Evolve or Die: Surviving the Changing Sales Landscape - Sales 2.0 Conference - March 2015
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Here's my presentation from the Sales 2.0 Philadelphia Conference about how to survive and thrive in the changing sales landscape.
Evolve or Die: Surviving the Changing Sales Landscape - Sales 2.0 Conference - March 2015
- 1. EVOLVE OR DIE Surviving the changing sales landscape Jeff Perkins Sales 2.0 March 16, 2015
- 2. #s20c @JeffPerkins8 PGi #SalesEvolution @JeffPerkins8 BETTER COLLABORATION. BETTER RESULTS.
- 5. #s20c @JeffPerkins8 ABOUT ME Pic of kids
- 7. #s20c @JeffPerkins8 THE GOOD OLD DAYS
- 8. #s20c @JeffPerkins8 Only 2% of cold calls result in an appointment 3% of emails result in a click (Source: Mail Chimp) (Source: Leap Job)
- 9. #s20c @JeffPerkins8#s20c @JeffPerkins8 YOUR PROSPECTS JUST ARENT THAT INTO YOU
- 10. #s20c @JeffPerkins8 WALK A MILE IN YOUR PROSPECTS SHOES
- 11. #s20c @JeffPerkins8#s20c @JeffPerkins8 BUSINESSES NEED YOUR HELP MORE THAN EVER.
- 12. #s20c @JeffPerkins8#s20c @JeffPerkins8 YET, THEY ARE MORE LIKELY TO IGNORE YOU THAN EVER BEFORE.
- 13. #s20c @JeffPerkins8 SO, WHERE DOES THAT LEAVE US?
- 14. #s20c @JeffPerkins8 WE NEED TO EVOLVE
- 15. #s20c @JeffPerkins8 EVOLVE THE WAY WE VIEW OUR PROSPECTS
- 17. #s20c @JeffPerkins8 YOUR PROSPECTS ARE 70% OF THE WAY THROUGH THE SALES PROCESS BEFORE THEY ENGAGE YOU. Traditional Sales Funnel
- 18. #s20c @JeffPerkins8#s20c @JeffPerkins8 WHAT ARE THEY DOING THAT 70% OF THE TIME?
- 19. #s20c @JeffPerkins8#s20c @JeffPerkins8 Source: Google & Compete B2B Customer Study June 2013 ONLINE RESEARCH
- 20. #s20c @JeffPerkins8#s20c @JeffPerkins8 MEET YOUR FRONTLINE SALES REP
- 21. #s20c @JeffPerkins8#s20c @JeffPerkins8 DO YOU KNOW WHAT YOUR CUSTOMERS ARE DOING?
- 22. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE RELATIONSHIPS WITH OTHER DEPARTMENTS
- 25. #s20c @JeffPerkins8#s20c @JeffPerkins8 B2B organizations with tightly aligned sales and marketing operations achieved 24% faster 3-year revenue growth, and 27% faster 3-year profit growth. Source: http://gotypea.com/50-statistics-b2b-sales-marketing-misalignment/
- 26. #s20c @JeffPerkins8#s20c @JeffPerkins8 SALES/MARKETING ADVISORY BOARD
- 27. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE WAY WE SELL
- 32. #s20c @JeffPerkins8#s20c @JeffPerkins8 WE GOT THE SAME AMOUNT OF BUSINESS WHEN WE DIDNT TRY TO SELL. AND IT STUCK.
- 33. #s20c @JeffPerkins8#s20c @JeffPerkins8 WHAT PROSPECTS WANT 4X Demonstrate deep expertise on my industry 2X Demonstrate deep expertise about my company Show they care about my success Cultivate a personal relationship with me
- 34. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE TYPES OF REPS WE HIRE
- 37. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE TOOLS WE USE TO SELL
- 39. #s20c @JeffPerkins8#s20c @JeffPerkins8 YOU USE ALL THESE HIGH TECH TOOLS TO FIND YOUR PROSPECTS. YOU NURTURE THEM INTO A QUALIFIED LEAD. YOU SPEND TIME AND EFFORT TO GET THE MEETING. AND THEN
- 41. #s20c @JeffPerkins8#s20c @JeffPerkins8 OF COMMUNICATION IS NON-VERBAL
- 42. #s20c @JeffPerkins8#s20c @JeffPerkins8 156% higher revenue using video Source: Aberdeen Group Meetings take 30% less time Source: University of Minnesota
- 44. #s20c @JeffPerkins8#s20c @JeffPerkins8 Sign up to be a beta customer at booth #5
- 45. #s20c @JeffPerkins8#s20c @JeffPerkins8 Webinars are rated one of the top methods for lead generation. Source: Marketing Profs
- 46. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE WAY WE COMPENSATE SALES REPS
- 48. #s20c @JeffPerkins8#s20c @JeffPerkins8 IS YOUR COMP PLAN ENCOURAGING THE RIGHT BEHAVIOR?
- 49. #s20c @JeffPerkins8 MY REP IS MORE INTERESTED IN HIS BUSINESS THAN MY BUSINESS
- 50. #s20c @JeffPerkins8#s20c @JeffPerkins8 NEW IDEAS FOR COMPENSATION Higher base salary Incentives for customer satisfaction and retention Softer metrics Give sales managers flexibility
- 51. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE The way you view prospects Relationships with other departments The way you sell The types of reps you hire The tools you use to sell The way you compensate
- 52. #s20c @JeffPerkins8#s20c @JeffPerkins8 ITS NOT ABOUT EVOLVE OR DIE. ITS ABOUT SURVIVE AND THRIVE.
- 53. #s20c @JeffPerkins8 SALES 2.0 DISCOUNT OFFER JEFF.PERKINS@PGI.COM
Editor's Notes
- #10: The traditional sales tactics are not less effective than they used to be. They literally NOT effective.
- #11: Earnings are great, but the business isn't growing. More crowded and competitive market Asked to do more with less
- #22: Prospects are not anonymous names on a list of leads Prospects are informed and will come to you with questions Prospects are already in the process of evaluating you and your competitors Be ready (Hubspot info in SFDC)
- #30: ATC NADA story sales through service Hard selling business didnt stick Buyers value business expertise over product knowledge (get stat) You can sell just as much, by not selling