Download - Digitalizing the Sales Dialogue
Double your close rate with pre-
meeting profiling
Most of the companies are not selling the way customers want to
buy
They are way too sales centric when they should be customer
centric instead
Sales & marketing teams are too apart from each other
Sales & marketing team = Revenue team
How to improve the sales experience, according to buyers?
69%Listen to my needs
61%Provides
relevant information
45%Care about the success
of my business or project
Source: HubSpot Sales Perception Survey, Q1 2016
How good are sales reps at
69%Questioning to assess
needs?(Fair or Poor)
51%Matching solutions to needs?
(Fair or Poor)
Source: TACK international - Buyers’ views of salespeople 2015
Over half of your customers aren’t getting what they need
Why?
Let’s think about the traditional
sales process
Sales rep sets up a meeting
There is no communication before the meeting
We spend huge amount of time mapping customers needs in
the first meeting
What is the value for the customer?
We book another meeting to go through
the proposal based on customers needs
Usually there are more people attending the 2nd
meeting and we have to start from almost the beginning
During the second meeting we might be able to close
the deal but usually it takes many more meetings to get the deal
Every fourth B2B sales cycletakes at least
7 months
Source: Harvard University and Gallup
What can we do in order to solve these problems?
Let’s use our time between booking call and the meeting to commit our
prospect to the meeting
Call Meeting
@zefstories
BEFORE THE MEETING WE ASK OUR PROSPECT TO TELL US HOW DOES SHE WANT TO BUY FROM US
@zefstories
THEN WE AUTOMATICALLY EDUCATE HER BEFORE THE
MEETING.
@zefstories
BECAUSE WE KNOW OUR PROSPECT BETTER,WE ARE ABLE TO PREPARE THE PROPOSAL BEFORE THE MEETING
@zefstories
BECAUSE OUR PROSPECT GETS OUR CONTENT BEFORE THE
MEETING SHE WILL BEBETTER PREPARED
@zefstories
THE FIRST MEETING WILL NOT BE JUST MAPPING NEEDS, BUT
PERSONALIZED MEETING FORDESIGNING THE PROPOSAL
TOGETHER WITH THE PROSPECT
How does the pre-meeting profiling help us?
Automates listening to the buyer’s needs
Sends personalized and valuable information to the
buyer
Gives insight to the sales rep regarding the buyer’s persona and her situation
Shortens the selling cycle
Increases the close rates
Pre-meeting profiling
Profiled vs traditionalCustomer-oriented
Personalized experienceEasy for the buyer
Comfortable for the sales rep
Sales-orientedSame experience for everyoneHard for the buyerDifficult for the sales rep
17% → 6%Decrease in no-show+70%
Increase in close rates12%Who denied to meet with the sales repwanted to meet after profiling process
Results