New Tools, Old Rules by @milesaustin for @connectmembers

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New Tools in sales are making an impact in big ways. The Old Rules of selling are still in play and should never be ignored. The combination of these New Tools with the time-tested Old Rules of selling are creating powerful results and improving the results for individual sales people and entire companies. You will learn which tools work best with which rules to achieve your goals.

Originally presented at the 4th Annual Data.com Connect Rainmaker Event in Las Vegas, NV. June, 2013.

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New Tools, Old Rules by @milesaustin for @connectmembers

  1. 1. New Tools, Old RulesMiles AustinFounder / Fill the Funnel
  2. 2. New Tools, Old RulesAchieving the resultsyou desire
  3. 3. New Tools§  5,000 web tools with sales impact§  Scale and scope has changed dramatically§  Individual results with Enterprise capability§  Mobile will dominate the future§  Customers needs have changed§  Customer expectations have changed§  You can’t learn them all
  4. 4. Old Rules§  Core pillars of Sales have not changed–  Know your customers–  Learn your territory–  Identify influencers–  Inform your customers–  Call Preparation–  Presentations–  Referrals–  You do not have enough time
  5. 5. The Magic Behind the Buzz§ Automation§ Scale
  6. 6. Know Your Customers§  Old Rule: “One of my favorite old rules was “you must closeon every call”. As sales transitions from transactionaloriented to solutions oriented this old rule must evolve to“you must develop a better understanding of your clientschallenges on every call”.Steven Rosen
  7. 7. Know Your CustomersNew tools:§  SalesLoft Suite§  Data.com§  LinkedIn§  Mention
  8. 8. Salesloft.com
  9. 9. Learn Your TerritoryOld Rule: “Research your territory. Discover where theopportunities are greatest. Learn what the history is with yourcompany and these prospects and geography. Is yourreputation strong and established or strained and negative?Which other competitors are active?”Miles Austin
  10. 10. Learn Your TerritoryNew tools:§  Data.com§  Pulse§  LinkedIn Company Pages§  Mention§  Twitter
  11. 11. LinkedIn Company Pages
  12. 12. Identify InfluencersOld Rule: “Never let your fate in an account rest in the handsof just one person. Make sure you identify, connect anddevelop relationships with multiple decision influencers.”Jill Konrath
  13. 13. Identify InfluencersNew tools:§  Reachable§  Data.com§  LinkedIn
  14. 14. Reachable.com
  15. 15. Inform Your CustomersOld Rule: “Be a trusted advisor by being an expert of yourproducts, services, competition, industry and client’s business.And make your client’s goals and vision your top priority.”Gary S. Hart
  16. 16. Inform Your CustomersNew tools:§  Paper.li§  Storify§  Mailchimp§  SlideShare§  Pinterest
  17. 17. Paper.li
  18. 18. Call PreparationOld Rule: Have at least 5 questions you are going to askbefore starting a sales call.  Salespeople focus on what theywant to say when they should instead be focusing on whatthey can get the customer to say.  An expression I like to use -  “the best presentations ever made are the ones never given,make your sales call a discussion not a lecture.”Mark Hunter
  19. 19. Call PreparationNew tools:§  Donna§  QuoteRoller§  LinkedIn Contacts§  Feedly
  20. 20. QuoteRoller.com
  21. 21. PresentationsOld Rule:“Those who prospect are those who win. Everyonethinks sales is all about closing. It is not.. it is all about findingthe person that you can engage with in a meaningful way andstarting a conversation. Anyone can ask closing questions.Not everyone can start an interesting conversation.”Trish Bertuzzi
  22. 22. PresentationsNew tools:§  Haiku§  9 Slides§  Electric Slide§  Brainshark§  SlideShare
  23. 23. Brainshark.com
  24. 24. ReferralsOld Rule: "Never think of the first sale as the end of the salesprocess but rather the beginning of the next sales cycle. Whatyou do after youve made the first sale determines whetheryou get the next one, and the one after that, and referrals. Beassured, the more tender loving care you sprinkle on yourcustomers, the greater the yield you can anticipate in return!"Jonathan Farrington
  25. 25. ReferralsNew tools:§  LinkedIn§  Testimonial Maker§  About.me
  26. 26. Testimonial Maker
  27. 27. Connecting the Dots for Automation & Scale§  Zapier§  IFTTT§  Salesforce.com
  28. 28. Zapier.com
  29. 29. Build Your Own Customized Business FlowAutomate&Scale
  30. 30. QuestionsThank You

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