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PERSPECTIVEI N D U S T R Y E X P E R T S S H A R E T H E I R B E S T
S E C R E T S F O R M A X I M I Z I N G S A L E S
P R O D U C T I V I T Y
T I M I N A D E L A
Mark Roberge, SVP Sales and Services at HubSpot
You know you are running a modern sales team when selling feels more like the relationship between a doctor
and a patient and less like a relationship between a salesperson and a prospect. When you go in to see your doctor and she asks you about your symptoms, you tell
her the truth. You trust that she can diagnose your problem and prescribe the right medication. When she
says, "This is what you have. Take these pills," you don’t say, “Let me think about it” or “Can I get 20 percent off?”
You take the medication. It's no longer about interrupting, pitching and closing. It is about listening,
diagnosing and prescribing.
PARTNERS FOR L IFEJ A M I E S H A N K S , P A R T N E R A T S A L E S F O R
L I F E
M A K E E A C H S A L E S R E P R E S P O N S I B L E F O R M O N I T O R I N G A C E R T A I N N U M B E R O F
C O M P E T I T O R S U S I N G L I N K E D I N . A S Y O U G A T H E R C O M P E T I T I V E I N T E L L I G E N C E ,
U S E I T T O B U I L D A C E N T R A L R E P O S I T O R Y . W H O I S Y O U R C O M P E T I T O R C O N N E C T I N G T O ? I F Y O U S E E P O T E N T I A L P R O S P E C T S O N T H A T L I S T , A D D T H E M T O
Y O U R S P R E A D S H E E T . U S E T H I S S P R E A D S H E E T T O A L E R T Y O U R S A L E S
T E A M T O D E A L S Y O U M I G H T B E L O S I N G .
“Show vulnerability to your customers and prospects. Opening up and showing you’re a real person lowers a prospect or customer’s guard and starts the conversation.” Paula Rainford, Account Executive (SMB), Salesforce
Paula Rainford, Account Executive (SMB), Salesforce
“When reps love their jobs, customerscan sense it, and the results are always better. Technology that
improves reps’ workflow and productivity not only makes them
more efficient, but also helps them sell better. When reps are bogged down by
trivial tasks, it creates frustration that can impact sales success.”
Howard Brown, CEO, RingDNA
NEGOTIATING THROUGHOUT THE SALES PROCESS
“The fewer dimensions to your communication, the less
leverage you have. Email better than texting, phone better
than email, video conference better than phone, live
conversation better than any of them. Multi-dimensional
communication allows you to not only communicate, but read
the other side more accurately and quickly to move the deal
forward and across the finish line.”
Matt Heinz, President, Heinz Marketing Inc.
Pitches and presentations
“Prepare more questions. Salespeople spend too much time preparing what they want to say to a customer and not enough time thinking of the questions they should ask. The best sales presentations are the
ones never given, because the salesperson and the customer are having a discussion
around the questions being asked.”
Mark Hunter, The Sales Hunter
THE NO. 1 KEY TO SUCCESS IN TODAY'S
SALES ENVIRONMENT IS SPEED. THE
SALESPERSON WHO DELIVERS THE MOST
VALUABLE INFORMATION TO THEIR
CUSTOMER OR PROSPECT F IRST, WINS
THE GAME. THE BEST SALES PROFESSIONALS
RELY HEAVILY ON TOOLS L IKE
SALESFORCE.COM TO PROVIDE THAT COMPETIT IVE
ADVANTAGE FOR INFORMATION
ACCELERATION.
D A V E O R R I C O , V P O F E N T E R P R I S E
S A L E S A T I N S I D E S A L E S . C O M
HOOPLAM I K E S M A L L S , C E O & F O U N D E R
S A L E S M A N A G E R S S T R U G G L E W I T H M O T I V A T I N G
T H E I R T E A M S B E C A U S E I T I S O F T E N A S S U M E D
T H A T M O T I V A T I O N C A N O N L Y B E D R I V E N
I N T E R N A L L Y F R O M T H E P E R S O N O R T H A T I T
R E Q U I R E S A C O I N - O P E R A T E D M O D E L , S U C H A S
P R I Z E S A N D R E W A R D S . H O W E V E R , W E ' V E S E E N
C O M P A N I E S I N C R E A S E S A L E S P R O D U C T I V I T Y B Y
L E V E R A G I N G P R O P E R L Y S T R U C T U R E D
C O M P E T I T I O N A N D R E C O G N I T I O N P R O G R A M S T O
C R E A T E M O T I V A T I O N A N D E N G A G E M E N T W I T H I N
T H E I R T E A M S .
UnilateralI RUN A SMALL COMPANY. WE HAVE 25 EMPLOYEES AND EVERYONE’S OPINIONS ARE VALUABLE. HAMILTON’S WORDS REMIND ME THAT ACTING UNILATERALLY IS NOT IN THE BEST INTEREST OF MY TEAM OR MY COMPANY.
– BLAINE VESS, COFOUNDER AND CEO OF STUDYMODE
GATHEREDTABLEMary Egan - Founder and CEO of Gatheredtable
ALL THE SUCCESSFUL ENTREPRENEURS I KNOW (INCLUDING
STARBUCKS’ HOWARD SCHULTZ) HAVE TOLD ME THE TWO MOST
IMPORTANT THINGS TO REMEMBER ARE TO NEVER GIVE UP AND
ADAPT BASED ON FEEDBACK.
Brian Tracy"“Approach Each Customer With The Idea Of Helping Him Or Her To Solve A Problem Or Achieve A Goal, Not Of Selling A Product Or Service.”
"One of the best predictors of ultimate success … isn't natural
talent or even industry expertise, but how you explain your failures and rejections." –
Daniel H. Pink, author of five books about business, work and
management.
Jesus said, "I say to you, if you have
faith as a mustard seed, you will say
to this mountain, 'Move from here to
there,' and it will move; and nothing
will be impossible for you.
M A T T H E W 17 :20
The smallest amount of faith can accomplish great results.L E A R N T O S E E T H E O B S T A C L E S
A S O P P O R T U N I T I E S .
T I M I N A D E L A
“You have to drop your sales
mentality and start working with
your prospects as if they’ve
already hired you.”
J I L L K O N R A T H
“ T H E O N L Y T H I N G T H A T ’ S K E E P I N G Y O U F R O M G E T T I N G W H A T
Y O U W A N T I S T H E S T O R Y Y O U K E E P
T E L L I N G Y O U R S E L F . ” — T O N Y R O B B I N S
“ B U S I N E S S O P P O R T U N I T I E S A R E L I K E B U S E S , T H E R E ’ S
A L W A Y S A N O T H E R O N E C O M I N G . ”
— R I C H A R D B R A N S O N
A mediocre salesperson
tells customers what to do.
A good salesperson
explains the benefits.
A superior salesperson
demonstrates the value.
A great salesperson
inspires customers to see
for themselves what it can
do to their bottom line.
— Timi Nadela
Get To
The Top
Z I G Z I G L A R
"For every sa le you miss because you 're too enthus iast ic , you wi l l
miss a hundred because you 're not enthus iast ic enough."
Mike Bosworth Author of “So lut ion Se l l ing”
The best sa lespeople know that the i r expert ise can become the ir enemy in se l l ing . At the moment
they are tempted to te l l the buyer what "he needs to do , " they instead
of fer a s tory about a peer of the buyer .