How buyers buy is evolving at an unprecedented pace due to massive changes in the technology that facilitates buying. Information is more available than ever. It's time to change the way you sell. In this webinar, you will discover: -How consultative selling has changed, and needs to be redefined for a new era -How advanced consultative selling is redefining its role in the buying process -5 ways in which sales is changing -Why the concept of "cognitive reframing" is key to your success in sales -The net effect: selling in the Blue Ocean -The implications technology has on consultative selling - - - - - - - - This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com

1. The Future
of Consultative Selling.

2. Pouyan Salehi
CEO & Cofounder,
PersistIQ
@PersistIQ
Welcome to the webinar!
Ago Cluytens
Practice Director EMAE
RAIN Group
@Acluytens

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Today’s Agenda …
Ago is covering:
 How consultative selling has changed, and needs to be redefined for a
new era
 How advanced consultative selling is redefining its role in the buying
process
 5 ways in which sales is changing
 Why the concept of "cognitive reframing" is key to your success in
sales
 The net effect: selling in the Blue Ocean
Pouyan is covering:
 How technology is changing consultative selling
 Why you should rethink automation in selling
 How you sell is as important as what you sell
 5 ways technology can help you implement your new playbook

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Ago Cluytens
Practice Director EMEA
Consultant-turned-buyer-turned-seller
High-end, complex B2B sales
Insight Selling, Selling to the C-Suite

5. 1Million. By 2020.

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Sales For Life
“The Death of The B2B Salesperson”

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9. Ways in Which Sales Is Changing.

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#1. Prospecting.
“Content is the new digital bait
that draws buyers in.”

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#2. Research.
“Buyers are leaving a digital footprint.”

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#3. Pipeline.
“Speed + buyer focus = win.”

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#4. Procurement.
“It’s not called Purchasing anymore.”

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#5. Buying.
“On average, 5.4 people
are involved in today's B2B
purchase decisions.”
(Corporate Executive Board)

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700 B2B Buyers.
$ 3.1Bn.
1 Factor.

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Educated me
with new ideas and perspectives.

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Cognitive reframing
refers to creating alternative ways of viewing reality”.

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Red Ocean.
Blue Ocean.

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Pouyan Salehi
CEO and Cofounder, PersistIQ
Personalize Outbound Sales at Scale
The perfect balance between
personalization & automation
@PersistIQ@Acluytens

23. How technology is influencing
consultative selling
@PersistIQ@Acluytens

24. @PersistIQ
High Tech Selling
@Acluytens
The sales space is evolving at a lightning fast pace
• More data and insights
• More information
• More speed
• More automation

25. The dangers of too much automation
in consultative selling
@PersistIQ@Acluytens

26. @PersistIQ
Over-Automation
@Acluytens
At the core of Consultative Selling is building trust.
Too much automation can break trust.

27. @PersistIQ
Automation and Trust
@Acluytens
Savvy buyers can spot automation from
a mile away.
The email structure:
• HTML
• Opt-out
• Sent via ESP
• Etc.
The email content:
• Missing variables
• Cookie cutter message
• Customized but not
personalized
• Etc.

28. @PersistIQ
Scaling Trust
@Acluytens
Semi-Automation

29. How you sell is as important
as what you sell
@PersistIQ@Acluytens

30. @PersistIQ
The sales experience
@Acluytens
The latest research shows that people will buy
from the seller who gave them the best
experience, even if their price wasn’t the lowest.

31. @PersistIQ@Acluytens
Build trust and differentiate your company while
creating value for your customer by how you
sell your product or service.
Providing value

32. @PersistIQ@Acluytens
3 touch points can be annoying with no value.
On the other hand, 20 touch points can be
welcome if they all provide value.
Annoying Pest vs Welcomed Guest

33. Ways in Technology helps execute a playbook
@PersistIQ@Acluytens

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Get more leads, faster
Integrate with all your sales systems
@PersistIQ
#1. Prospecting
@Acluytens
Chrome extensions galore

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@PersistIQ
#2. Research
@Acluytens
Get more information on leads
Get more information on accounts
Get more up-to-date information

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@PersistIQ
#3. Pipeline
@Acluytens
Consistent execution and enhanced
visibility to generate more pipeline.

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@PersistIQ
#4. Procurement
@Acluytens
You much learn how to deal with
procurement!

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@PersistIQ
#5. Buying
@Acluytens
More decision makers involved, which
means a more complex process

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Linkedin.com/in/agocluytens
Youtube.com/agocluytens
www.rainsalestraining.com

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Twitter.com/persistiq
Linkedin.com/company/persistiq
www.persistiq.com
@PersistIQ@Acluytens
Connect with Us

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@PersistIQ@Acluytens
Try PersistIQ Today
This presentation was brought to you by PersistIQ
Our software empowers sales reps to easily create
personalized outbound campaigns at scale.
Move faster and sell smarter than ever before.
Try PersistIQ for free at www.PersistIQ.com