5 Secrets to BetterSales

Engagement

#5SalesSecrets

5 Secrets to Better Sales Engagement

Dave SteinCEO, ES Research

Stefan GassCMO, Tellwise

Conrad BayerCEO, Tellwise

#5SalesSecrets

What are the top challenges that you see sales reps face today?

5 Secrets to Better Sales Engagement

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First: Walmart 2008 Today

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Buyers Have the Upper Hand

Source: ES Research Group, Inc.

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Apples and Oranges

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Second, Third, and Fourth?

Photo source: TheCenterforSalesStrategy.com

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How does the ‘Highly Informed Buyer’ changing today’s sales

cycle?

5 Secrets to Better Sales Engagement

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What’s Different

Starting research much earlier, on their ownOften have a buying processWant access to SMEs (through sales people)Thought-leaders can gain and maintain access

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What is the importance of having the right sales assets

(e.g. blogs, white papers, case studies)

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Content Rules!

Identify buying paths Identify buying personaeWe know what they are interested inNurture/support customer through decision process

So… Where is that content?

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What is the right role for technology to take in today’s

sales environment?

5 Secrets to Better Sales Engagement

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Sales Enablement

Many toolsHype cycleWe like Sales Process Automation solutions

The TAS Group’s Dealmaker White Springs Revegy

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What is your best advice for salespeople?

5 Secrets to Better Sales Engagement

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Three Imperatives for Salespeople

Financial/business acumenPolitical sellingLearn how to barter your assets

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Can salespeople maximize the value of their time with

prospects?

5 Secrets to Better Sales Engagement

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Research

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How can salespeople become a trusted advisor to their

prospects?

5 Secrets to Better Sales Engagement

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Earning Trusted Advisorship

Integrity CompetenceFoundationfor TrustedAdvisorship

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QUESTIONS?

5 Secrets to Better Sales Engagement

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Today’s Homework Assignment!

Think about your current sales pipeline and determine how you can put Dave’s advice into practice

Sign up for a free sales effectiveness consultation with one of Tellwise’s sales experts By email Or tweet #5Salessecrets

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Thank you!dave.stein@esresearch.com | @davestei

5 Secrets to Better Sales Engagement

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Thank you!

Stefan GassStefang@tellwise.com

Conrad Bayer

Conradb@tellwise.com

5 Secrets to Better Sales Engagement