Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/neal-murphy Session Overview Projects and Initiatives are major components of how successful sales organizations operate. Our own sales people use “projects” to qualify customer urgency and timeframe at the beginning of the sales process. We’re going to explore the importance of “projects” from both perspectives. You’ll learn how sales leaders use initiatives to move their organization forward. Using this insight, we’ll explore an easy to master selling technique your company can use to improve dialogue with key players in their target accounts.

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“Do You Have a Project?”
Moving the Sale Forward
with Compelling Events
-Neal
Murphy

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Why Focus on Projects?

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Sales Rep POV
B
• Budget
A
• Authority
N
• Need
T
• Timeline

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The Compelling Event
Customer Buying Process
Business
Development Active Selling

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Matter of Perspective
Key Player Sales Person

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Conversation or Interruption?

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Key Player POV
Influence Decision is already made

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Win the Boardroom
• Arrive Early
• Turn Priorities into
Projects
• 1 Project gets Funded

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Take-Away
• Marketing
• Sales
• Management

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Sales Projects & Initiatives
Challenges
PrioritiesProjects
Results
www.EnterpriseSalesOperations.com
Resources