Sociable! How Social Media is Turning Sales Upside-Down
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Sales Shift: How Inbound Marketing Has Turned Sales Upside Down
1.
2. DECEMBER 10TH 2013
START TIME: 2:00PM ET 11:00AM PT
Frank Belzer
VP of Corporate Training
Kurlan and Associates
Host: Neal Cranna, Director of Marketing
Maximizer CRM
11. What has happened toâŠâŠ
Your Sales Pipeline
Your Sales Cycle
Your Sales Process
Your Sales Priorities
Your Top Sales People
12. Buyers no longer need/in fact
they hate
The sharing of information about your product, your
company or the sales person
To know what you think or what others think about your
product or your solution
Hearing about the technical superiority or functionality
An unnecessary demo or trial
To be treated like a number/everyone else
A process that adds no value to what they have done
already on their own
13. But they long for
Someone to help fill in the pieces
Someone to ask them the right questions
Someone to make them feel important
Someone that builds a true business relationship
Someone that isnât scared to push back if they have drawn
some wrong conclusions
Someone to help them customize the solution
14. Less time to build the
relationship
Only 24% of sales people excel at building relationships
early enough in the process
Engaging the prospect
Recognizing that the way they feel about you (the rep) will
have an impact on the lead converting into a viable sales
opportunity
May no longer have the luxury of âin person meetingâ
which means the phone conversations and email exchanges
need to be better than they were in the past!
15. Truly consultative sales people
Only 21% of current sales population can be described as
truly consultative
Listen more than they talk
Know how to ask great high gain questions of the prospect
Become the value that the prospect cannot get anywhere
else
Create a âcomfort levelâ for the prospect that enables them
to make a decision
Establish trust
16. Pipeline management
We need to have more customization within our pipeline to
accommodate the different buying patterns of the
prospects that are in our funnel
We need to know that not every lead is a prospect
We need to understand how we differentiate and utilize
lead nurturing
We need to recognize that even when someone raises their
hand and requests help it might take 10 plus attempts to
actually speak with them
Although they came to us through a digital interaction we
must treat them like people
17. The big shifts in how we sell
We started the sales discussion
They started the discussion
We picked the topic/application
They selected their area of interest
We set the timelines
They have their own timeline
We used our process
They are in the middle of their
buying process
We shared the information we
wanted to share
We focused on getting to the
ultimate decision maker
They already have information and
they are looking for something
else
They are deciding collaboratively
and have an internal team to do
that
18. Expectations have changed
The B2C and B2B worlds have merged - Impact of Amazon
They havenât only looked at you â they have looked at
everyone
All âsitesâ are created equal
An inbound lead is drawn to your company for some reason
and they expect their interaction with sales to validate that
and not contradict it
An inbound lead has not only been educated on your
product or service during the course of their research, they
have also learned about buying and negotiating with you.
19. The tendency might beâŠâŠ
Although the tendency might be to approach a lead as if
they are far along in the process and ready to buy the right
thing to do is assume they are a red light opportunity
Although the tendency may be to simply pick up the process
wherever the lead appears to be the right thing to do is
back up and validate their earlier steps
Although the tendency might be to treat everyone at
certain stages of the funnel the same way it is actually
better to individualize and differentiate