What are you selling ?

Question #1

You are selling a …

What do your customers want from you today ?

Question #2

Customers want a …

What are your customer's key

challenges today ?

Question #3

ww

w.f

lickr

.co

m/p

ho

tos/

step

hen

_do

wn

es/3

80

87

14

50

5

Customer Challenge #1

www.flickr.com/photos/12023825@N04/2898021822

Coping strategies

Your job is to …www.flickr.com/photos/77485110@N00/2431582475

Guide them to the right solution

“Customers are completing

57% of a buying cycle before

ever coming into contact with

a sales rep.”

- A CEB study of more than 1,400 B2B customers

More reactive

More agile

Business Transformation

Operational Excellence

Value

Cost

Price

Executive

Management

Operations

OrganisationThinking Time Horizon Drivers of change

BusinessDrivers

OperationalNeeds

Growth at 3 Time Horizons

www.flickr.com/photos/winemegup/3641912321

Get it right

www.flickr.com/photos/roome/3390682853

Get it wrong

Marketing Leadership = Thought Leadership1

Social Engagement = Creating conversations2

Moving People out of ‘Status Quo’ 3

Sales Success = Being Recommended4

Accelerating Growth = Accelerating Change5

Marketing Leadership =

Thought Leadership

• Blog

• Social media

• Provoke

• Disrupt

• Challenge the status quo

• Create content

• Curate content

Question: How do you demonstrate Thought Leadership?

Question: How do you engage your tribe?

Answer: Create and share relevant content with your tribe

Create content

Curate content

www.flickr.com/photos/camdiluv/5788194542

Capture their imaginations

Marketing Leadership = Thought Leadership1

Social Engagement = Creating conversations2

Moving People out of ‘Status Quo’ 3

Sales Success = Being Recommended4

Accelerating Growth = Accelerating Change5

Engaging Conversation

Audience 2

Create a community of followers

Marketing Leadership = Thought Leadership1

Social Engagement = Creating conversations2

Moving People out of ‘Status Quo’ 3

Sales Success = Being Recommended4

Accelerating Growth = Accelerating Change5

Moving people out of ‘Status

Quo’

Source: www.corportevisions.com

3 Questions that you must be

able to answer

“Why Change?”Quantify the Pain1

“Why Us?” Justify the Business Benefit2

“Why Now?” Justify the Financial Gain3

Marketing = Sales of

tomorrow

Source: www.corportevisions.com

Marketing Leadership = Thought Leadership1

Social Engagement = Creating conversations2

Moving People out of ‘Status Quo’ 3

Sales Success = Being Recommended4

Accelerating Growth = Accelerating Change5

The Sales Cycle

Prospection Qualification Proposal CloseNegotiation

Time

32

P CRx SALES=

P = Number of prospects

CR = Conversion Ratio

33

P CRx SALES=

10 33% (Typically 25%-50%)

Example 1

S = 3

34

P CRx SALES=

10 40%

Example 2

S = 4*Requires considerable effort. Not easily sustainable

*

35

P CRx SALES=

33%

Example 3

S = 6*Requires less effort. Is sustainable

20 *

Typical Conversion Rates

1. Cold calling:

2. External Recommendation:

3. Internal Recommendation:

44%10 X Cold calling

(Between 1-5%) 4%

88%20 X Cold calling

Create a community of fans

Marketing Leadership = Thought Leadership1

Social Engagement = Creating conversations2

Moving People out of ‘Status Quo’ 3

Sales Success = Being Recommended4

Accelerating Growth = Accelerating Change5

You can’t teach an old dog new tricks

Your mindset is your ultimate

competitive advantage

Organisationalalignment is key to your sustainable

performance

Sustainable Success = Managing

Accelerators and Barriers to

Growth (Prospecting)

www.flickr.com/photos/good_day/38181398

“Eighty percentof success isshowing up.”

- Woody Allen

www.flickr.com/photos/winemegup/3641912321

Get it right

David R Ednie

President & CEO

SalesChannel Europe

Ph: +33 676 60 09 25 (FRA)

Email: david@saleschannel-europe.com

Website: www.saleschannel-europe.comwww.flickr.com/photos/horacio/3781750