How IMPACT Evolved To Sell In An H2H (Human-to-Human) World Tom - - PowerPoint PPT Presentation
How IMPACT Evolved To Sell In An H2H (Human-to-Human) World Tom DiScipio Chief Strategy Officer & Partner @ IMPACT @tomdiscipio The Most Vital Element in Sales CONTEXT? BUILDING TRUST? THE PITCH? PROCESS? ENABLEMENT TOOLS? CONFIDENCE?
How IMPACT Evolved To Sell In An H2H (Human-to-Human) World
Tom DiScipio Chief Strategy Officer & Partner @ IMPACT @tomdiscipio
The Most Vital Element in Sales
CONTEXT? PROCESS? PERSONALIZATION? BUILDING TRUST? ENABLEMENT TOOLS? CHARISMA? THE PITCH? CONFIDENCE? THE PRODUCT?
THE BUYER.
The Buyer is the linchpin of your Sales Methodology, from which, all sales elements are formulated.
Buyers aren’t Buyers. Buyers are Human.
Bryan Kramer CEO of PureMatter, Author of Human to Human
“The fact is that the lines are so far blurred now between the B2C and B2B marketing segments that it’s hard to differentiate between the two anymore. Why do business marketers think they need to speak differently to their audience?”
Bryan Kramer
Ryan Deiss Founder & CEO of Digital Marketer
The Value Journey Canvas
A long, long time ago… In an office far, far away...
LEADS
Here’s how the email started...
Hi [First Name], Hope you are well.
Oh S%*t...
I noticed that some of your marketing staff have been visiting our website on a regular basis. That usually signals that you are looking for help with your online marketing strategy. Most organizations know their web presence needs to help drive sales in order to achieve the company's overall business objectives. However, very few have the time or expertise to fully leverage this strategy, so growth opportunities continue to be lost on a daily basis. We are experts at helping organizations just like yours achieve your business goals by increasing your company’s brand awareness, driving more qualified prospects to your website and converting more of these prospects into sales-ready leads. Our methodology is scientifically proven…
Oh S%*t...
“The fact is that the lines are so far blurred now between the B2C and B2B marketing segments that it’s hard to differentiate between the two anymore. Why do business marketers think they need to speak differently to their audience?”
Bryan Kramer
Deals closed each month.
What’s the solution?
“The art of salesmanship, is the absence of salesmanship.”
Jack Carroll
Most Important Tactics for Selling H2H
Assign a better-fit human for the role.
A better-fit human is...
your product or service because they’ve actually done the work.
the position of the buyer.
Customers are already 57% through the purchase process before they approach a supplier.
CEB / Gartner
A better-fit human is...
your product or service because they’ve actually done the work.
the position of the buyer.
Develop a buying experience, not a sales process.
“86% of buyers will pay more for a better customer experience, but only 1% of customers feel that vendors consistently meet their expectations.” Brian Solis
Principal Analyst @ Altimeter, Keynote Speaker & Author
THE BUYER.
Not told, or sold.
Not surprised.
Not pushed.
Not “yessed” or “sured.”
The challenge for you...