inbound sales — trends, tools, and techniques for more efficient sales teams in 2017

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Page 1: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017
Page 2: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Jeremy Eisenberg@jeremyeisenberg

❏ Co-Founder and Sales at 3P Creative Group

❏ Fun Fact: Trying to make a Boba Fett costume from Scratch

Page 3: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Agenda

❏ Defining The Modern Buyer

❏ Legacy Sales Process

❏ Inbound Sales Process

❏ Recap & Questions

Page 4: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Defining The Modern

Buyer

Page 5: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Today’s buyer has all the power.

Page 6: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

COMPOSE

Inbox (1,347)

Sent MailSpam (28,392)

Modern buyers are very efficient at tuning out interruptions.

Page 7: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Modern buyer’s know how to find their own information.

Page 8: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

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.

Page 9: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

This probably isn’t news.We are all modern buyers.

Page 10: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

..but most sales teams are trying to sell to modern buyers with a legacy sales process.

Page 11: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

LegacySales

Process

Page 12: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

A legacy sales process is centered around the way salespeople sell,

instead of how people buy.

Page 13: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017
Page 14: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

SourceConnectQualify & Close

Page 15: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Legacy Salespeople try to connect with brute force and a generic message.

Over and over again.

SourceConnectQualify & Close

Page 16: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

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

Page 17: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

The same old tactics just don’t work. How have

sales teams responded?

By finding ways to increase their throughput.

Page 18: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

They found plenty of tools to “help”

Page 19: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

EMAILS SENT THIS MONTH

PEOPLE ENGAGINGTHIS MONTH

WE AUTOMATED THINGS!

But more of the same emails &

calls usually doesn’t equate

to better results...

Page 20: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

“If I had asked people what they wanted, they would have said faster horses.”

-Henry Ford

Page 21: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

If more of the same just doesn’t work…what’s the alternative?

Page 22: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Transforming your approach

Put the buyers’ needs before your own.

Page 23: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017
Page 24: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Inbound Sales Process

Page 25: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

An inbound sales process iscentered around the buyers’ actions instead of the salespersons’ process.

Page 26: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Salespeople start with inbound interest, using context to connect.

Page 27: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Buyer and seller data is captured automatically. Coaching & pipeline

monitoring happens in real time.

Page 28: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Sales and marketing work hand in hand together, creating a seamless experience for buyers.

Page 29: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

The Inbound Sales Methodology

Page 30: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017
Page 31: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Instead of prospecting off demographicsand digging around on the web…

➢ Identify➢ Advise➢ Explore➢ Connect

Page 32: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we start with prospects showing the right signs.

Page 33: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…and we look for hints about their needs and interests.

Page 34: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we help interested visitors learn and buy on their terms.

Page 35: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we help interested visitors learn and buy on their terms.

Page 36: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we help interested visitors learn and buy on their terms.

Page 37: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Instead of blasting out thousands ofuntargeted messages in hopes of a

few worthy replies…

➢ Identify➢ Advise➢ Explore➢ Connect

Page 38: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

… we choose a worthy starting point, but tailor each message.

Page 39: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

… we choose a worthy starting point, but tailor each message.

Page 40: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we give our prospects the power to choose when to connect.

Page 41: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

Instead of running a generic sales process with the goal of closing quickly…

➢ Identify➢ Advise➢ Explore➢ Connect

Page 42: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we share content tailored to each individual buyers’ needs.

Page 43: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we listen for signs of interest to tailor the next step.

Page 44: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

…we listen for signs of interest to tailor the next step.

Page 45: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017
Page 46: Inbound Sales — Trends, Tools, and Techniques For More Efficient Sales Teams In 2017

QUESTIONS?