Elevate slideshare
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To accelerate sales results, elevate level of contact to Vice President or above and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT.
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Transcript of Elevate slideshare
To accelerate sales results, elevate level of contact to Vice President or above
and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT.
DISCLAIMER
This presentation is not intended for every salesperson. It is specifically focused
on the skills and strategies required to sell large spend, high-impact solutions
to the Fortune 1000.
DIFFERENTIATE OR DIE!
To avoid commoditization, differentiate your product, service and sales approach.This presentation focuses on how to differentiate sales approach.
INSIGHT, IDEAS & IMPACT
Selling to executives requires understanding of why they would meet with a salesperson. Uncertainty is the lever that opens the door. Executives are willing to meet with people who provide fresh ideas that challenge their assumptions and shift their paradigms so they see their business in a new light. If you share just one provocative idea with them--customized to their business objectives and challenges– you’ll be positioned as a salesperson that is more intelligent, more insightful, more visionary, and certainly braver than the competition.
BUSINESS INTELLIGENCE
Enterprise salespeople must speak the language of business finance. Addressing the financial ratios and operational metrics they use to manage and measure success can WIN THE DEAL!
Construct a Business Case that demonstrates how your product or service impacts the financial metrics they use to measure profitable growth (EBIT, ROA) and/or delivers positive improvement on critical operational metrics (inventory turns, talent management, employee productivity, customer experience.)
PROVOCATIVE IDEA
RECIPE FOR PROVOCATIVE IDEACombine multiple data points and stir.Blend with creativity to find an area of convergence.Bake until it rises and becomes flavorful.If it flops, start over.
CIA VALUE MESSAGING TEMPLATE(<20 second voicemail or 1 paragraph LinkedIn message/email)
Begin with a CHUNK of Actionable Information or Trigger Event:
On the quarterly earnings call, your CEO said you plan to invest in
additional distribution centers for direct-to-customer and store fulfillment.
Your objectives are to re-platform for improved functionality while maintaining
15% operating margin…the highest in your space.
Add an INSIGHT, IDEA OR IMPACT:
XXXX optimizes productivity of your current system while achieving your initiative to enhance the Omni-channel experience with minimal CapEx costs.
Finish with an ASK OR ACTION:
My name is XXX and I will send an Outlook invite for a meeting.
SURROUND THE DECISIONMultiple titles, functions, points of view, special interests and choice points are involved in every major buying decision. COVER THEM ALL: HIGH, WIDE & DEEP!
SALES TIPPING POINT
IMAGINE THIS SCENARIO:Five individuals enter a conference room to finalize a major buying decision. In the discussion, every person in the room mentions your company and name, far eclipsing the number of mentions garnered by others on the short-list. Since everyone in the room is familiar with you, choosing you as a partner seems the obvious choice.
DRUM ROLL: YOU ACHIEVED A SALES TIPPING POINT!
COACHING TO ROI
VISIONARY SELLING SALES TRAINING INCLUDES A 12 MONTH COACHING
PROGRAM
Ongoing coaching is required to keep salespeople engaged in the process until they earn back the ROI by selling new logos and master new skills and approaches working on high revenue sales opportunities.
VISIONARY SELLING
DELIVERABLES
• Account Research To Identify Actionable Information And Opportunities
• Business And Financial Acumen to Construct Business Case
• Value Messaging To Gain Access To Executives
• Provocative Idea To Establish Collaboration
• One-Year Coaching to Obtain New Logos
BARBARA GERAGHTY
Since 1994, Barbara Geraghty has been a thought leader on how to gain access to executives at Fortune 500 companies. Visionary Selling (Simon & Schuster) was instrumental in creating a new category of selling skills focused on a high-level interface. Visionary Selling Sales Training changed the landscape of sales activities and results by preparing salespeople to develop ideas that are relevant and appreciated by corporate executives.
CONTACT US
CONTACT VISIONARY SELLING for information on 2-Day Learning Event that constructs a pipeline of Fortune 1000 accounts with strategies to gain access at the executive level and Value Messaging customized to their business challenges and financial objectives.
www.visionaryselling.net
