the future of consultative selling with rain group and persistiq
TRANSCRIPT
The Future of Consultative Selling.
Pouyan SalehiCEO & Cofounder,
PersistIQ
@PersistIQ
Welcome to the webinar!
Ago CluytensPractice Director EMAE
RAIN Group
@Acluytens
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Today’s Agenda …
Ago is covering: How consultative selling has changed, and needs to be
redefined for a new era How advanced consultative selling is redefining its role in the
buying process 5 ways in which sales is changing Why the concept of "cognitive reframing" is key to your
success in sales The net effect: selling in the Blue OceanPouyan is covering: How technology is changing consultative selling Why you should rethink automation in selling How you sell is as important as what you sell 5 ways technology can help you implement your new playbook
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Ago CluytensPractice Director EMEA
Consultant-turned-buyer-turned-sellerHigh-end, complex B2B salesInsight Selling, Selling to the C-Suite
1Million. By 2020.
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Sales For Life“The Death of The B2B Salesperson”
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5Ways in Which Sales Is Changing.
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#1. Prospecting.“Content is the new digital bait that draws buyers in.”
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#2. Research.“Buyers are leaving a digital footprint.”
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#3. Pipeline.“Speed + buyer focus = win.”
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#4. Procurement.“It’s not called Purchasing anymore.”
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#5. Buying.“On average, 5.4 people are involved in today's B2B purchase decisions.”
(Corporate Executive Board)
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700 B2B Buyers.$ 3.1Bn. 1 Factor.
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Educated mewith new ideas and perspectives.
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Cognitive reframingrefers to creating alternative ways of viewing reality”.
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Red Ocean. Blue Ocean.
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Pouyan SalehiCEO and Cofounder, PersistIQ
Personalize Outbound Sales at ScaleThe perfect balance betweenpersonalization & automation
@PersistIQ@Acluytens
How technology is influencing consultative selling
@PersistIQ@Acluytens
@PersistIQ
High Tech Selling
@Acluytens
The sales space is evolving at a lightning fast pace
• More data and insights
• More information
• More speed
• More automation
The dangers of too much automationin consultative selling
@PersistIQ@Acluytens
@PersistIQ
Over-Automation
@Acluytens
At the core of Consultative Selling is building trust. Too much automation can break trust.
@PersistIQ
Automation and Trust
@Acluytens
Savvy buyers can spot automation from a mile away.
The email structure: • HTML• Opt-out• Sent via ESP• Etc.
The email content: • Missing variables• Cookie cutter message• Customized but not
personalized• Etc.
@PersistIQ
Scaling Trust
@Acluytens
Semi-Automation
How you sell is as important as what you sell
@PersistIQ@Acluytens
@PersistIQ
The sales experience
@Acluytens
The latest research shows that people will buy from the seller who gave them the best experience, even if their price wasn’t the lowest.
@PersistIQ@Acluytens
Build trust and differentiate your company while creating value for your customer by how you sell your product or service.
Providing value
@PersistIQ@Acluytens
3 touch points can be annoying with no value.
On the other hand, 20 touch points can be welcome if they all provide value.
Annoying Pest vs Welcomed Guest
5Ways in Technology helps execute a playbook
@PersistIQ@Acluytens
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Get more leads, faster
Integrate with all your sales systems
@PersistIQ
#1. Prospecting
@Acluytens
Chrome extensions galore
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@PersistIQ
#2. Research
@Acluytens
Get more information on leads
Get more information on accounts
Get more up-to-date information
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@PersistIQ
#3. Pipeline
@Acluytens
Consistent execution and enhanced visibility to generate more pipeline.
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@PersistIQ
#4. Procurement
@Acluytens
You much learn how to deal with procurement!
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@PersistIQ
#5. Buying
@Acluytens
More decision makers involved, which means a more complex process
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Twitter.com/persistiqLinkedin.com/company/persistiq
www.persistiq.com@PersistIQ@Acluyten
s
Connect with Us
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