new economy how to adjust your sales playbook for...
TRANSCRIPT
NEW ECONOMYHow to adjust your Sales Playbook for the
Devin ReedHead of Content Strategy
Mike MyersManaging Director
1. How to approach new sales conversations
2. Reframing your messaging and mindset
3. How to progress late stage deals
4. Q/A
Agenda
COVID-19 phrases mentioned on sales calls
“Uncertainty” phrases mentioned on sales calls
“Empathy” phrases mentioned on sales calls
Lead with
and
The answer is not “stop selling”It’s to
How to approach new sales conversations
#1
Don’t make assumptions, positive or negative.
Reframing your messaging and mindset
#2
Need to carry both a short and long term perspective:
Change your mindset
Short-term● How can I help?● This is how we are helping others?
Long-term● How far are you in developing your recovery plan?
I need to focus on doing the “right” behavior, not the results
What defines a “win” for me in this environment?
Pull, Not Push
Change your mindset
Adjust your messaging to solve
Reframe your message
Empathy: Comfort, Relationship & Trust
Reaching out to see if it makes sense to connect?
Credibility: Helping NOW or preparing for Recovery
Biggest Concern Up-front Contract:
● Define “how” you are helping other organizations Now and see if it makes sense to continue
● Only want to continue the conversation now if they think it would be of value
How to progress late stage deals
#3
Don’t assume that the buying process has not changed
Usually moves up at least one level in a crisis
Need to communicate ROI and the value proposition - CFO trade-offs
Blindspots
Understand how CFOs are approaching purchases.
Buyer can articulate the compelling reasons to buy now and how your solution solves a business problem
Let’s pretend we do X and you love it, what happens next?
Confirm and Re-confirm
Need to Know
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