Manage episode 177778217 series 1400361
- Overcome group buying dysfunction
- Help organizations make better decisions faster.
- How to create Automated & Dynamically personalized demsos
- “I need to check with my team and get back with you.” Only 28% of sales reps know how to handle this objection.
- Vision Qualified Technical Selling
- Who’s more important: the sales person or the internal champion?
- Be a buying coach.
- 80% of buyers want more support in selling internally
- Increase your likelihood of purchase in a complex sale which drops 50% when you go from 1 to 6+ buyers (81% - 55% - 60% - 60% - 53% - 31%)
- Customer answers what’s important.
- Tracks “demolytics”
- Customized demos are shared 61% of the time.
- Social capital increases engagement
- Tactical and Aggregate Demolytics
- Analytics for Champions
- Transparency helps the dialogue
- Advanced Branching Personalization (doubles conversion rates)
- “Sales Enablement” is crowded while “Buyer Enablement” is empty.
36 episodes available. A new episode about every 28 days averaging 40 mins duration .