Game of Sales

GAME OF SALES PRESENTED BY O InsideView A COLD CALL COLD CALLERS ARE UNINFORMED IS AN UNWELCOME INTERRUPTION COLD CALLERS WILL OFTEN NOT ACCEPT "NO" AS AN ANSWER MISREPRESENTATION TACTICS ARE OFTEN USED RECEPTIONIST & GATEKEEPERS ARE OFTEN BULLIED CEO CFO Fearlessness Verticals communication Passionate curiosity Not a risk taker Financial ESP Battle-hardened confidence Frugal CIO To-the-point communication bluefrontcapital.com/10- characteristics-of-a-successful-cfo/ prsa,org/Intelligence/TheStrategist/Articles/view/ 9131/1033/Five_common_characteristics_of_CEOS MANAGERS Speaks in Riddles CREATIVES Team player communication Sails the seas of info Flighty Problem solver Efficiency communication Self motivated Mystic reality Navigates available technology Loyal Fresh perspective Visual communication kathrynvercillo.hubpages.com/hub/10- Traits-of-a-Successful Manager BEFORE CONTACTING YOU SHOULD FULLY UNDERSTAND TOP 3 MOST ANNOYING VENDOR APPROACHES TO A BUSY C-LEVEL LACK OF PREPARATION AND KNOWLEDGE 50% THEIR INDUSTRY PRIMARY BUSINESS GOALS COMPANY SIZE INTERACT FIRST -SELL SECOND DEMONSTRATE REAL ROI CATERED TO THEIR BUSINESS AND POSITION 3 UNSOLICITED PHONE CALLS UNSOLICITED EMAILS (SPAM) SHARE THE RISK SHARE THE REWARD 56% 43% 80% SAY 2+ COLD CALLS OVERA 2 MONTH PERIOD IS ANNOYING slideshate.net/abblelundberg/selling-to-the-cio HARD PART - GETTING THEM TO TALK TO YOU IN THE FIRST PLACE THOSE WITH AN INDIRECT CONNECTION ARE 5+ TIMES MORE LIKELY THAN THOSE WITHOUT ANY CONNECTIONS TO RECEIVE A RETURN CALL FOR CALLERS WITH DIRECT CONNECTIONS, THE LIKELIHOOD OF RECEIVING A RETURN CALL INCREASES 11 TIMES PERSONAL CONNECTIONS LED TO A 243 % INCREASE 1 IN SALES PRODUCTIVITY "OVER 70% OF DECISION MAKERS ABSOLUTELY WILL NOT BUY FROM A COLD CALL" - KENAN FLAGLER BUSINESS SCHOOL UNIVERSITY OF NORTH CAROLINA CIRCUMSTANCES WHERE SENIOR BUSINESS EXECUTIVES WOULD ACCEPT A TELEPHONE CALL FROM A SALESPERSON ALWAYS USUALLY OCCASIONALLY NEVER |- A RECOMMENDATION FROM SOMEONE INSIDE THE COMPANY Il - A REFERRAL FROM OUTSIDE THE COMPANY III - A LETTER FROM A SALESPERSON FOLLOWED BY A DIRECT CALL IV - A CONTACT AT AN OFF-SITE MEETING V-A DIRECT TELEPHONE CALL FROM A SALESPERSON SIT ON THE IRON THRONE OF SALES. INSIDEVIEW.COM