#SalesSummit | @TechSalesOps
#SalesSummit | @TechSalesOps
“Do You Have a Project?”
Moving the Sale Forward with Compelling Events
-Neal Murphy
#SalesSummit | @TechSalesOps
Why Focus on Projects?
#SalesSummit | @TechSalesOps
Sales Rep POV
B •Budget
A •Authority
N •Need
T •Timeline
#SalesSummit | @TechSalesOps
The Compelling Event
Customer Buying Process
Business Development Active Selling
#SalesSummit | @TechSalesOps
Matter of Perspective
Key Player Sales Person
#SalesSummit | @TechSalesOps
Conversation or Interruption?
#SalesSummit | @TechSalesOps
Key Player POV
Influence Decision is already made
#SalesSummit | @TechSalesOps
Win the Boardroom
• Arrive Early
• Turn Priorities into Projects
• 1 Project gets Funded
#SalesSummit | @TechSalesOps
Take-Away
• Marketing
• Sales
• Management
#SalesSummit | @TechSalesOps
Sales Projects & Initiatives
Challenges
Priorities
Projects
Results
www.EnterpriseSalesOperations.com
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