Sales Community - Keep The Basics In Mind
Randy Seidl
CEO | Board Member | CRO | Sales Community Leader | Advisor | Executive Recruiter
Define the Situation, Needs, Value, Outcomes, Deliverables, and Terms
To go along with the David Reilly episode this week, ‘What Wall Street CXO’s Now Look for in a Tech Partner’, Tony Jeary provides an easy outline on the basics needed to effectively present and sell anything. There are lots of methodologies out there but you should always keep these basics in mind.
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Tech Sales Insights LIVE
Join me and Nour next Wednesday, March 9th with our guest Peter Bell, Chairman of Amity Ventures. Join us at 10:30AM EST, link below!
‘Sales From a VC Perspective' with Peter Bell
→ This episode is sponsored by CaptivateIQ, the Commission Software Sponsor of the Sales Community. Created by a team with decades of commissions experience, CaptivateIQ is pioneering the new standard in commission management and enabling companies to reclaim the power of incentives with a platform built for revenue teams.
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Upcoming '22 schedule for Tech Sales Insights LIVE:
Check out our previous episodes here: Tech Sales Insights LIVE
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From Our Sponsors:
The Alexander Group
After the blueprint, it is time to get into the details, engage the next level of the organization, create ownership and set the stage for change. Alexander Group can help with our detailed design support. Let’s construct your next generation revenue organization.?
CaptivateIQ
CaptivateIQ is setting the new standard in commission management. We're thrilled to congratulate them on their $100 million Series C led by ICONIQ Growth, and including investments by other top-investors such as Accel, Sequoia and Sapphire
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Gong
Robert Cialdini In The House
If you want a successful career in sales, you have to understand the emotional triggers that motivate buyers to make a purchase – YOUR purchase. That's why Gong is hosting a session with?Robert Cialdini (aka the ‘Godfather of Influence’). He's unveiling 3 universal principles that will help you become a skilled persuader in the free virtual session.
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Emissary
2022 tech budget growth is expected to be the largest in a decade, bringing the potential for record-shattering sales. To help sellers take advantage, Emissary surveyed over 1,000 executive-level tech buyers ー learning how they plan to spend those growing budgets and what their buying processes will look like.
Join Randy Seidl, Sales Community founder and Seleste Lunsford, Chief Research & Strategy Officer at Emissary on March 10th at 1:00EST as they pull back the curtain and shed light on what happens behind the scenes of an enterprise tech sale:
-Which industries and initiatives do buyers say drive the most spend
-Where tech execs are struggling with their charters
-Who buyers prefer to include in buy cycles - Is procurement inevitable?
-What executive buyers want from their sellers - and what they hate
-The critical few “do-differents” for selling tech this year
Register here
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Randy's Tips to Sell More ?? Excerpts from Your Go-To Sales Advisor
Define the Situation, Needs, Value, Outcomes, Deliverables, and Terms
by Tony Jeary
Having a 360-degree view of the landscape is essential to putting together a winning pitch. We use a Statement of Work (SOW) template that clearly lays out the following:
Situation: A detailed recap/overview/summary (proves you know the deal
Needs: What the prospect/customer/client wants, wants more, or wants to avoid?
Value: What we can uniquely provide and how it will help them
Outcomes: The bigger picture of what they want
?Deliverables: Exactly what the prospect will receive from our offering to help them get the outcome they want (products, services, connections, etc.)
?Terms: The business agreement
Perhaps this format could be helpful for you.?????????????????????????????????????
Understanding these critical success factors will help you put together a comprehensive presentation that is results-oriented and will provide excel- lent clarity for your prospect.???????????????????????
VIP: Address the situation, needs, value, outcomes, deliverables, and terms of an agreement so you can put together a comprehensive presentation that is results oriented and will provide excellent clarity for your prospect.?
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