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Moments that Matter - Shaping the Sales Journey

This presentation shows there are 7 key moments that can determine a successful relationship with a client.
by

Jacco vanderKooij

on 30 September 2017

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Transcript of Moments that Matter - Shaping the Sales Journey

Education
Selection
Awareness
Onboard
Use
Expand
@IndoJacco
1 2 3 4 5
"
Buyers remorse
Being sold by persky
O
M
G
!
Fear &doubt
Commit
Kick-off
Finding
Grow
share this!
Bumps in the road!
Disco/
In the beginning...
Sequels &
Spin-offs
Customer Experience
Escalate
Jacco van der Kooij
and Roelof Hengst
Moments That Matter
Did you
moments

has the most
A single moment can change everything..
The Shapes of Stories
Kurt Vonnegut
Moments That Matter
Shape a Story
Moments That Matter
Shape Different Stories
by J.K. Rowling
Harry Potter and the Deathly Hollows
Example
Shape of a Customer Story
a way out
Be Relevant
A single (draft) horse can pull a load up to 8,000 pounds. However two horses that have been trained and have worked together can pull as much as 24,000 pounds.
vs
Negotiate
Trade
Tamara Schenk
Set back
Map
Experiences
to the SaaS funnel
A story's main character has ups and downs, that can be graphed to reveal the story's shape.
Designer: Madya Eilam
www.mayaeilam.com
Designer: Madya Eilam, www.mayaeilam.com
Stories: Kurt Vonnegut
W
O
W
!
they are experts
B
O
O
M
as promised
!
Y
E
A
H
it works
!
together
demo
A
H
A
a solutioN
!
sales persons
Getting it done
Counter
offers
Knows my name
Knows my title
Knows company
Done research
Knows my challenges
Expresses interest
At the right time
Personalize

Requires a new kind of
Leadership
In Summary
-
x
MQL
SQL
Win
$
Prospects
Live
Profit
MRR
MOMENTS that MATTER
Which of these
know
?
32,000
Compound Impact
6x
How To
Skill Blueprints
How to
Design Blueprints
horsepower
?
WOW!
A
R
G
H
!
A
h
!
A
W
O
W
!
EXPAND
COMMIT
B
O
O
M
!
Y
E
A
H
!
M
G
!
O
-
* 1,000 Prospects, CR1:0.3, CR2:0.2,WR:1:5, ACV:$12k, 10% Discount, 0% +/-
*
2x
from: Papa
Thank you for
for: Nikki
pursue my
helping me
My deepest fear is not that I am inadequate. My deepest fear is that I am powerful beyond measure..
Marianne Williamson
Relevance
Diagnose
Trade
Orchestrate
Adoption
Grow
@IndoJacco WinningByDesign.com
"
Sarah @ Liftoff
MRR [+/-]
@IndoJacco
Stop counting and start making it count.
"
2
PERSONALIZE
RELEVANCE
Man In Hole
Boy Meets Girl
From Bad To Worse
Which Way Is Up
W
6
a problem
A
A
R
G
H!
O
M
G
!
share this!
In the beginning...
Experience
by Winning By Design
Shaping the sales journey by focusing on the moments that matter
Focus on the
Moments that Matter!
W
O
!
they are experts
W
B
O
O
M
as promised
!
A
H
A
a solutioN
!
@IndoJacco
8th fastest growing privately held company
SHAPING THE SALES JOURNEY
Conversation
$1,000,000
Amateur
Have a Conversation
Adoption
Orchestrate
Grow together
Impact on
ARR
Create Small Improvements
ARR
@IndoJacco

Ask 15m meeting
Shares an Insight
$3.87M
Go LIVE
Impact
Commit
Sequels &
Spin-offs
Go LIVE
Impact
delivered
Y
E
A
H
it works
!
Have a Conversation
Tone
of voice
Ask
questions
Listen
actively
Keep
notes
Elaborate
on key points
Repeat
what you heard
T
L
R
A
K
E
Diagnose not Qualify
Education
Selection
Awareness
Onboard
Use
Expand
BANT
@IndoJacco
Budget
Authority
Need
Time
Impact
Critical Event
"When do you
need this by.."
"What happens if
you miss that date.."
Let's do some math
by Winning By Design
A Journey based on Experiences
Relevance
Conversation
Critical Event/impact
Personalized Emails
Pitch and Demo
BANT
Discount Product
Increase Services
Orchestrate Impact
Kick-Off
LAND
How To Be Relevant
How to Diagnose
How to Trade for Value
Framework
not script
!
PROCESS
TOOLS
CONTENT
SKILLS
ORG
METHODOLOGY
DATA
CULTURE
Customer
Moments
Compound
Detailed

Experience
Matter
Impact
Now
Blueprints
Available
On-Par
Best in Class
$1,500,000
$2,000,000
$2,500,000
$3,000,000
$3,500,000
Trade for value
Diagnose
Be Relevant
A
R
G
H
!
a problem
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