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Revising our sales rep hiring strategy
Revising our compensation program
Revising our channel strategy
Evaluating/implementing CRM solutions
Revising our sales team structure
Revising our sales tools
Enhancing sales team communications
More closely aligning sales and marketing
Analyzing our customer's buying process
Improving sales rep access to information
Revising our sales process
Revising/enhancing our lead generation programs
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Top Sales Effectiveness Initiatives for 2012
“On average, sales reps dedicate 15% of time to prospecting; that isn’t much time to create 60-70% of the overall new leads needed to maintain a 3x pipeline-to-quota ratio.”
Attention
Meeting
Needs ID
Solution
Close
InterestTO
FU
BO
FU
“How Do I Overcome Objections in
Different Parts of the Buying Process?”
Agenda
1.Objection Prevention2.Top of Funnel Objections
3.Bottom of Funnel Objections
1Objection
Prevention
ICP ExampleVorsight ICP Criteria
Criteria Sweet Spot
Sales team size 5-250 (sales role we train)
Verticalsoftware, B2B services, telecom, manufacturing, life sciences
Sales roles hunters, lead gen, broader/deeper
Open sales jobs hiring/growing
Lack internal resources limited training resources
Invest in training history of hiring 3rd party training
How source opps prospecting, lead qualification
Caller ID Looks Different
Social Connection
3x3 Research
Current Processes & Systems
Hypothesis of Need & Pain
Fix, Accomplish, Avoid?
Get 3x3s & HoN in Your CRM!
2Top of Funnel
Objections
What Do Objections OTP Actually Mean?
1. I’m Not Listening
2. I’m Confused
3. I Don’t See the Value
Features, Advantages,
Benefits
Address It Directly
Probe with Questions
(Before you earn the right
to)
Verbal Judo Steps:
#1 Listen
It’s funny that you mention that because…
I get that a lot
I see what you are saying
Definitely...that’s exactly why I’m calling
Others tell me that…
You probably get a bunch of these calls
I feel where you’re coming from
#2 Empathize & Repeat
#3 Use Client Voice
#4 Objection Handling Toolkit
Let’s Practice
Verbal Judo
“We’re Happy with Our Current
Vendor”
“I have no budget.”
“Talk to my direct report.”
“Not interested.”
3Bottom of Funnel
Objections
Purpose
Probe to ID & Develop Needs
Consult & Provide Insights
Match Solution
Landscape of DM Types
Next Steps & Observable Behavior
Hundreds of IT Firms have chosen DiscoverOrg
www.vorsight.com/roi
@discoverorg @srichardv
