inbound sales — trends, tools, and techniques for more efficient sales teams in 2017
TRANSCRIPT
Jeremy Eisenberg@jeremyeisenberg
❏ Co-Founder and Sales at 3P Creative Group
❏ Fun Fact: Trying to make a Boba Fett costume from Scratch
Agenda
❏ Defining The Modern Buyer
❏ Legacy Sales Process
❏ Inbound Sales Process
❏ Recap & Questions
Defining The Modern
Buyer
Today’s buyer has all the power.
COMPOSE
Inbox (1,347)
Sent MailSpam (28,392)
Modern buyers are very efficient at tuning out interruptions.
Modern buyer’s know how to find their own information.
Today's business buyers do not contact suppliers directly until 57 percent of the purchase process is
complete.- Study by CEB & Google“
“When modern buyer’s buy, they do it on their own timeline & terms.
This probably isn’t news.We are all modern buyers.
..but most sales teams are trying to sell to modern buyers with a legacy sales process.
LegacySales
Process
A legacy sales process is centered around the way salespeople sell,
instead of how people buy.
SourceConnectQualify & Close
Legacy Salespeople try to connect with brute force and a generic message.
Over and over again.
SourceConnectQualify & Close
Legacy Salespeople deliver a generic demo with generic examples & generic
case studies.
They are focused on qualifying and closing a prospect as quickly as possible.
SourceConnectQualify & Close
The same old tactics just don’t work. How have
sales teams responded?
By finding ways to increase their throughput.
They found plenty of tools to “help”
EMAILS SENT THIS MONTH
PEOPLE ENGAGINGTHIS MONTH
WE AUTOMATED THINGS!
But more of the same emails &
calls usually doesn’t equate
to better results...
“If I had asked people what they wanted, they would have said faster horses.”
-Henry Ford
If more of the same just doesn’t work…what’s the alternative?
Transforming your approach
Put the buyers’ needs before your own.
Inbound Sales Process
An inbound sales process iscentered around the buyers’ actions instead of the salespersons’ process.
Salespeople start with inbound interest, using context to connect.
Buyer and seller data is captured automatically. Coaching & pipeline
monitoring happens in real time.
Sales and marketing work hand in hand together, creating a seamless experience for buyers.
The Inbound Sales Methodology
Instead of prospecting off demographicsand digging around on the web…
➢ Identify➢ Advise➢ Explore➢ Connect
…we start with prospects showing the right signs.
…and we look for hints about their needs and interests.
…we help interested visitors learn and buy on their terms.
…we help interested visitors learn and buy on their terms.
…we help interested visitors learn and buy on their terms.
Instead of blasting out thousands ofuntargeted messages in hopes of a
few worthy replies…
➢ Identify➢ Advise➢ Explore➢ Connect
… we choose a worthy starting point, but tailor each message.
… we choose a worthy starting point, but tailor each message.
…we give our prospects the power to choose when to connect.
Instead of running a generic sales process with the goal of closing quickly…
➢ Identify➢ Advise➢ Explore➢ Connect
…we share content tailored to each individual buyers’ needs.
…we listen for signs of interest to tailor the next step.
…we listen for signs of interest to tailor the next step.
QUESTIONS?
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