Insights from the field of Selling
An Elevator Pitch
Once described as the words you’d use if it were just you and your ideal prospect on an elevator to the top floor, this messaging element does a little more than a tagline. At BWST, we’ve adopted an elevator pitch construct called the I/Why/You pitch.
I/Why/You pitches have three components.
I: who I am and the firm I represent
Why: detail on what I do and why other clients choose to work with me
You: why you, the prospect, might be interested (based on your research)
Complimentary Messaging Help
In support of sales organizations looking to be poised and ready for our country's reopening, Bill Walton Sales Training is offering a set of complimentary tools for prospecting. Areas will include message support, email structure and contact management tips. First Series: free taglines.
Video #3: Sales Leader as Pivot Point - If salespeople ever needed their manager it's now. In this video we chronicle four competencies of crisis-hardened sales managers:
Video with Bill Walton - Making the Shift to Virtual Learning for Sales: Most companies have invested in great content suited to their sales process and their people. But classroom learning is not a 1:1 transference when going virtual. Listen to Bill Walton as he talks about his firm's process for creating and delivering engaging virtual learning experiences for sales with the "Define, Train and Sustain" approach.
Video #1: Selling During Times of Crisis: Watch my video as I describe the mindset and tactics for selling during times of crisis. I'll speak to a need for high empathy, the need to go deep in your business acumen, and the need to reach out to your centers of influence with a "giving hand" mindset. Send me your feedback at firstname.lastname@example.org.
Bill Walton Sales Training (BWST) has launched a three-part video series to help salespeople, sales trainers and sales leaders optimally engage prospects and clients in times of crisis. More than high empathy, connecting with prospects and clients during times like these requires a delicate blend of tact and tenacity.
Bill Walton Sales Training has over 60 years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.