Digitalizing the Sales Dialogue

Double your close rate with pre-

meeting profiling

Most of the companies are not selling the way customers want to

buy

They are way too sales centric when they should be customer

centric instead

Sales & marketing teams are too apart from each other

Sales & marketing team = Revenue team

How to improve the sales experience, according to buyers?

69%Listen to my needs

61%Provides

relevant information

45%Care about the success

of my business or project

Source: HubSpot Sales Perception Survey, Q1 2016

How good are sales reps at

69%Questioning to assess

needs?(Fair or Poor)

51%Matching solutions to needs?

(Fair or Poor)

Source: TACK international - Buyers’ views of salespeople 2015

Over half of your customers aren’t getting what they need

Why?

Let’s think about the traditional

sales process

Sales rep sets up a meeting

There is no communication before the meeting

We spend huge amount of time mapping customers needs in

the first meeting

What is the value for the customer?

We book another meeting to go through

the proposal based on customers needs

Usually there are more people attending the 2nd

meeting and we have to start from almost the beginning

During the second meeting we might be able to close

the deal but usually it takes many more meetings to get the deal

Every fourth B2B sales cycletakes at least

7 months

Source: Harvard University and Gallup

What can we do in order to solve these problems?

Let’s use our time between booking call and the meeting to commit our

prospect to the meeting

Call Meeting

@zefstories

BEFORE THE MEETING WE ASK OUR PROSPECT TO TELL US HOW DOES SHE WANT TO BUY FROM US

@zefstories

THEN WE AUTOMATICALLY EDUCATE HER BEFORE THE 

MEETING.

@zefstories

BECAUSE WE KNOW OUR PROSPECT BETTER,WE ARE ABLE TO PREPARE THE PROPOSAL BEFORE THE MEETING

@zefstories

BECAUSE OUR PROSPECT GETS OUR CONTENT BEFORE THE

MEETING SHE WILL BEBETTER PREPARED

@zefstories

THE FIRST MEETING WILL NOT BE  JUST MAPPING NEEDS, BUT 

PERSONALIZED MEETING FORDESIGNING THE PROPOSAL 

TOGETHER WITH THE PROSPECT

How does the pre-meeting profiling help us?

Automates listening to the buyer’s needs

Sends personalized and valuable information to the

buyer

Gives insight to the sales rep regarding the buyer’s persona and her situation

Shortens the selling cycle

Increases the close rates

Pre-meeting profiling

Profiled vs traditionalCustomer-oriented

Personalized experienceEasy for the buyer

Comfortable for the sales rep

Sales-orientedSame experience for everyoneHard for the buyerDifficult for the sales rep

17% → 6%Decrease in no-show+70%

Increase in close rates12%Who denied to meet with the sales repwanted to meet after profiling process

Results