Disruptivate 2012: Building The Modern Well-Oiled Sales Machine

Disruptivate 2012: Building The ModernWell-Oiled Sales Machine Kyle York Chief Revenue Officer @kyork20 | #DynTalk

What I’m Selling You Today• My experience in sales• Building the machine• Fueling the machine• Parts to build the machine• Be disruptive

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

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

Fueling The Machine: Three Essential Items• The Pitch• Company Culture• Customer Relationships

The Pitch• Define your message• Create foot soldiers• Tell the story consistently• Ensure your audience buys in, relates and become advocates for your brand

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

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!)

12 Parts To Build The Machine• Executive buy-In • Forecasting & pipeline• Sales leadership • Pricing strategy• Go-to market strategy • Compensation plans• The pitch • Quota models• Bag of tricks • Sales team structure• Sales process • Hiring road map

Disruptive Sales & Marketing Campaigns Choose an established or non-established market and be as disruptive in that space as possible.

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

Six Dyn Campaigns• Break Free• DynTini’s• DNS Is Sexy• Tweet Nerdy To Me• Music Meets Tech• Get Some IaaS

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.

The Growth Engine Formula Launched in 2011 at our yearly salesretreat, this is a collection of sales and culture blogs. For a copy of Dyn’s Growth Engine Formulabook, email kyork@dyn.com or follow/request on Twitter @kyork20.

Keep The Conversation Going• Email: kyork@dyn.com• Twitter: @kyork20• Linkedin.com/in/kyork20• Dyn.com

Disruptivate 2012: Building The Modern Well-Oiled Sales Machine

by Dyn

Accessibility

Categories

Upload Details

Usage Rights

Statistics

Disruptivate 2012: Building The Modern Well-Oiled Sales Machine Presentation Transcript