Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)

1. 1
Making the Number by
Defeating the Status Quo
@MakingtheNumber
#DefeatStatusQuo

2. 2
Greg Alexander
CEO, Sales Benchmark Index
Helping B2B companies “Make the Number”
Benchmarking Methodolgy
Problem solving tool that gives companies access to best practices being
used by top producing companies.
Sales and Marketing Consultancy

3. 3
Tim Riesterer
CMO, Corporate Visions
Co-Author:
Conversations That Win
Customer Message Management
Delivers 200 messaging-developing workshops per year.
Trains 10,000 sales people a year on how to be better messengers.
“The one who has the best story,
is the one who’s gonna win”

4. 4
You
missed the
number
again??

5. 5
Stimulate
Demand

6. 6
Image courtesy of askmen
Information
Overload

7. 7
How do you stand out?

8. 8
Think of yourself
as a
Meaning Maker
You are NOT an information provider.

9. 9
1. Context – creating a sense of urgency
1. Contrast – show value between their status
quo and what you’re recommending
2. Concrete – is it simple and actionable
enough for me to do?
3 Ways to Make Meaning

10. 10
Things are
going great.
Why should
I change??

11. 11
OMG!
I MUST CHANGE
NOW
OR ELSE!!

12. 12
The biggest
motivator of
change is the
desire to
avoid risk or
loss

13. 13
Status quo is no
longer safe
Image courtesy of ufunk

14. 14
How do I get the attention
of the CEO?

15. 15
How do I get the attention
of the CEO?
And who inside the
organization can help me?

16. 16
We are NOT
problem-solvers.
We are
PROBLEM
FINDERS!

17. 17
Insight bomb

18. 18
How do I get my salespeople
to call on new accounts?

19. 19
How do I get my salespeople
to call on new accounts?
How do I use contrast?

20. 20
Anchor the ‘From’ so you can
setup the ‘To’
Executives expect
you to know more
about their
problems than
they do.

21. 21
Explain the status
quo in a way they
can react to it.
Identify and
understand all of the
pivotal moments in
a buying process.
Know the points in
the process where
value can leak out.

22. 22
Image courtesy of sonic-dev
Map out the
status quo

23. 23
If you have no contrast,
they cannot ascribe value.
VALUE LIVES IN CONTRAST.

24. 24
41% of B2B companies will miss the
Q1 revenue target

25. 25
41% of B2B companies will miss the
Q1 revenue target
The #1 reason
a single big deal was pushed from
Q1 to Q2.

26. 26
41% of B2B companies will miss the
Q1 revenue target
The #1 reason
a single big deal was pushed from
Q1 to Q2.
Why??

27. 27
41% of B2B companies will miss the
Q1 revenue target
The #1 reason
a single big deal was pushed from
Q1 to Q2.
Why??
The business case was soft.

28. 28
Concrete
Image courtesy of suit101.com
If you’ve convinced them that their status quo is at risk and
no longer safe….
And you’ve told a contrasting story…
Then quantify the opportunity and
MAKE IT CONCRETE.
And they see it as something simple and doable

29. 29
Learn More…
• Sign up for our Sales Force Effectiveness blog by clicking here
• Check out past recorded webinars by clicking here
• Additional questions can be sent directly to:
Email – anthony.laborde@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: www.SalesBenchmarkIndex.com