Disruptivate 2012: Building The Modern Well-Oiled Sales Machine

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Dyn CRO Kyle York gives a presentation on how to create a great sales team in today's business climate.

This slide deck accompanies the prez Kyle gave at Disruptivate 2012. Watch the prez here: http://youtu.be/TzoB5jfjBoY

Published in: Business, Technology
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Disruptivate 2012: Building The Modern Well-Oiled Sales Machine

  1. 1. Disruptivate 2012: Building The Modern Well-Oiled Sales Machine Kyle York Chief Revenue Officer @kyork20 | #DynTalk
  2. 2. What I’m Selling You Today • My experience in sales • Building the machine • Fueling the machine • Parts to build the machine • Be disruptive
  3. 3. Who & What Is Dyn? • Internet Infrastructure-as-a-Service (IaaS) • Founded in 1998, incorporated in 2001 • Began rebranding in 2006 to focus more on attracting enterprise business • Began building our sales force in 2008 • Today: nearly 150 employees, 3 worldwide offices, revenue bookings of $35+ million
  4. 4. Building The Machine • Sales & Marketing: one mind, one vision, unified leadership • Left foot & right foot need to be in step • Marketing: softer side of sales • Sales: harsher side of marketing • Your people are your brand
  5. 5. Fueling The Machine: Three Essential Items • The Pitch • Company Culture • Customer Relationships
  6. 6. The Pitch • Define your message • Create foot soldiers • Tell the story consistently • Ensure your audience buys in, relates and become advocates for your brand
  7. 7. Company Culture • Set direction from the top… • …but naturally evolve it from the ground up • Get employee buy-in • Company culture is important internally and externally
  8. 8. Customer Relationships • People buy from people they like • Consultative selling creates trust • Companies stick with companies they enjoy working with • Do it for the right reasons • Learn from your customers (they have good ideas too!)
  9. 9. 12 Parts To Build The Machine • Executive buy-In • Sales leadership • Go-to market strategy • The pitch • Bag of tricks • Sales process • Forecasting & pipeline • Pricing strategy • Compensation plans • Quota models • Sales team structure • Hiring road map
  10. 10. Disruptive Sales & Marketing Campaigns Choose an established or non-established market and be as disruptive in that space as possible.
  11. 11. You Are Who You Were In High School • Celluloid Heroes: Everybody’s A Dreamer • Freshman Year: I’m Just Like You • Sophomore Year: Get the Sensation • Junior Year: Don’t Pork York • Senior Year: The Other White Meat
  12. 12. Six Dyn Campaigns • Break Free • DynTini’s • DNS Is Sexy • Tweet Nerdy To Me • Music Meets Tech • Get Some IaaS
  13. 13. Takeaways • Everyone must be in sync. • Get your pitch down. • Care and learn about your customers. • Be disruptive with your campaigns. • Keep trying. We’re all still trying to figure it out.
  14. 14. The Growth Engine Formula Launched in 2011 at our yearly sales retreat, this is a collection of sales and culture blogs. For a copy of Dyn’s Growth Engine Formula book, email kyork@dyn.com or follow/request on Twitter @kyork20.
  15. 15. Keep The Conversation Going • Email: kyork@dyn.com • Twitter: @kyork20 • Linkedin.com/in/kyork20 • Dyn.com

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