breaking the status quo - joe terry @ forrester's technology sales enablement forum
DESCRIPTION
Slides from Joe Terry's session on Breaking the Status Quo at Forrester's Technology Sales Enablement Forum.TRANSCRIPT
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Breaking the Status Quo Barrier
Convincing your prospects to do something different
Make the Status Quo Unsafe
“Change in people only comes when survival instincts trump comfort zone instincts.”
Dr. Gertmenian (Dr. G)
New Brain Designed for Analysis
Old Brain Designed for Survival
A decision to change
Decision-Making Engine
Value Propositions Fail
Your Competition isn’t who you think it is
Solution/Value/Customer Centric
Selling doesn’t work
Today YOU will learn why…
Relevant to Your
Prospect
Unique to You
14% Only 14% of “benefits/value” promoted created impact
Value Propositions Failure to Create Impact
86% Created NO
Impact!
You
Them
Status Quo Prospect Engages
60%
Why Us?
You
Them
Status Quo 60%
St
Why Us? Prospect Engages
Why Change?
65 35 % % Buying Vision Bake-Off
Why Now?
Yes#1
Yes#2
Yes#3
Y Status Quo
Barrier BREAKING THROUGH
Y
Atten
tion Scarcity
Status Quo
Barrier
Risk/Loss Aversion
Change Burden
Incum
bent A
dvantage
Risk/Loss Aversion
Atten
tion Scarcity
Status Quo
Barrier
Change Burden
Incum
bent A
dvantage
Change Burden
Atten
tion Scarcity
Status Quo
Barrier
Risk/Loss Aversion
Incum
bent A
dvantage
Risk/Loss Aversion
Atten
tion Scarcity
Status Quo
Barrier
Change Burden
Incum
bent A
dvantage
What was the difference?
Billy Beane Bill James
Messages Tools Skills
Great Conversations
Marketing Sales 3rd Party ROI
Customer Conversation System
Executive
Vision
Market
Makers Demand Creation
Solution Presentation
Up-Sell Cross-Sell
Retain Renew
Independent 3rd Party Documented Results With World-Class Companies
Distinct Point of View
Why Change? Why Now? Why You?
Grabber
Pain
Impact
Contrast
Proof
Value Propositions Fail
Your Competition isn’t who you think it is
Solution/Value/Customer Centric
Selling doesn’t work
YOU saw why…
MARKETING & SALES MESSAGING CONFERENCE
hosted by Corporate Visions
CHICAGO SEPT 18-20
conference.corporatevisions.com
Distinct Point of View
Why Change Why Now? Why You?
Your Challenge