Inbound maintaining control of the sale final v1a
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Transcript of Inbound maintaining control of the sale final v1a
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MAINTAINING CONTROL OF THE SALE IN A COMPETITIVE SITUATION
David Donlan
Head of Corporate Sales, HubSpot
Favorite Book: Olivia “The Pig” Sells Cookies
@ddonlan
DAVIDDONLAN
Been with HubSpot for 6 Years
Keep my hair relaxed on weekends
Employee Number 20 @HubSpot
15 Years of Sales and Marketing Experience
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COMPETITION
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GORDON GEKKO BETS ON SURE THINGS
Sales is not about making friends
Sheep get slaughtered
If you need a friend, get a dog
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PREDICTED THE WINNER
WHAT MADE THIS GUY SPECIAL?
1 Know more than your customer
2 Eliminate the competition
3 Perfect practice makes perfect
4 Give them homework
5 Embrace more job roles
6 Numbers don’t lie…show the ROI
6 WAYS TO KEEP CONTROL OF THE SALE
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1 KNOW MORE THAN YOUR CUSTOMER
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Be the Expert!
• Speak the Client’s Language
• Be passionate its infectious
• Believe in your product, if you don’t no one will
• If you can’t relate to your buyer, its pretty hard to build trust
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Don’t ask questions you should know the answer too
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Know their business: (financial, products, revenue distribution)
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Read 2/Hours per day
Read 2/hours per day
Cite examples in presentations and discussions
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2 ELIMINATE THE COMPETITION
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KNOCK THEM OUT!
In the First Round
Don’t give them a chance
Time is your biggest adversary
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Slot machines payout 33%
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3 PERFECT PRACTICE MAKES PERFECT
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Peer to Peer
• Coaching
• Role play
• Why wouldn’t they buy?
• Setup a regular cadence
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Pitch Together! Sell as a Team!
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Read 2/Hours per day
Read 2/hours per day
Document every encounter
Is it a deal breaker?
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4 GIVE THEM HOMEWORK
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Challenge: 90% of the B2B purchase process happens before sales people get involved.
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Keep control of the sale by giving them homework
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Tell them what they should be reading after every encounter
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Technical Questionnaires, ROI Calculators, Benchmark Surveys
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Never let them off
the hook
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5 EMBRACE MORE JOB ROLES
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Make your
meetings 1 on 1
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6 NUMBERS DON’T LIE…SHOW THE ROI
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Get the numbers early
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You can tell a better story with data
ROI of HubSpot
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Master the Art of
Storytelling
“ Tell me a fact and I will Learn. Tell me a truth and I will believe. Tell me a story and it will live in my heart forever.”
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FINAL THOUGHT
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If you need a friend, get a Dog.-Gordon Gekko
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QUESTIONS ?