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Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling
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Connect for Success: 5 Ways to Improve Outbound Sales Performance w/ @datadotcom,@linkedinselling

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Watch the webinar replay at http://bit.ly/10BDn1F …

Watch the webinar replay at http://bit.ly/10BDn1F

Find out how you can:
-Find the right companies and the best people to approach
-Know what's important for prospects before you contact them
-Understand how to leverage your existing relationships to provide an introduction/referral
-Establish credibility as a trusted advisor
-Continue relationships in a dynamic, changing business world

Target Audience: Sales leaders interested in learning new ways to improve sales effectiveness.

Published in: Business, Technology
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Transcript

  • 1. Connect for Success5 Ways to Improve Outbound Sales PerformanceBest Practices to Increase Your PipelineShannon Duffy, Salesforce.comTom McCleary, Salesforce.comKerri Jankelow, LinkedIn
  • 2. Housekeeping NotesJoin the conversation on TwitterPost Your Questions@mentionToday’s Presenters1Use Hashtag#growsalesOn TwitterSpeaker Bios Social Stream
  • 3. Housekeeping NotesJoin the conversation on Twitter1Share This PresentationSlides & Recorded Presentation2Email You the LinkPass It OnTo Friends and Co-Workers
  • 4. Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-lookingstatements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptionsproves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, includingany projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plansof management for future operations, statements of belief, any statements concerning new, planned, or upgraded services ortechnology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering newfunctionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results andrate of growth, interruptions or delays in our Web hosting, breach of our security measures, risks associated with possible mergersand acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, andmotivate our employees and manage our growth, new releases of our service and successful customer deployment, our limitedhistory reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information onpotential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for themost recent fiscal quarter. This document and others are available on the SEC Filings section of the Investor Information sectionof our Web site.Any unreleased services or features referenced in this or other press releases or public statements are not currently available andmay not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based uponfeatures that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
  • 5. Session ParticipantsShannon DuffyVP Marketing, Data.comTom McClearyVP, Business Developmentand Strategy, Data.comKerri JankelowRegional Sales Manager,Sales Solutions, Linkedin
  • 6. Session Agenda•  Comparing two approaches to outbound sales•  5 Ways to Improve Outbound Sales Performance•  Audience Q&A
  • 7. Comparing Approaches to Outbound SalesConnectEngageIdentify•  Dial for Dollars•  Pitch, Pitch, Pitch•  “Always be Closing”Traditional ApproachSuccess Relies on Quantity•  Upfront Analysis•  Relate to Prospects•  Trusted AdvisorNew ApproachSuccess Relies on Quality
  • 8. 5 Ways to Improve Outbound Sales Performance①  Find the Right Prospects②  Know What’s Important to Them③  Leverage Your Relationships④  Establish Credibility⑤  Keep the Relationship Going
  • 9. #1 – Find the Right Prospects•  Find the right people within the organization•  Whitespace analysis•  Replicate successOn average, 4 peopleare involved in B2Bpurchasing decisions(CSO Insights, 2013)
  • 10. #2 – Know What’s Important to Them•  Look for ‘trigger events’ to engage with prospects•  Understand prospect profile, interests, and activities•  Follow & participate in relevant industry groups57% of a typical purchasedecision made before customercontacts supplier(CEB, 2012)
  • 11. #3 – Leverage Your Relationships•  Network relentlessly•  Reduce the degrees of separation•  Ask for referrals90% of consumers trusttheir peers, only 10% trustan unknown source(Nielsen, 2011)
  • 12. #4 – Establish Credibility•  Participate on social media•  Be knowledgeable about prospect accounts•  Provide useful information75% of B2B buyers likely touse social media as part oftheir purchase decision(IBM, 2012)
  • 13. #5 – Keep the Relationship Going•  People change jobs…know where they go•  Keep track of organizational changes•  Follow up, even after “no”Median tenure of salaried, privatesector professionals is~ 5 years with their employer(Bureau of Labor Statistics, 2012)
  • 14. Q+A#growsales

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