The Future of Consultative Selling.

Pouyan SalehiCEO & Cofounder,

PersistIQ

@PersistIQ

Welcome to the webinar!

Ago CluytensPractice Director EMAE

RAIN Group

@Acluytens

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Today’s Agenda …

Ago is covering: How consultative selling has changed, and needs to be

redefined for a new era How advanced consultative selling is redefining its role in the

buying process 5 ways in which sales is changing Why the concept of "cognitive reframing" is key to your

success in sales The net effect: selling in the Blue OceanPouyan is covering: How technology is changing consultative selling Why you should rethink automation in selling How you sell is as important as what you sell 5 ways technology can help you implement your new playbook

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Ago CluytensPractice Director EMEA

Consultant-turned-buyer-turned-sellerHigh-end, complex B2B salesInsight Selling, Selling to the C-Suite

1Million. By 2020.

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Sales For Life“The Death of The B2B Salesperson”

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5Ways in Which Sales Is Changing.

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#1. Prospecting.“Content is the new digital bait that draws buyers in.”

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#2. Research.“Buyers are leaving a digital footprint.”

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#3. Pipeline.“Speed + buyer focus = win.”

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#4. Procurement.“It’s not called Purchasing anymore.”

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#5. Buying.“On average, 5.4 people are involved in today's B2B purchase decisions.”

(Corporate Executive Board)

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700 B2B Buyers.$ 3.1Bn. 1 Factor.

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Educated mewith new ideas and perspectives.

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Cognitive reframingrefers to creating alternative ways of viewing reality”.

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Red Ocean. Blue Ocean.

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Pouyan SalehiCEO and Cofounder, PersistIQ

Personalize Outbound Sales at ScaleThe perfect balance betweenpersonalization & automation

@PersistIQ@Acluytens

How technology is influencing consultative selling

@PersistIQ@Acluytens

@PersistIQ

High Tech Selling

@Acluytens

The sales space is evolving at a lightning fast pace

• More data and insights

• More information

• More speed

• More automation

The dangers of too much automationin consultative selling

@PersistIQ@Acluytens

@PersistIQ

Over-Automation

@Acluytens

At the core of Consultative Selling is building trust. Too much automation can break trust.

@PersistIQ

Automation and Trust

@Acluytens

Savvy buyers can spot automation from a mile away.

The email structure: • HTML• Opt-out• Sent via ESP• Etc.

The email content: • Missing variables• Cookie cutter message• Customized but not

personalized• Etc.

@PersistIQ

Scaling Trust

@Acluytens

Semi-Automation

How you sell is as important as what you sell

@PersistIQ@Acluytens

@PersistIQ

The sales experience

@Acluytens

The latest research shows that people will buy from the seller who gave them the best experience, even if their price wasn’t the lowest.

@PersistIQ@Acluytens

Build trust and differentiate your company while creating value for your customer by how you sell your product or service.

Providing value

@PersistIQ@Acluytens

3 touch points can be annoying with no value.

On the other hand, 20 touch points can be welcome if they all provide value.

Annoying Pest vs Welcomed Guest

5Ways in Technology helps execute a playbook

@PersistIQ@Acluytens

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Get more leads, faster

Integrate with all your sales systems

@PersistIQ

#1. Prospecting

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Chrome extensions galore

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@PersistIQ

#2. Research

@Acluytens

Get more information on leads

Get more information on accounts

Get more up-to-date information

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@PersistIQ

#3. Pipeline

@Acluytens

Consistent execution and enhanced visibility to generate more pipeline.

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@PersistIQ

#4. Procurement

@Acluytens

You much learn how to deal with procurement!

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@PersistIQ

#5. Buying

@Acluytens

More decision makers involved, which means a more complex process

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www.persistiq.com@PersistIQ@Acluyten

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