Voice of the Prospect: The Future of Sales

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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

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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

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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 sean.mcdade@peoplemetrics.com www.peoplemetrics.com

Want the slides?

info.peoplemetrics.com/richardson