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3 Ways To Increase               Sales Productivity                     Presented by Tyler Garns                 Director ...
The Sales Problem:@tylergarns
We need more LEADS@tylergarns
Leads are UNQUALIFIED@tylergarns
This Problem Will              NEVER Go Away          So, let’s focus on what we can change@tylergarns
3 Myths:@tylergarns
Y T H :                M              CRM will help us@tylergarns
“Automate sales processes, enabling              your salespeople to be more efficient,               focus on customers an...
FACT:   Over HALF of all CRM    implementations fail@tylergarns
Why do CRM’s fail?     • They weren’t built for sales reps     • They weren’t built for “normal” people     • Overly compl...
Y T H :               M              No one can sell                like “I” can@tylergarns
FACT:  Your sales reps are not    seeing your vision@tylergarns
Selling With 100% Confidence@tylergarns
Y T H :              M  If we hire good sales people, sales will come@tylergarns
FACT: Good sales reps won’t    come unless the opportunity looks good@tylergarns
How do wefix this mess?@tylergarns
Start with the people:Customers & Sales Reps@tylergarns
What do your customers want?     • Get answers to their questions     • Educate themselves on your product or       servic...
What do your sales reps want?     • Resolve customer concerns     • Make more money     • Do less work@tylergarns
Where do these meet?     • Get answers        • Resolve customer                            concerns     • Educate       t...
Where do these meet?     • Get answers                    • Resolve customer                          Concerns!           ...
Build your sales           process around        “natural” stages and         customer concerns@tylergarns
Yuck!@tylergarns
2 Different Types of                  Sales Processes     • Persuasion Based (process is secondary)              Selling H...
Persuasion Based Process     • Identify sales objections     • Identify typical path through those objections     • Allow ...
Process-Based Sales     • Identify “natural” stages     • Example: Mortgages              Natural stages                Ga...
Creating the Killer                     Sales Process     • Define stages based on process type     • Identify sales distra...
Sales reps are goodat one thing: SELLING@tylergarns
Sales Reps are NOT great at:     • Entering call notes     • Remembering to follow up     • Tracking all of their leads   ...
Automation Your Reps Will Love     • Automatically identify hot leads for reps     • Use email autoresponders for stage-sp...
Why do this?                             How many                             leads each                              mont...
Most people give up too soon             81% of sales       are made after the 4th call,             by which time        ...
Summary: 3 Ways to Increase       Sales Productivity     • Create a sales process that makes sense to       them and they ...
Multiple System Madness  Disjointed systems. Manual work. Lost opportunities.@tylergarns
Multiple System MadnessDuct Tape Won’t Work  Disjointed systems. Manual work. Lost opportunities.@tylergarns
All-In-One Web-Based                Marketing & Sales               Automation Solution@tylergarns
To watch a demo:     www.infusionsoft.com/demo@tylergarns
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3 Ways to Increase Sales Productivity

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Transcript of "3 Ways to Increase Sales Productivity"

  1. 1. 3 Ways To Increase Sales Productivity Presented by Tyler Garns Director of Marketing, Infusionsoft@tylergarns
  2. 2. The Sales Problem:@tylergarns
  3. 3. We need more LEADS@tylergarns
  4. 4. Leads are UNQUALIFIED@tylergarns
  5. 5. This Problem Will NEVER Go Away So, let’s focus on what we can change@tylergarns
  6. 6. 3 Myths:@tylergarns
  7. 7. Y T H : M CRM will help us@tylergarns
  8. 8. “Automate sales processes, enabling your salespeople to be more efficient, focus on customers and close more deals”@tylergarns
  9. 9. FACT: Over HALF of all CRM implementations fail@tylergarns
  10. 10. Why do CRM’s fail? • They weren’t built for sales reps • They weren’t built for “normal” people • Overly complex • They don’t “do” anything for you • They just store data (can’t Excel do that?) • Sales “processes” are created for management, not reps@tylergarns
  11. 11. Y T H : M No one can sell like “I” can@tylergarns
  12. 12. FACT: Your sales reps are not seeing your vision@tylergarns
  13. 13. Selling With 100% Confidence@tylergarns
  14. 14. Y T H : M If we hire good sales people, sales will come@tylergarns
  15. 15. FACT: Good sales reps won’t come unless the opportunity looks good@tylergarns
  16. 16. How do wefix this mess?@tylergarns
  17. 17. Start with the people:Customers & Sales Reps@tylergarns
  18. 18. What do your customers want? • Get answers to their questions • Educate themselves on your product or service • Educate themselves on their options • Have some assurance that they’re making the right decision • Get a fair price@tylergarns
  19. 19. What do your sales reps want? • Resolve customer concerns • Make more money • Do less work@tylergarns
  20. 20. Where do these meet? • Get answers • Resolve customer concerns • Educate themselves • Make more money • Have some • Do less work assurance • Get a fair price@tylergarns
  21. 21. Where do these meet? • Get answers • Resolve customer Concerns! concerns • Educate themselves • Make more money • Have some • Do less work assurance • Get a fair price@tylergarns
  22. 22. Build your sales process around “natural” stages and customer concerns@tylergarns
  23. 23. Yuck!@tylergarns
  24. 24. 2 Different Types of Sales Processes • Persuasion Based (process is secondary) Selling Home Security • Process Based (persuasion is secondary) Mortgages@tylergarns
  25. 25. Persuasion Based Process • Identify sales objections • Identify typical path through those objections • Allow for flexibility • Example: Home Security Objections Cost, Contract, Compare Competition, Security, What if the alarm goes off? What about my kids? etc. Allow for leads to move between “sales” mode and “nurture” mode seamlessly@tylergarns
  26. 26. Process-Based Sales • Identify “natural” stages • Example: Mortgages Natural stages Gather info for pre-approval Pre-approval communications Gather documents for full approval Approval communications, etc. Allow for leads to move between “sales” mode and “nurture” mode seamlessly@tylergarns
  27. 27. Creating the Killer Sales Process • Define stages based on process type • Identify sales distraction activities Sending emails Following up with old leads Managing leads in your CRM Entering call notes • Automate sales distraction activities@tylergarns
  28. 28. Sales reps are goodat one thing: SELLING@tylergarns
  29. 29. Sales Reps are NOT great at: • Entering call notes • Remembering to follow up • Tracking all of their leads • Verifying information before moving to the next sales stage • SO, LET’S NOT MAKE THEM DO THIS STUFF@tylergarns
  30. 30. Automation Your Reps Will Love • Automatically identify hot leads for reps • Use email autoresponders for stage-specific follow-up • Use CRM for sales rep task/follow-up reminders • Templatize notes & data entry • Create automatic notifications for reps to learn about old leads that become hot@tylergarns
  31. 31. Why do this? How many leads each month are labeled as “bad” and forgotten forever?@tylergarns
  32. 32. Most people give up too soon 81% of sales are made after the 4th call, by which time 90% of sales reps have quit calling@tylergarns
  33. 33. Summary: 3 Ways to Increase Sales Productivity • Create a sales process that makes sense to them and they WANT to follow • Automate the identification of hot leads • Automate follow-up and repetitive tasks • When these things result in reps making more money, they buy in easily@tylergarns
  34. 34. Multiple System Madness Disjointed systems. Manual work. Lost opportunities.@tylergarns
  35. 35. Multiple System MadnessDuct Tape Won’t Work Disjointed systems. Manual work. Lost opportunities.@tylergarns
  36. 36. All-In-One Web-Based Marketing & Sales Automation Solution@tylergarns
  37. 37. To watch a demo: www.infusionsoft.com/demo@tylergarns

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