Building the Modern Sales Stack
•Transferir como PPTX, PDF•
4 gostaram•1,607 visualizações
Selling in today’s competitive environment has never been fiercer. With the explosion of easily accessible data on competition, pricing, and reviews, buyers are incredibly informed. And while the tools to arm sales professionals have improved and grown in number, it’s becoming increasingly difficult to make sense of the crowded sales technology market. In this webinar, Marcus Murphy, Global Partner Development Manager at Infusionsoft, discusses the key components in building a sales stack that is tuned for today’s social selling environment. You'll learn: -The key components of a modern sales stack -Why social selling is mission critical to your stack -How an efficient sales stack can increase sales and revenue
Recomendados
Recomendados
Mais conteúdo relacionado
Mais procurados
Mais procurados (20)
Destaque
Semelhante a Building the Modern Sales Stack
Semelhante a Building the Modern Sales Stack (20)
Mais de LinkedIn Sales Solutions
Mais de LinkedIn Sales Solutions (20)
Building the Modern Sales Stack
- 1. Building the Modern Sales Stack Patrick Chen Marcus Murphy
- 2. The Buying Process Has Changed The State of Sales Corporate Executive Board 2013 – Winning The Consensus Purchase Corporate Executive Board 2012 – New Decision Timeline Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level people are involved in the average B2B buying decision 5.4 of typical purchase decisions are made before a customer talks to sales 57% of decision makers ignore cold outreach 90%
- 3. The Sales Technology Landscape TOPO Sales Development Technology Report 2015 Spoke Intelligence & VentureBeat Profiles Inside Sales Landscape 2015 Explosion of Sales Tech Solutions and Adoption
- 4. You show your stack, I’ll show you mine.
- 5. 5 Sales Stack Engagement Marketing CRM Automation Maturation Partnership Social Phone Email Demo Contract
- 8. 8 A (SK + G = PBC -> V)
- 9. 9 Social Selling Best Practices Education Add Value Authenticity Nurture You Reciprocity
- 10. 10 Education
- 11. 11 Add Value
- 12. 12 Authenticity
- 14. 14 Nurture
- 15. 15 Reciprocity
- 16. 16 Sales Stack Engagement Marketing CRM Automation Maturation Partnership Social Phone Email Demo Contract
- 21. Thank you! Patrick Chen Marcus Murphy linkedin.com/in/patkchen sales.linkedin.com linkedin.com/in/marcusamurphy www.infusionsoft.com
Notas do Editor
- Hello everyone! My name is Patrick Chen, and I’m with the LinkedIn Sales Solutions marketing team, and I’d like to welcome you all to our webinar on Building the Modern Sales Stack. Today we’ll be discussing just exactly what the modern sales stack looks like and how social selling plays a crucial role in that stack. Our featured speaker today is Marcus Murphy, who will share his experiences with social selling and give us insight into Infusionsoft’s sales stack. To give you a bit more info on Marcus – he is an entrepreneur and small business expert who cares about the flourishing and success of small businesses. Marcus previously worked for Yelp in San Francisco, going from start-up to multi-billion dollar giant. Currently the Global Partner Development Manager at Infusionsoft, Marcus has developed and broadened new international markets through strategic partnerships. He believes partnerships are the next generation of small business growth. Now, before we begin, let’s go over a few housekeeping rules.
- Let’s start by looking at the state of sales today. Truth is, the way sales professionals interact with their buyers has fundamentally shifted thanks to the Internet. It used to be that buyers were willing to engage reps much earlier in the evaluation process because reps were the sources of knowledge on products and services. That’s not the case today, with the internet providing unlimited access to information about your company, products and competitors, buyers are going online educating themselves, diagnosing the news and consequently engaging the a rep much later in the evaluation process to the point where they are coming into the sales conversation with a premeditated decision. This new behavior has led to 3 major buying changes. Did you know that there are an average of 5.4 stakeholders involved in an average buying process? After decision makers do their research online, rather than engage a rep, decision makers are bringing their research internally and discussing it with peers. The days of single-threading with one champion are long gone. Sales professionals now are challenged to influence and persuade a whole panel of stakeholders, each with their own agendas. The second major change is that savvy buyers are crowdsourcing from their networks and using the internet to research products and services before they engage with your team—in fact, 57% of typical purchase decisions are already made before people have an actual conversation with a sales rep. For a sales professional, the challenge will be how you can intercept these prospects earlier in their buying cycles and at the right time. Lastly, according to the Harvard Business Review, 90% of decision-makers say they never respond to cold outreach. Think about it, how often do you respond to a cold call? All of these changes are demonstrating a clear evolution in the buying process, which necessitates changes in the traditional sales process. While changing buyer behavior has made the sales process more challenging, technology has stepped up to help sales professionals adapt to these changes. Thus the creation of the “sales stack” – a set of distinct technologies and software aimed at helping sales reps find more buyers and increase the ability to touch those buyers and the quality of those touches.
- Sales technologies have proliferated in the wake of changing buyer behavior. According to a Spoke Intelligence analysis, there are over 300 technology companies creating tools to address every aspect of the selling process. And high growth sales teams are adopting these technologies en masse – with an average of 5 applications in the sales stack, and the majority of companies planning to make at least one purchase into their sales stack in the coming year. But with such a big emphasis on leveraging tools, and with so many options to choose from, how do you figure out what’s really important? Which parts of the sales stack are truly mission critical? I’ll hand it over to Marcus to talk more about how Infusionsoft thought about these issues and how they’ve come to build a world-class stack.
- Stack starts with engagement, marketing, social, calling, email marketing, demos slide share, webinars, contracts sent electronically. connected with CRM, automation, ideal combo. Maturation takes place in the nurture, news letters, etc. Partnership. Referral + certified.
- No tractors before 1892 Benjamin Holt invented machine like the tractor. Same quality of crops, but the demand was higher and for more. Paying attention to where we’re headed is important.
- Work from right to left. Vision, Positive behavioral change, goals, skills and knowledge, (attitude) Attitude is the multiplier.
- Gary vee relationship
- Process of adding value using linkedin.
- Being consistent across all social platforms. Consistent messaging and authenticity.
- Add value by creating god content. Nurture using automation.
- Send out monthly news letters, adding value and keeping people engaged. Share example of news letter results using IS.
- Share story about Proposify.
- Re think your stack. See social selling at the catalyst. See it as a tools that holds everything together.
- Our company philosophy. IS was an early adopter of the concept and adding SS only reaffirms this method and mission.
- Attract is the first phase in the Lifecycle Marketing model, which is comprised of three key stages: Knowing Your Target Attract Interest Collect Leads
- Sell, the second phase in Lifecycle Marketing, involves three unique stages: Educate Offer Close
- Wow, the third phase of Lifecycle Marketing, involves three key stages: Deliver and Wow Offer More Get Referrals