Elevate slideshare
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This document outlines strategies for salespeople to differentiate themselves and sell high-impact solutions to Fortune 1000 companies. It recommends elevating contact to senior executives and sharing provocative ideas that challenge assumptions. It also stresses the importance of understanding clients' business objectives and financial metrics in order to construct a compelling business case and achieve a "tipping point" where momentum builds for choosing their company. Ongoing coaching is emphasized to help salespeople implement these strategies and earn a return on the training investment.
Elevate slideshare
- 1. To accelerate sales results, elevate level of contact to Vice President or above and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT.
- 2. DISCLAIMER This presentation is not intended for every salesperson. It is specifically focused on the skills and strategies required to sell large spend, high-impact solutions to the Fortune 1000.
- 3. DIFFERENTIATE OR DIE! To avoid commoditization, differentiate your product, service and sales approach. This presentation focuses on how to differentiate sales approach.
- 4. INSIGHT, IDEAS & IMPACT Selling to executives requires understanding of why they would meet with a salesperson. Uncertainty is the lever that opens the door. Executives are willing to meet with people who provide fresh ideas that challenge their assumptions and shift their paradigms so they see their business in a new light. If you share just one provocative idea with them-- customized to their business objectives and challenges– you’ll be positioned as a salesperson that is more intelligent, more insightful, more visionary, and certainly braver than the competition.
- 5. BUSINESS INTELLIGENCE Enterprise salespeople must speak the language of business finance. Addressing the financial ratios and operational metrics they use to manage and measure success can WIN THE DEAL! Construct a Business Case that demonstrates how your product or service impacts the financial metrics they use to measure profitable growth (EBIT, ROA) and/or delivers positive improvement on critical operational metrics (inventory turns, talent management, employee productivity, customer experience.)
- 6. PROVOCATIVE IDEA RECIPE FOR PROVOCATIVE IDEA Combine multiple data points and stir. Blend with creativity to find an area of convergence. Bake until it rises and becomes flavorful. If it flops, start over.
- 7. CIA VALUE MESSAGING TEMPLATE (<20 second voicemail or 1 paragraph LinkedIn message/email) Begin with a CHUNK of Actionable Information or Trigger Event: On the quarterly earnings call, your CEO said you plan to invest in additional distribution centers for direct-to-customer and store fulfillment. Your objectives are to re-platform for improved functionality while maintaining 15% operating margin…the highest in your space. Add an INSIGHT, IDEA OR IMPACT: XXXX optimizes productivity of your current system while achieving your initiative to enhance the Omni-channel experience with minimal CapEx costs. Finish with an ASK OR ACTION: My name is XXX and I will send an Outlook invite for a meeting.
- 8. SURROUND THE DECISION Multiple titles, functions, points of view, special interests and choice points are involved in every major buying decision. COVER THEM ALL: HIGH, WIDE & DEEP!
- 9. SALES TIPPING POINT IMAGINE THIS SCENARIO: Five individuals enter a conference room to finalize a major buying decision. In the discussion, every person in the room mentions your company and name, far eclipsing the number of mentions garnered by others on the short-list. Since everyone in the room is familiar with you, choosing you as a partner seems the obvious choice. DRUM ROLL: YOU ACHIEVED A SALES TIPPING POINT!
- 10. COACHING TO ROI VISIONARY SELLING SALES TRAINING INCLUDES A 12 MONTH COACHING PROGRAM Ongoing coaching is required to keep salespeople engaged in the process until they earn back the ROI by selling new logos and master new skills and approaches working on high revenue sales opportunities.
- 11. VISIONARY SELLING DELIVERABLES • Account Research To Identify Actionable Information And Opportunities • Business And Financial Acumen to Construct Business Case • Value Messaging To Gain Access To Executives • Provocative Idea To Establish Collaboration • One-Year Coaching to Obtain New Logos
- 12. BARBARA GERAGHTY Since 1994, Barbara Geraghty has been a thought leader on how to gain access to executives at Fortune 500 companies. Visionary Selling (Simon & Schuster) was instrumental in creating a new category of selling skills focused on a high-level interface. Visionary Selling Sales Training changed the landscape of sales activities and results by preparing salespeople to develop ideas that are relevant and appreciated by corporate executives.
- 13. CONTACT US CONTACT VISIONARY SELLING for information on 2-Day Learning Event that constructs a pipeline of Fortune 1000 accounts with strategies to gain access at the executive level and Value Messaging customized to their business challenges and financial objectives. www.visionaryselling.net visionaryselling@gmail.com
Editor's Notes
- #3: This presentation is not intended for every salesperson. It is specifically focused on the skills and strategies required to sell large spend, high-impact solutions to the Fortune 1000.
- #8: Construct messages that cut through the clutter, position you as a salesperson that is prepared, professional and provocative, and get the meeting. After you script the message, edit it until it is pithy and powerful: <20 seconds for a voice mail message and one tight paragraph for email or LinkedIn.