evolve or die: surviving the changing sales landscape - sales 2.0 conference - march 2015

EVOLVE OR DIESurviving the changing sales landscape

Jeff Perkins

Sales 2.0

March 16, 2015

# s20c @JeffPerkins8

PGi

# SalesEvolution @JeffPerkins8

BETTER COLLABORATION.

BETTER RESULTS.

# s20c @JeffPerkins8# s20c @JeffPerkins8


ABOUT ME

• Pic of kids


@jeffperkins8

www.linkedin.com/in/jeffperkins1

www.slideshare.net/JeffPerkins1

SingleMindedProposition.com


THE GOOD OLD DAYS


Only 2% of cold calls result in an appointment

3% of emails result in a click (Source: Mail Chimp)

(Source: Leap Job)


YOUR PROSPECTS JUST AREN’T THAT INTO YOU


WALK A MILE IN YOUR PROSPECTS SHOES


BUSINESSES NEED YOUR HELP MORE THAN EVER.


YET, THEY ARE MORE LIKELY TO IGNORE YOU

THAN EVER BEFORE.


SO, WHERE DOES THAT LEAVE US?


WE NEED TO EVOLVE


EVOLVE THE WAY WE

VIEW OUR PROSPECTS


Traditional

Sales Funnel


YOUR PROSPECTS ARE 70% OF THE

WAY THROUGH THE SALES PROCESS

BEFORE THEY ENGAGE YOU.

Traditional

Sales Funnel


WHAT ARE THEY DOING THAT

70% OF THE TIME?


Source: Google & Compete B2B Customer Study June 2013

ONLINE RESEARCH


MEET YOUR FRONTLINE SALES REP


DO YOU KNOW WHAT YOUR CUSTOMERS ARE DOING?


EVOLVE

RELATIONSHIPS WITH

OTHER DEPARTMENTS


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/


SALES/MARKETING ADVISORY BOARD


EVOLVE THE WAY

WE SELL


WE GOT THE SAME AMOUNT OF BUSINESS

WHEN WE DIDN’T TRY TO SELL.

AND IT STUCK.


WHAT PROSPECTS WANT

4XDemonstrate deep expertise on my industry

2XDemonstrate deep expertise about my company

Show they care about my success

Cultivate a personal relationship with me


EVOLVE THE TYPES

OF REPS WE HIRE


EVOLVE THE TOOLS

WE USE TO SELL


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…


OF COMMUNICATION

IS NON-VERBAL


156% higher revenue using video Source: Aberdeen Group

Meetings take

30% less timeSource: University of Minnesota


Sign up to be a beta

customer at booth #5


Webinars are

rated one of the

top methods for

lead generation.Source: Marketing Profs


EVOLVE THE WAY WE

COMPENSATE SALES REPS


IS YOUR COMP PLAN ENCOURAGING

THE RIGHT BEHAVIOR?


“MY REP IS MORE INTERESTED IN HIS

BUSINESS THAN MY BUSINESS”


NEW IDEAS FOR COMPENSATION

• Higher base salary

• Incentives for customer satisfaction and

retention

• “Softer” metrics

• Give sales managers flexibility


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


IT’S NOT ABOUT EVOLVE OR DIE.

IT’S ABOUT SURVIVE AND THRIVE.


SALES 2.0 DISCOUNT OFFER

[email protected]


THANK

YOU

evolve or die: surviving the changing sales landscape - sales 2.0 conference - march 2015

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