Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly...
Transcript of Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly...
![Page 1: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/1.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Get More Business
in Less Time
![Page 2: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/2.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
• Pick the “One” Thing
• Put up a Barricade
• Dump Your Ideas
3 Key Strategies
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
The Truth?
I am a closet slug.
![Page 4: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/4.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Efficiency
Effectiveness
![Page 5: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/5.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Make
fewer
but
better
contacts
![Page 6: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/6.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Leverage Trigger Events
![Page 7: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/7.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Just one change affects:
• Satisfaction level with
the status quo
• Ability to meet their
goals & objectives
• Current processes
• Other functional areas
![Page 8: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/8.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
1st Quarter Results
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Management Changes
Management Change
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Competitive Moves
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Mergers & Acquisitions
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
New
Strategic
Initiatives
![Page 13: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/13.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Discover
your own
trigger
events.
![Page 14: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/14.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Use the News
• Could this create an
opportunity for us?
• If so, how can we
capitalize on it?
![Page 15: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/15.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Alert Services
![Page 16: Get More Business in Less Time - · PDF fileFormer Corp Sales Mgr Now Works at Xactly Corporation Director, Corp Sales Connection via Greg Volm Smart Connections: Identify](https://reader031.fdocuments.us/reader031/viewer/2022022503/5ab206737f8b9ad9788cfaf4/html5/thumbnails/16.jpg)
© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
BROWSER MOBILECRM
Business event
monitoring to identify
timely opportunities
Connection mapping
to discover key
relationships
Intelligent aggregation
to deliver best account
& contact profiles
Sales 2.0 Tool: InsideView
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit | SLIDE :17
What You Do …
• Set trigger agents
• Identify connections
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Cory Ayres
Director of Corporate Sales
Xactly Corporation
35 S. Market Street
San Jose, California 95113
Corp. Phone: 1-(408)-977-3132
Corp. Fax: 1-(408)-977-1261
Email: [email protected]
More Info: Search ZoomInfo /
Search Google / Search Jigsaw /
Search LinkedIn
Daily Summary Alert
Acquisitions
Xactly, Inc – Xactly to Acquire CentiveXactly Corporation today announced it has acquired the
Lowell, MA-based company Centive to become the
software industry’s largest ….
Smart Agents:Delivered via Email
My Employer Target Company
Gerald S. Casilli
Board Member -InsideView Also Works at
Xactly Corporation
(Board Member)
Team Previous Employer Target Company
Cory Ayres
Former Corp Sales Mgr Now Works at
Xactly Corporation
Director, Corp Sales
Connection via Greg Volm
Smart Connections:Identify entry points
Smart Records:Close the loop
Result: InsideView win @ Xactly
| SLIDE :18
Trigger Event Selling in Action
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Hi Pat. This is Terry. I’m a consultant with
Leapfrog Strategies. We specialize in working with
B2B salespeople on their sales training needs.
The reason I’m calling today is that I’d like to learn
about how your firm is currently handling business
development and share you some information on
our full-range of programs.
I’d be glad to meet with you at your earliest
convenience. My number is 651-429-1922. (repeat
#). Have a great day!
Typical Sales Call
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Pat. Terry calling. 123-456-7890.
Congrats on the $14 million your company
just raised to expand your business in the
Fortune 500 market.
I have some ideas that can help you out. One
of my recent clients—a technology company
like yours just landed three Fortune 100
clients.
Let’s set up a time to talk. My number is …
SNAP
Version
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
THINK!
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Best
way
to
speed
up
your
sales!
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© Jill Konrath, 2010 | SellingtoBigCompanies.com | 651-429-1922 | [email protected]: #salessummit
Leveraging Trigger Eventswww.sellingtobigcompanies.com/triggerD
SNAP Selling: 2 Free Chapterswww.snapselling.com/preview
Questions & Downloads