Voice of the Prospect: The Future of Sales
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Transcript of Voice of the Prospect: The Future of Sales
Want the slides? info.peoplemetrics.com/richardson
THE FUTURE OF SALES
Are you prepared?
Your customer is changing.
Connected.
Informed.
Empowered.
ENSURING VALUE
You physically cannot be in every sales meeting to ensure value.
So you train…
But is it working?
If you are training for this…
Don’t get stuck with this.
WHAT YOU CAN DO
Don’t you wish you could know…
Don’t you wish you could know… How your sales meetings are really going?
Don’t you wish you could know… How your sales meetings are really going? If your sales reps are truly adding value?
Don’t you wish you could know… How your sales meetings are really going? If your sales reps are truly adding value?
Where to focus your coaching and training?
Get inside the minds of your
prospects.
Ask them about their experience
after key interactions.
How does this work? It sounds like magic.
How does this work? It sounds like magic.
Prospect has
experience and takes a
1 minute survey.
Prospect has
experience and takes a
1 minute survey.
Alerts are generated.
Prospect has
experience and takes a
1 minute survey.
Alerts are generated.
You take action.
Prospects can answer one of three ways.
Prospects can answer one of three ways. You receive alerts based on their answers.
Prospects can answer one of three ways. You receive alerts based on their answers.
Then, you tailor your approach to their response.
Positive
High Five
Positive
Everything is going well and your pipeline forecast is accurate.
Negative
Negative
Course Correct
Course correct and save the deal.
Negative
Non-response
Touch Base
Non-response
Reach out more proactively and discount pipeline forecast.
SHOW ME THIS MAGIC
https://www.people-metrics.com/es.asp?gs=7dce47AMjaxc1jmKWu1HatfvbW9hBq95xpodOZDocu6kDpJOrOwAk7aZ
https://www.people-metrics.com/es.asp?gs=7dce47AMjaxc1jmKWu1HatfvbW9hBq95xpodOZDocu6kDpJOrOwAk7aZ
LESSONS LEARNED
1 year of beta testing this concept.
1 year of beta testing this concept. We focused on high-touch, complex sales.
#1: PROSPECTS RESPOND
In the beginning, we had a pretty good average response rate of 23%.
In the beginning, we had a pretty good average response rate of 23%.
But, we knew we could do better.
We introduced an innovative email invite.
And the response rate went up.
And the response rate went up. 12 points to 35%!
#2: BEHAVIORS DRIVE VALUE
Being a good listener and well prepared is the price of admission.
Being a good listener and well prepared is the price of admission.
Being knowledgeable and consultative are the meeting value drivers now.
The unique and unexpected is what will
win the deal.
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared Good Listener
V
a
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e
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared Good Listener
The PeopleMetrics Sales Value Model
V
a
l
u
e
V
a
l
u
e
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared Good Listener
V
a
l
u
e
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared Good Listener
“Kate, Alayna, and Xand
are very knowledgeable and have taken the time
to understand our needs and objectives.
Time well spent!”
C Spire Wireless Customer Satisfaction Analyst
“Kate, Alayna, and Xand
are very knowledgeable and have taken the time
to understand our needs and objectives.
Time well spent!”
C Spire Wireless Customer Satisfaction Analyst
“In a short time frame, I was able to get a high level overview of PeopleMetrics' offering.
Both Kate and Xand were interested in my company's situation,
knowledgeable and understood the need.
The dialogue was very supportive and friendly.”
MetLife HR Partner
“In a short time frame, I was able to get a high level overview of PeopleMetrics' offering.
Both Kate and Xand were interested in my company's situation,
knowledgeable and understood the need.
The dialogue was very supportive and friendly.”
MetLife HR Partner
V
a
l
u
e Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared Good Listener
The PeopleMetrics Sales Value Model
“Great knowledge of products and service being presented. Took the time to provide
clear feedback to questions and asked questions we might have not thought to answer and provided reasons why these are areas to understand.
Great overall presentation and
provided a clear picture of what is offered,
and can be of added value to our team.”
Senior VP
City National Bank
“Great knowledge of products and service being presented. Took the time to provide
clear feedback to questions and asked questions we might have not thought to answer and provided reasons why these are areas to understand.
Great overall presentation and
provided a clear picture of what is offered,
and can be of added value to our team.”
Senior VP
City National Bank
#3 AMAZE YOUR PROSPECTS
V
a
l
u
e
The PeopleMetrics Sales Value Model
Proactive
Consultative
Knowledgeable
Went Above and Beyond
Well Prepared Good Listener
Good is not good enough anymore, reps need to be great to add true value
Good is not good enough anymore, reps need to be great to add true value
“Top Box” scores on overall meeting value drives likelihood to close.
A rep who goes Above and Beyond is at a
distinct advantage over those who don’t.
“We received a book that was mentioned [during the
conversation] in the mail.
After our second meeting
we received additional information regarding a specific question that was asked.”
First National Bank
Marketing Leader
“We received a book that was mentioned [during the
conversation] in the mail.
After our second meeting
we received additional information regarding a specific question that was asked.”
First National Bank
Marketing Leader
“Just simply went above and beyond
to circle back around and make sure we understood
the value that PeopleMetrics can bring.
Not just to sell a service, but to truly explain and adapt
while speaking to us how we could work together as a team.”
Senior VP City National Bank
“Just simply went above and beyond
to circle back around and make sure we understood
the value that PeopleMetrics can bring.
Not just to sell a service, but to truly explain and adapt
while speaking to us how we could work together as a team.”
Senior VP City National Bank
#4: POTENTIAL MASSIVE ROI
There is immediate ROI in consistently reaching out for prospect feedback.
There is immediate ROI in consistently reaching out for prospect feedback. Our beta testing clients have saved
millions of dollars of deals using course correct alerts alone.
“The team did a nice job of answering our questions
overall and tailoring the presentation to our request.
Marketing EVP Eli Lilly
“The team did a nice job of answering our questions
overall and tailoring the presentation to our request.
The meeting was valuable but the lack of interface to a CRM system is not ideal for Lilly from a
long-term solution upon our internal team debrief.”
Marketing EVP Eli Lilly
One deal saved can pay for this program… …completely.
One deal saved can pay for this program… …completely.
A FINAL WORD…
Close More Sales
Close More Sales
Optimize Training Dollars
Close More Sales
Optimize Training Dollars
Improve Accuracy of
Forecasts
Close More Sales
Optimize Training Dollars
Improve Accuracy of
Forecasts
Show Prospects What You Are Like to Work With
Close More Sales
Optimize Training Dollars
Improve Accuracy of
Forecasts
Show Prospects What You Are Like to Work With
What is VoP
don’t be this. Embrace the future,
Be this.
THANK YOU
HOW TO REACH ME
Sean McDade, CEO @smcdade [email protected] www.peoplemetrics.com
Want the slides?
info.peoplemetrics.com/richardson