for Social Media
 
Game Theory for Business: Overcoming Rivals and Gaining Advantage
Game Theory for Business: Overcoming Rivals and Gaining AdvantageGame Theory for Business: Overcoming Rivals and Gaining Advantage
Game Theory for Business: Overcoming Rivals and Gaining Advantage
 
Webinar: Maximize Social Media ROI With a Strategic Plan
Webinar: Maximize Social Media ROI With a Strategic Plan Webinar: Maximize Social Media ROI With a Strategic Plan
Webinar: Maximize Social Media ROI With a Strategic Plan
 
Webinar: Develop Your High Potentials into Results-Driven Leaders
Webinar: Develop Your High Potentials into Results-Driven LeadersWebinar: Develop Your High Potentials into Results-Driven Leaders
Webinar: Develop Your High Potentials into Results-Driven Leaders
 
What Counts And What Is Counted by Prof. Rob Bloomfield
What Counts And What Is Counted by Prof. Rob BloomfieldWhat Counts And What Is Counted by Prof. Rob Bloomfield
What Counts And What Is Counted by Prof. Rob Bloomfield
 
Infographic: What Marketers Need to Succeed
Infographic: What Marketers Need to SucceedInfographic: What Marketers Need to Succeed
Infographic: What Marketers Need to Succeed
 

Dernier

Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfSourav Sikder
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBBPMedia1
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003believeminhh
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentationbaron83
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..dlewis191
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakEditores1
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)tazeenaila12
 

Dernier (20)

Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John MeulemansBCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
 
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
MoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor PresentationMoneyBridge Pitch Deck - Investor Presentation
MoneyBridge Pitch Deck - Investor Presentation
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
 
Tata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerakTata Kelola Bisnis perushaan yang bergerak
Tata Kelola Bisnis perushaan yang bergerak
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
 

