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[Curated Content in this edition]
Bits About Books: In Conversation with Ted McKenna, Author, "The Jolt Effect"
[Analysis] B2B buyers demand more access to digitally enabled sales channels
by Mark Brohan
[Buyer] Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events by Bob Apollo
[Sales Process] Is your sales process a strait jacket? Or your best sales enablement tool? by George Bronten
[Podcast] Navigating the SaaS Landscape: Unpacking Cloud Ratings with Matt Harney by David Dulany
[Presentation/Skills] Death by Powerpoint: Melissa Gaglione vs Ryan Quindlen vs You by Chris Bogue
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Bits About Books : In Conversation with Ted McKenna, Author, "The Jolt Effect".
How High Performers Overcome Customer Indecision.
Ted McKenna is one of the world’s leading experts in sales, business development, and customer experience and a co-author of the bestselling book The JOLT Effect: How High Performers Overcome Customer Indecision. His research frequently appears in the pages of Harvard Business Review and he is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers.
Ted is an expert in analyzing behaviours—of customers, doer-sellers, frontline sales & service agents, leaders, and board members—and applying analytics in various forms of content, products, and services. At Tethr, Ted worked on mining unstructured conversational data using advanced data science and leading AI/ML tools to build models, scores, and behavioural frameworks of which the most well-known model is the Tethr Effort Index. Previous roles called for deploying syndicated research methods to mine more structured sources such as surveys, diagnostics, demographics, and job data.
“The Jolt Effect” is based upon studies of real buyer-seller conversations, using statistical and AI methods to understand what results in a sale, what factors result in negative effects, and what more successful salespersons can do differently when deals don’t seem to progress.
One of the startling discoveries the author talks about is the fact that buyers are extremely jittery in making decisions precisely because there is an overload of information these days. To minimize risk, they often delay or abandon purchases.
When buyers stall, sellers assume that they have not been able to convince the buyer with enough information. So they end up piling more information and somehow bring on the fear of missing out on an opportunity. This has negative effects since the buyer is already fearful of making a mistake they might regret later. Most of these engagements result in “no deal”. Instead, the seller must help the buyer as if they were advising their best friend on a purchase.
Run time – 57.01 mins.
From The PitchLink Sales and Marketing Lit Fest 2023
22 Authors of 22 Blockbuster Sales and Marketing Books in 22 twenty minute sessions.
{Content we are tracking this week?}
All text with a green border to the left are quoted content from the respective curated pieces.
[Analysis]
B2B buyers demand more access to digitally enabled sales channels
by Mark Brohan
In 2017, only about 20 % of industrial companies said they preferred digital interactions and purchases. Currently, that proportion is around 67%, McKinsey says.
B2B sales have seen sweeping changes over the last couple of years amid rising customer demand for more seamless and transparent services.
However, many industrial companies are failing to keep pace with their more commercially focused peers and, as a result, are becoming less competitive in terms of performance and customer services, according to new research from McKinsey and Co.
[Buyer]
Our Customer’s Buying Journeys are driven by Key Trends and Trigger Events
by Bob Apollo
We can establish our most promising target markets and audiences by identifying the important business issues we are really good at addressing, the common characteristics of the organisations that are likely to suffer from them (our “ideal customer profiles”), and the key roles within those organisations that are likely to act as change drivers.
But it’s the trends and trigger events that are currently affecting these target markets and audiences that determine which of them are most likely to become short-term prospects. So - what exactly do we mean when we refer to trends and trigger events?
[Sales Process]
Is your sales process a strait jacket? Or your best sales enablement tool?
by George Brontén
It’s no news that a well-designed and implemented sales process makes sales teams more effective. According to CSO Insights’ Sales Performance Optimization Study, sales process related challenges are #2 on the list of sales execution challenges, right after “generate more leads”.
[Podcast]
Navigating the SaaS Landscape: Unpacking Cloud Ratings with Matt Harney
by David Dulany
[Presentation/Skills]
Death by Powerpoint: Melissa Gaglione vs Ryan Quindlen vs You
by Chris Bogue
The biggest showdown of the Summer has arrived. Melissa Gaglione and Ryan Quindlen are squaring off against one unlucky competitor in the ultimate public speaking challenge.
Stay with us and enjoy human curated content on sales, buying and building your startup and service. We find it for you so you don’t have to.
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The Pitch.Linker No.187. Volume 05. Issue 25* 19th June 2024 ©Pitch.Link