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The Art of Making Love

At Winning By Design we have noticed how young sales organizations struggle to sell. The main reason is that they are too focused on "selling". In this presentation I present an argument to change the mindset to focus on helping your customer .
by

Jacco vanderKooij

on 6 March 2017

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Transcript of The Art of Making Love

/
The Art of Making
Love
Be an expert communicator
Elaborate
Being Customer Centric
is like teenagers having sex
Educate
Assist
Create an experience
T
A
L
K
E
R
so everyone claims they are doing it.
No one
really knows how
to do it.
..
everyone thinks everyone else is doing it.
Winning by Design Jacco van der kooij @Indojacco
Everyone talks about it
...
very real impact
Firing SDR teams
relocating sdr teams
Closing remote offices
Moving upstream
Ryan Mendez @Gainsight
educate
assist
art of making love
Sales
sales methodology
Land
Expand
Close
traditional
sales activities
traditional
Meeting
Email
Renew/Churn
Install/Use
Upsell
Pitch
Close
Negotiate
Call
disco/demo
objection
propose
It's not working!
Jacco,
Great to be connected
on LinkedIn!
I happened
to stumble ...
I specialize
in ...
I hav
e a proof of concept ...
I figured
it made sense ...
Would
you
be interested
in a 15
minute meeting ...
Thanks,
Mat
You have unread messages
from
Tactics
Volume
$20,000
$25,000
15
25
$10,000
10
20
5
$15,000
$30,000
Winning By Design
# of SQLs/SDR
ACV
inefficient and ineffective
sales approach
Land
Expand
Close
traditional
sales approach
EDUCATE
ASSIST
Commit
customer centric
art of dancing
A
H
A
A
A
R
G
H
W
O
W
B
O
O
M
Y
E
A
H
O
M
G
!
professional workspace
trial
use
assist
grow
diagnose
commit
TRADE
conversation
share a story
educate
Create frameworks
COACH NOT TRAIN
money
sales activities
customer centric
art of making love
making love
being an expert in creating an experience
that can be repeated
in a unique way
by using a framework
/
=
key principles
Step 3.
#winning by design
innovating on an unstable
foundation
ABM
Data
AI
Skills
Tools
sell sell sell
content
process
tools
skills
solve customer problems
content
org
Tone of voice
Ask questions
Listen actively
Keep Notes
Repeat what you heard
@IndoJacco
Winning By Design
innovation
foundation
innovation
foundation
innovating on a stable
foundation
1. Create it
2. Teach it
3. Drill it
Create customer centric actions
What you call it does matter!
what happens to the fish?
Step 2.
Account based Marketing refered to as spear fishing
Start a conversation
Diagnose the problem
Share a customer story
Trade items of value
Committo success
Prospecting for MQLs
Qualifying SQLs
Pitching to a client
Negotiating a deal
Closing a customer
THE TEAM AT RAINFORESTQA DURING CALL REVIEW
there is a lot to know/little time
=
Step 1.
i have a problem
there is a solution
i gotta have this
works as advertised
impact delivered
I need to share this
Step 4.
across any media
SALES
ADVISORY
What to do
How to do it
I
II
III
Why we need it
/
/
/
o
c
u
s
t
m
E
r
Step 5.
Who is the fish?
who are you in this picture?
Adapted from quote by Dan Ariely of Duke on Big Data
Even a blind squirrel
finds a nut once in a while
Create a great experience consistently
Full transcript