inbound maintaining control of the sale final v1a
DESCRIPTION
Whether you sell a B2B product or service the internet gives your customers the option to shop. All a customer needs to do is go on Facebook and ask 500 friends, what's better SAP or Oracle? The sales person for these vendors has absolutely no control. The biggest problem in this situation for B2Bs is that they have no predictable, revenue growth model for the upcoming years. As an SMB for an owner that needs to make payroll, or a mid-market CEO that has to ask for more money from investors, or the Chairman of the Board who has to make the shareholders happy, businesses in sales and marketing need to start taking back control of the sale. In this session, I am going to share 6 sure ways to keep control of the sale while your customers are shopping.TRANSCRIPT
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MAINTAINING CONTROL OF THE SALE IN A COMPETITIVE SITUATION
David Donlan
Head of Corporate Sales, HubSpot
Favorite Book: Olivia “The Pig” Sells Cookies
@ddonlan
DAVIDDONLAN
Been with HubSpot for 6 Years
Keep my hair relaxed on weekends
Employee Number 20 @HubSpot
15 Years of Sales and Marketing Experience
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COMPETITION
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GORDON GEKKO BETS ON SURE THINGS
Sales is not about making friends
Sheep get slaughtered
If you need a friend, get a dog
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PREDICTED THE WINNER
WHAT MADE THIS GUY SPECIAL?
1 Know more than your customer
2 Eliminate the competition
3 Perfect practice makes perfect
4 Give them homework
5 Embrace more job roles
6 Numbers don’t lie…show the ROI
6 WAYS TO KEEP CONTROL OF THE SALE
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1 KNOW MORE THAN YOUR CUSTOMER
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Be the Expert!
• Speak the Client’s Language
• Be passionate its infectious
• Believe in your product, if you don’t no one will
• If you can’t relate to your buyer, its pretty hard to build trust
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Don’t ask questions you should know the answer too
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Know their business: (financial, products, revenue distribution)
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Read 2/Hours per day
Read 2/hours per day
Cite examples in presentations and discussions
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2 ELIMINATE THE COMPETITION
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KNOCK THEM OUT!
In the First Round
Don’t give them a chance
Time is your biggest adversary
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Slot machines payout 33%
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3 PERFECT PRACTICE MAKES PERFECT
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Peer to Peer
• Coaching
• Role play
• Why wouldn’t they buy?
• Setup a regular cadence
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Pitch Together! Sell as a Team!
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Read 2/Hours per day
Read 2/hours per day
Document every encounter
Is it a deal breaker?
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4 GIVE THEM HOMEWORK
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Challenge: 90% of the B2B purchase process happens before sales people get involved.
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Keep control of the sale by giving them homework
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Tell them what they should be reading after every encounter
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Technical Questionnaires, ROI Calculators, Benchmark Surveys
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Never let them off
the hook
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5 EMBRACE MORE JOB ROLES
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Make your
meetings 1 on 1
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6 NUMBERS DON’T LIE…SHOW THE ROI
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Get the numbers early
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You can tell a better story with data
ROI of HubSpot
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Master the Art of
Storytelling
“ Tell me a fact and I will Learn. Tell me a truth and I will believe. Tell me a story and it will live in my heart forever.”
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FINAL THOUGHT
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If you need a friend, get a Dog.-Gordon Gekko
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QUESTIONS ?