Matt Dixon - The Challenger Sale: Driving Sales Growth by Taking Control of the Customer...

transcript

Ryan Bott @gosalesforce rbott@myinsidesales.com

Ryan Bott @gosalesforce rbott@myinsidesales.comRyan Bott @gosalesforce rbott@myinsidesales.com

WIN MOREApplying the Challenger Sales Steps to Your Inside Sales Presentation

Who is Ryan?• He scaled enterprise sales teams from 6 to 350 in 24 months• Built a $40M run rate business selling to CIOs over the phone.

ASPs of $250k. 30 Inside Account Excecs/Lead Gen globally.• Currently running 15% month over month during last year at

Gild. 15 Inside Account Execs. Low Churn, high MRR. • Has only missed one quarter in 5 years (98%) with high growth

tech companies.

is it YOU?

Appointment set

5 min pre-scramble

Weak Introductions

You ask, “What keeps you up at night?”

Status QuoDemo

30 second post-scramble to close

iS it YOU?Appointment set

5 min pre-scramble

Insincere Introductions

“What keeps you up at night?”

we say:“They weren’t really looking to buy”“They wanted x integration”“Our competitor was 20% less”

iS it YOU?Appointment set

5 min pre-scramble

Insincere Introductions

“What keeps you up at night?”

they hear:

“LAME”“WEAK”

Nobody expects a perfect product. What they do expect is a perfect sales interaction, and it’s up to you to step up and deliver.

PERSPECTIVEWhat do they know about you?*

-10% will visit your site before the demo-50% will visit during the demo-30% will visit after the demo

93% of your listeners have studied the space and know what they want BUT have no idea why you’re better.

*independent analysis of 500 companies, 2013

it IS YOU?

Appointment set

5 min pre-scramble

Weak Introductions

You ask, “What keeps you up at night?”

Status QuoDemo

5 min pre-call

Make Powerful Introductions

Teach 3 things. LISTEN. Reframe

Tell the Story and let slides follow

Frame the pricing discussion

Assign the Close

Applying the CHALLENGER SALE to the INSIDE

Step 1: Pre Call

“Before our call tomorrow I wanted to make sure we make the most use of your time… who will be on the call? …off the record, who will be calling the shots?...we won’t just jump in to a demo until we talk about x, can you let (in charge) know and ping me if that is a problem?”

Backout: “I apologize. It sounds like I have miscommunicated and we should schedule this for another time.”

Memorize EVERY name and voice instantly

Take a note of something unique from each person.

Come prepared with the pre-call data and something unique from your homework.

Step 2: Powerful Intro

Step 3: Teach & LISTEN

“There are three things that are changing (your customer’s) behavior”(Draw those on your slideware)

“How are those impacting your business?”

(write down what you hear them say)

“…successful companies have made this one change and seen x results.”

“(name), I can’t solve these (cross out items), but I can solve these (circle their items). Is that enough?”

Step 4: Reframe

Step 5: Tell a Story without slides

Start with how you are solving the problems you and they stated in the reframe.

“It turns out that (problem) efficiently analyzing data is not that easy…”

Show the result (the Who Slide) of how you came about at the end of the problem.

Step 7: Assign the Close

“Jason, can we have your business?”

“We have made some great commitments that you’ll be moving forward with us. John, who in this rom will be getting approval on the contract?”

“…This sounds like a pricing discussion, do you want to have that now?”

“The next part of this conversation is a pricing discussion, is everyone in the room that needs to be part of that? Who else needs to be part of this and when do you want to have it?”

Step 6: Frame the Pricing Discussion

WHAT does it TAKE?

50 times5 times500 times of practice

5 min pre-call

Make Powerful Introductions

Teach 3 things. LISTEN. Reframe

Tell the Story and let slides follow

Frame the pricing discussion

Assign the Close

In SUMMARY

Matt Dixon - The Challenger Sale: Driving Sales Growth by Taking Control of the Customer...

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