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C level meetings fast sales 30 chicago 2019 final
- 1. How to Get Appointments withC-level Executives... Fast
- 2. THE END INMIND Understand why prospecting to theCEO just makes (un)common sense
- 3. WHYPROSPECT TO CEOS? •More @bats for less effort • Shorten your sales cycles and time to market • Increase the quality of your sales pipeline • Win larger deals with less pressure on price, often with no competition. • Make your team wildly successful – reduce turnover • Make you more successful - provide for you and your family
- 4. AGENDA ThereasonsWhymost think theystruggle toget ENOUGHappointments TheREAL reasonsmost struggleto get appointments TheROOTcauseofthis issue What YOUcan do to solve this 1 2 3 4
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- 6. BUSINESSIS INCREASINGLY COMPLEX ATTENTION ECONOMYTO DISTRACTION ECONOMY
- 7. ATTENTION SPANS ARE SHORT …ANDGETTING SHORTER
- 8. IMPACT ONSALES LONG SALESCYCLESNOTENOUGHQUALITY OPPORTUNITIES LOW PROPOSALTOWIN RATES
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- 13. The customer is thehero of our brand's story, not us. When we position our customer as the hero and ourselves as their guide, we will be recognized as a sought- after character to help them along their journey.
- 14. YOU’RE NOTTHE HERO •“We do this, we do that” • “We are the market leader” • “We provide better service” • “Our(SOLUTION) is marketleading” • “Our(SOLUTION) is best in class” • “(INSERT CO) leads the (INDUSTRY) space” • “(INSERT CO) has the best (INSERT INFO)”
- 15. STOP ‘WEEWEEING’ ONCUSTOMERS!
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- 17. TOP PERFORMERS KNOW PROSPECTING TOTHE CEO IS HIGHLY EFFECTIVE $$$ $$ $ C Suite VP DIR CHANGE & GROWTH STATUS QUO & EFFICENCY
- 18. 95% of buyers arein status quo - Craig Elias 85% of budgets are assigned to existing initiatives – The Chasm Group 22% increase in average sales cycle in last 5 years – Salesforce.com 58% of sales opportunities end in “no decision” - SBI
- 20. “Mid-ranking executives are vestedin status quo, can’t say “yes”…but can say “no.”
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- 24. “The ability towrite effectively and persuasively is one of the most critical and lacking skills in business today. It’s the difference between success and failure in any communications initiative.”
- 25. AN ENDEMIC ISSUE SALESLEADEREXECUTIVESSALESPERSON
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- 32. STOP “WEEWEE” “ABC, XYZ, ACMEsay that they got (results)…” “I/we help companies to (results)…”
- 33. BE THE GUIDENOTTHE HERO • “Other customers would tell you that they get these results/they’re experiencing this, seeing this…” • “Other manufacturing clients would tell you…” • “Others in your situation have told us…” • “Companies like X,Y,Zare getting results like these…”
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- 35. C-LEVEL EXECUTIVES WANTTO SPEAK TO YOUR SALESPEOPLE 82% accept meetings with sales people who contact them proactively 71% want to speak with sales people when they’re looking for new solutions 74% choose the seller who first provides insight and value
- 36. IFYOU PROSPECTTO CEOS •More @bats for less effort • Shorten your sales cycles and time to market • Increase the quality of your sales pipeline • Win larger deals with less pressure on price, often with no competition. • Make you more successful - provide for you and your family
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- 38. EFFECTIVE EMAIL CHECKLIST 1.Go HIGH! Identify the CEO 2. Be clear on your End in Mind (what do you want the CEO to do) 3. Subject: includes the CEOs FIRST name 4. A reason or trigger event (makes the approach timely) 5. The value proposition (what’s in it for the CEO?) 6. 3rd Party Proof - results that others have achieved 7. Address objections upfront - will come up as the prospect reads your message 8. Clear call to action – only one!
- 39. RESULTS 72% 85% 65% 70% 75% 80% 85% 90% Show Rate 53 103 0 20 40 60 80 100 120 Opportunities Created $45,283 $62,136 $0 $10,000 $20,000 $30,000 $40,000 $50,000 $60,000 $70,000 AverageDeal Size $2,400,000 $6,400,000 $0 $1,000,000 $2,000,000 $3,000,000 $4,000,000 $5,000,000 $6,000,000 $7,000,000 Pipeline Value 250 256 246 248 250 252 254 256 258 Appointments Set
- 40. “My team hasexperienced immediate results.” -Heather Ongley,Regional Sales Manager, Purolator “Matt’s methods … generated $2.7Min closed business within the first 60 days, ROI was immediate.” -Matthew des Tombe, Director Business Development, American Express “My first CEO response was under oneminute after sending my message!” -NateLawrence, SDR, Listrak
- 41. “Retain Matt asyour Strategic Thinking Partner - if you want hockey stick growth. Matt’s engagements with me have always yielded immediate results.” Ross Kramer, CEO, Listrak
- 42. “Matt is theworld's greatest authority on teaching salespeople to prospect and sell to the C-level.” - Gerhard Gschwandtner, CEO Selling Power Magazine
- 43. ADDITIONALRESOURCES For a copyof today’s Slides and a Whitepaper on this topic visit: www.matthewconway.com/chicago2019 [email protected]+1 647 402 2096