Webinar - Why You Should Let Your Buyer Design Your Sales Process

  • 1. Why You Should Let Your Buyer Design Your Sales Organization Craig Rosenberg blog.topohq.com @funnelholic TOPO
  • 2. “The best sales leaders understand that they have to have the right people, the right behaviors, the right technology, the right coaching and infrastructure to be able to sell how their customers want to buy” Dave Stein TOPO
  • 3. “Sophisticated customers are not interested in traditional sales models. They demand faster, more seamless, and even enjoyable sales experiences.” Homayoun Hatami, McKinsey TOPO
  • 4. Sales Leaders who adopt a buyer-centric sales philosophy are thriving: • Exceed their revenue goals: 150% of quota • Job security: 3-4 year job cycles Sales Benchmark Index TOPO
  • 5. “Companies that provide great buying experiences grow >2X faster than companies that provide average experiences” TOPO TOPO
  • 6. Understand the Buyer and the Buying Process Image by wilgengebroed TOPO
  • 7. Truly understand the buyer © 2013 TOPO Buyer Demographics 1. Who are you personally (married, children, etc)? 2. What’s your background and career path? 3. How long have you been at your current job? 4. What industry is your company in? 5. How many employees does your company have? Buyer Role 6. What is your role in the organization? 7. What is your title? 8. What are your responsibilities? 9. What skills do you possess? 10. Who are you accountable to? 11. What does your team look like? Buyer Psychology 12. What are you most excited about at work? 13. What are your main opportunities (biggest)? 14. What are your main challenges (biggest)? 15. Do you like to make things happen? 16. What motivates you to make something happen? 17. What defines success in your role? 18. Are you optimistic or pessimistic about work? Day in the Life 19. What does a typical day look like? 20. How would you describe your work environment? 21. What obstacles do you commonly encounter? 22. Who do you interact with the most? 23. What’s your preferred mode of communication? 24. What tools do you use at work? 25. How do you gather information to make decisions? Purchasing Decisions 26. How would you describe the way you buy products? 27. What are the major phases of a purchasing process? 28. What’s an example of a purchase you recently made? 29. Who is responsible for purchasing decisions? 30. Who influences purchasing decisions? 31. What causes you to begin a purchasing process? 32. What criteria do you use to evaluate products? 33. What causes you to purchase a product? 34. What causes you to purchase one product over another? 35. Is product, price, or service more important? 36. How long does it take to make a purchase? 37. What information is valuable to you during a purchase? 38. How do you prefer to consume that information? 39. How do you prefer to interact with vendors? 40. How can vendors help you the most? TOPO
  • 8. Demographics Gemma Hodge, Office Manager 25 year old millennial Works at 30 person CAD engineering firm Likes her job and the CEO, but it’s only a job Buyer Role Does a lot of different things at the office Primary role as office administrator Also acts as CEO’s admin Spends time on accounting and HR stuff as well Helps CEO with special, tactical projects Has experience buying mission critical technology Psychology Really likes her job But it’s not what defines her – she has a life Still takes immense pride in her work Wants to do the best she can within work hours Feels like the CEO really depends on her Values personal support she provides to him Day in the Life Office admin activities take up a lot of time Also spends time on bookkeeping and HR Can get buried with accounting some times Is on call to support CEO whenever required When assigned a project, spends a lot of time on it Takes work hours very literally Does not take work home with her Purchasing Is not the ultimate decision-maker Plays support role to CEO/management She does have strong influence over decision Triggered by service outage, big bill, K expiration Question 1 – is service reliable? Question 2 – how big will the bill be? Question 3 – how long will it take to get going? Gathers facts and presents to CEO Comparison shopping is important to her Needs simple service level guarantee Needs to present workable economics to CEO Needs process to be straightforward and easy Values straightforward, responsive salespeople Small Business Office Manager TOPO
  • 9. Awareness Consideration Purchase Phase Identification Requirements Comparison Shortlist Negotiate Purchase Objective Identify problem or opportunity requiring attention Understand requirements and business case Find products that can meet requirements Shortlist products that meet requirements Negotiate best terms for product, price, and support Purchase product and quickly move to rollout Key Activities Managing business Event or trigger occurs Problem or opportunity ID Decide to pursue issue Identify stake- holders Gather requirements Formalize requirements Develop business case Understand solution universe Evaluate universe of products Focus on product, price, support Refine requirements Develop shortlist of options Conduct detailed evaluation Deep dive on product, price, support Develop initial recommendation Make final recommendation Create deal “strawman” Negotiate key terms Submit for internal approval Make final purchase decision Execute signed agreement Move to rollout/ implementation Information Consumed General information Market Information Stakeholder input Analyst research Whitepapers Peer input Product sheets Videos Demo Demo Trial References Business case Contract Contract Rollout plan Communication Used Internal collaboration Internet Internal collaboration Internet Email Internet Phone Phone Email Internet Phone Email Phone Email Move to Next Phase When… Problem/ opp identifed Final requirements and business case Shortlist completed Comparison completed Material terms negotiated Agreement executed Map the Buying Process TOPO
  • 10. “Evaluate and assess how the selling process overlaps with the buying process. If an organization finds that 60 percent of the sales process maps to the buying process, then the other 40 percent is a gap that needs to be addressed.” Dave Stein Photo by Brendan Lynch TOPO
  • 11. Phases of the Inside Sales Process Buying Stages Problem Identification Understand Requirements Compare Vendors Shortlist Vendors Negotiation Purchase Decision Sales Stage Approach Qualify, Agree on Need, Sell XO Presentation Refine Negotiation Close Description Approach buyer with goal of setting meeting Gather requirements; agree on solution Present first proposal; set next meeting Present final solution based on feedback Negotiate key terms; enter order Executed SOA and paperwork received Factor 1% 10% 25% 50% 75% 90% TOPO
  • 13. Awareness Issue/Question Why do I need this product? Messaging Soundbyte(s) “Buyers prefer to consume content then listen to a sales person” “Legacy selling approaches are not as effective today? Sales Play Focus on the problem Understand current environment Deliver “Changing Buyer” preso Send Ultimate Guide to Content Selling Content The Changing Buyer (Preso) The Ultimate Guide to Content Selling (Preso) Process Next Step -Identify persona in CRM for nurturing -Set Follow Prospect advances when They identify there is a problem Build Plays for Each Buying Step TOPO
  • 14. Design buyer-responsive plays Buyer Stage Buyer Activity Status Quo Understand Requirements/ Options Engage Vendor(s) Identify Problem/Opportu nity Make Decision/Purchase 1personsupportorg UsingGmail/GoogleDocs Workloadgrowingfast Numberofticketsgrowing 2peoplenowworkingsupport Newemployeenotself-sufficient Twopersonworkflowisissue Newemployeeneedstosolve CollectsbasicinfousingGoogle Talkstopeers–valuesthis Corefeaturesidentified Gatherspricingdata Focusesoneaseofuse Developsvendorshortlist Createsvendorevaluationplan Visitsleadingvendor’ssite Signsupfortrial Justneedsittowork Startsusingtrial Noothertrials Takescall/emailfromsales Abletosatisfycoreusecase Takes2ndcallfromsales Buyerdecidestopurchase Enterscreditcardinfo Buyerbecomescustomer Play Provide primary contact with champion content that allows contact to guide, influence, and dictate internal meeting 1 27 Internalmeetingon finaldecision Details Champion content is a toolkit that provides buyers with short preso, talking points, and due diligence checklist to show all work that’s been done as part of eval Why CEO will make final decision, but has not been engaged thus far – need to arm primary contact with tools to get CEO over finish line Owner Marketing owns creation of content; inside sales owns delivery/training Champion Content Play © 2013 TOPO TOPO
  • 16. Messaging Design Industry/ Persona Challenges Solution Benefits Company Persona #1 Persona #2 Persona #3 Persona Based Messaging TOPO
  • 18. "In the future, a great piece of content will out-sell the average sales rep.” Greg Alexander, Sales Benchmark Index Image by TexasEagle TOPO
  • 19. Sales Stage Approach Qualify, Agree on Need, Presentation Refine Negotiation Close Buying Stage Problem Identification Understand Requirements Compare Vendors Shortlist Vendors Negotiation Purchase Decision Persona #1 • Changing Buyer • Content Selling 101 Persona #2 • Executive’s guide to Content Selling • 10 Habits of Top Sales Leaders Content mapping happens here Content and Sales Process Mapping TOPO
  • 20. Organizational Design Image by Marcel Douwe Dekker TOPO
  • 21. “The key for sales leaders is to look at the buyer variables that will impact their ability to be successful. How do their buyers want to buy? Do their buyers utilize online resources to educate themselves? Do their buyers feel comfortable communicating over phone or email? Can their buyers be educated over phone or online?” Trish Bertuzzi, The Bridge Group Inc TOPO
  • 22. Hiring Design Image by Justin Cormack TOPO
  • 23. “We…literally need to convince prospects to turn their sales and marketing process on its head. To do so… Sales reps need to be sophisticated enough…[Based on this criteria} we started off by writing down a set of attributes that we thought would be important, and used these during interviews to evaluate candidate” TOPO
  • 26. TOPO
  • 27. The Social Selling Question TOPO
  • 28. Questions? TOPO © 2013 TOPO blog.topohq.com @funnelholic We design and deliver remarkable buying experiences