1 Making the Number by Defeating the Status Quo @MakingtheNumber #DefeatStatusQuo
WEBINAR - Making the Number by Defeating the Status Quo w/ Tim Riesterer
Oct 21, 2014
Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)
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Making the Number by Defeating the Status Quo
@MakingtheNumber#DefeatStatusQuo
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Greg AlexanderCEO, Sales Benchmark Index
Helping B2B companies “Make the Number”
Benchmarking MethodolgyProblem solving tool that gives companies access to best practices being used by top producing companies.
Sales and Marketing Consultancy
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Tim RiestererCMO, Corporate Visions
Co-Author:Conversations That WinCustomer Message Management
Delivers 200 messaging-developing workshops per year.
Trains 10,000 sales people a year on how to be better messengers.
“The one who has the best story, is the one who’s gonna win”
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You missed the
number again??
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Stimulate Demand
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Image courtesy of askmen
Information Overload
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How do you stand out?
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Think of yourself as a
Meaning Maker
You are NOT an information provider.
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1. Context – creating a sense of urgency
2. Contrast – show value between their status quo and what you’re recommending
3. Concrete – is it simple and actionable enough for me to do?
3 Ways to Make Meaning
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Things are going great.
Why should I change??
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OMG! I MUST CHANGE
NOW OR ELSE!!
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The biggest motivator of change is the
desire to avoid risk or loss
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Status quo is no longer safe
Image courtesy of ufunk
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How do I get the attention of the CEO?
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How do I get the attention of the CEO?
And who inside the organization can help me?
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We are NOT problem-solvers.
We are PROBLEM FINDERS!
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Insight bomb
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How do I get my salespeople to call on new accounts?
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How do I get my salespeople to call on new accounts?
How do I use contrast?
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Anchor the ‘From’ so you can setup the ‘To’
Executives expect you to know more
about their problems than
they do.
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Explain the status quo in a way they
can react to it.
Identify and understand all of the pivotal moments in a buying process.
Know the points in the process where value can leak out.
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Image courtesy of sonic-dev
Map out the status quo
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If you have no contrast, they cannot ascribe value.
VALUE LIVES IN CONTRAST.
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41% of B2B companies will miss the Q1 revenue target
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41% of B2B companies will miss the Q1 revenue target
The #1 reason a single big deal was pushed from
Q1 to Q2.
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41% of B2B companies will miss the Q1 revenue target
The #1 reason a single big deal was pushed from
Q1 to Q2.
Why??
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41% of B2B companies will miss the Q1 revenue target
The #1 reason a single big deal was pushed from
Q1 to Q2.
Why??
The business case was soft.
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Concrete
Image courtesy of suit101.com
If you’ve convinced them that their status quo is at risk and no longer safe….
And you’ve told a contrasting story…
Then quantify the opportunity and MAKE IT CONCRETE.
And they see it as something simple and doable
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Learn More…• Sign up for our Sales Force Effectiveness blog by clicking here
• Check out past recorded webinars by clicking here
• Additional questions can be sent directly to:
Email – [email protected]
Phone - 1-888-556-7338
Web: www.SalesBenchmarkIndex.com
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