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C level meetings fast sales 30 chicago 2019 final

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Sales 3.0 Conference 2019

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C level meetings fast sales 30 chicago 2019 final

  1. 1. How to Get Appointments with C-level Executives... Fast
  2. 2. THE END IN MIND Understand why prospecting to theCEO just makes (un)common sense
  3. 3. WHYPROSPECT TO CEOS? • More @bats for less effort • Shorten your sales cycles and time to market • Increase the quality of your sales pipeline • Win larger deals with less pressure on price, often with no competition. • Make your team wildly successful – reduce turnover • Make you more successful - provide for you and your family
  4. 4. AGENDA ThereasonsWhymost think they struggle toget ENOUGHappointments TheREAL reasonsmost struggleto get appointments TheROOTcauseofthis issue What YOUcan do to solve this 1 2 3 4
  5. 5. GETTING ENOUGH APPOINTMENTS IS INCREASINGLY DIFFICULT
  6. 6. BUSINESSIS INCREASINGLY COMPLEX ATTENTION ECONOMY TO DISTRACTION ECONOMY
  7. 7. ATTENTION SPANS ARE SHORT …AND GETTING SHORTER
  8. 8. IMPACT ONSALES LONG SALESCYCLESNOT ENOUGHQUALITY OPPORTUNITIES LOW PROPOSALTOWIN RATES
  9. 9. ABOUT MATT
  10. 10. PROSPECTING UNDERPERFORMANCE WEAK MESSAGE WRONGPERSON WRITERIGHT TRIFECTAOF
  11. 11. WEAK MESSAGE
  12. 12. The customer is the hero of our brand's story, not us. When we position our customer as the hero and ourselves as their guide, we will be recognized as a sought- after character to help them along their journey.
  13. 13. YOU’RE NOTTHE HERO • “We do this, we do that” • “We are the market leader” • “We provide better service” • “Our(SOLUTION) is marketleading” • “Our(SOLUTION) is best in class” • “(INSERT CO) leads the (INDUSTRY) space” • “(INSERT CO) has the best (INSERT INFO)”
  14. 14. STOP ‘WEEWEEING’ ON CUSTOMERS!
  15. 15. WRONG PERSON
  16. 16. TOP PERFORMERS KNOW PROSPECTING TO THE CEO IS HIGHLY EFFECTIVE $$$ $$ $ C Suite VP DIR CHANGE & GROWTH STATUS QUO & EFFICENCY
  17. 17. 95% of buyers are in status quo - Craig Elias 85% of budgets are assigned to existing initiatives – The Chasm Group 22% increase in average sales cycle in last 5 years – Salesforce.com 58% of sales opportunities end in “no decision” - SBI
  18. 18. “Mid-ranking executives are vested in status quo, can’t say “yes”…but can say “no.”
  19. 19. WRITE RIGHT
  20. 20. CAN YOU WRITE?
  21. 21. “The ability to write effectively and persuasively is one of the most critical and lacking skills in business today. It’s the difference between success and failure in any communications initiative.”
  22. 22. AN ENDEMIC ISSUE SALESLEADEREXECUTIVES SALESPERSON
  23. 23. LEADERSHIP ISSUE
  24. 24. HOPE & OSMOSIS
  25. 25. KEYIDEA WHATYOUCANDO TO SOLVE THIS
  26. 26. CHANGE YOUR MESSAGE
  27. 27. WHAT IT DOES… NOTWHAT IT IS
  28. 28. STOP “WEEWEE” “ABC, XYZ, ACME say that they got (results)…” “I/we help companies to (results)…”
  29. 29. BE THE GUIDE NOTTHE HERO • “Other customers would tell you that they get these results/they’re experiencing this, seeing this…” • “Other manufacturing clients would tell you…” • “Others in your situation have told us…” • “Companies like X,Y,Zare getting results like these…”
  30. 30. GO HIGH!
  31. 31. C-LEVEL EXECUTIVES WANT TO SPEAK TO YOUR SALESPEOPLE 82% accept meetings with sales people who contact them proactively 71% want to speak with sales people when they’re looking for new solutions 74% choose the seller who first provides insight and value
  32. 32. IFYOU PROSPECTTO CEOS • More @bats for less effort • Shorten your sales cycles and time to market • Increase the quality of your sales pipeline • Win larger deals with less pressure on price, often with no competition. • Make you more successful - provide for you and your family
  33. 33. LEARN TOWRITE
  34. 34. EFFECTIVE EMAIL CHECKLIST 1. Go HIGH! Identify the CEO 2. Be clear on your End in Mind (what do you want the CEO to do) 3. Subject: includes the CEOs FIRST name 4. A reason or trigger event (makes the approach timely) 5. The value proposition (what’s in it for the CEO?) 6. 3rd Party Proof - results that others have achieved 7. Address objections upfront - will come up as the prospect reads your message 8. Clear call to action – only one!
  35. 35. RESULTS 72% 85% 65% 70% 75% 80% 85% 90% Show Rate 53 103 0 20 40 60 80 100 120 Opportunities Created $45,283 $62,136 $0 $10,000 $20,000 $30,000 $40,000 $50,000 $60,000 $70,000 Average Deal Size $2,400,000 $6,400,000 $0 $1,000,000 $2,000,000 $3,000,000 $4,000,000 $5,000,000 $6,000,000 $7,000,000 Pipeline Value 250 256 246 248 250 252 254 256 258 Appointments Set
  36. 36. “My team has experienced immediate results.” -Heather Ongley,Regional Sales Manager, Purolator “Matt’s methods … generated $2.7Min closed business within the first 60 days, ROI was immediate.” -Matthew des Tombe, Director Business Development, American Express “My first CEO response was under oneminute after sending my message!” -NateLawrence, SDR, Listrak
  37. 37. “Retain Matt as your Strategic Thinking Partner - if you want hockey stick growth. Matt’s engagements with me have always yielded immediate results.” Ross Kramer, CEO, Listrak
  38. 38. “Matt is the world's greatest authority on teaching salespeople to prospect and sell to the C-level.” - Gerhard Gschwandtner, CEO Selling Power Magazine
  39. 39. ADDITIONALRESOURCES For a copy of today’s Slides and a Whitepaper on this topic visit: www.matthewconway.com/chicago2019 matt@matthewconway.com+1 647 402 2096

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