The Sales Development Ecosystem - Sean Kester Salesloft at The Sales Development Conference 2017 Sept 21st, 2017 in San Francisco. tenbound.com/conference

1. The Sales Ecosystem
Sean Kester
SalesLo(, VP Product Strategy

2. Meet Sara

4. The life a Sales Rep
Empowered with Data
Informed with Insights
Overwhelmed by tools

5. The Highest Performing
SDR Teams have 5-8
Tools in Their Tech
Stack

6. Ease of Use & Sales
Tech IntegraGon are
Most Important Criteria
for New Technology

7. What did Sara want
to achieve?

8. Sincerity + Scale

9. Scale
Process-oriented
Repeatable
Automated
Steeped in math
& science

10. Sincere
EmpatheGc
Connected
Informed
Human
Account-Based
Customer-centric

12. Science
Sincerity
High
High
Low
Robot
Superhero
Fired
Friendly

13. The most effecGve sales
approach is to maximize both
SINCERITY + SCIENCE.

14. How did she do it?

15. Focus
Sara knows teams using
technology to make their reps
more efficient and effecBve
have unique characterisBcs:
they minimize distracGons by
not exposing reps to too many
tools.

16. Streamlined
Workflow
IntegraBon, and the ability to
effecBvely use technology
(training) are the biggest
challenges sales leaders face.
Sara knows the key to sales
tech success is simply geXng
people to use the tools.

17. AdopGon
Sara also knows even a
revoluBonary technology is
at risk of failing if the reps
won’t use it.
AdopGon is the new ROI

18. = table stakes
+ +

19. Sales Email, Sales
Dialer, and Social

20. Step 1: Automate Manual
Processes:
Account/Contact Data, PredicGve

21. Data/PredicGve
SoluGons
Data soluGons are essenGal for
enabling reps to access contact
informaBon and intelligence on
prospects and accounts. Many
organizaBons conBnue to use
mulGple data soluGon vendors
to ensure contact coverage.

22. Sara deploys centrally
managed data inputs. With
help from Sales ops, markeBng,
and programs she created a
process to make sure
assignment, coordinaGon, and
imporGng are automated
behind the scenes for
consistency and efficiency.
Data/PredicGve
SoluGons

23. Step 2: Streamline
Workflow:
Video, Direct Mail, Insights, Content, CoordinaGon

24. Insights
Sara knows her team must
engage with relevant,
empathic, and easily
personalized
communicaGons. Therefore
she empowers them with
insights delivered right into
their workflow

25. Content and Video
Sara hired a sales enablement
manager to create content for
her team. Mapped to the
buyer's journey, reps are
empowered with personalized
content, at the right Bme,
accessible from right within
their email engine.

26. Direct Mail
Direct mail is back in style.
Sara’s team executes with an
account based strategy,
direct mail enables
alignment between sales
and markeGng to provide air
cover for targeted accounts.

27. CoordinaGon
Sara keeps her finger on the pulse of
her team by seRng up Slack alerts
automaBcally triggered based on
preconfigured rules. She enables
her reps to streamline the
appointment process through
intelligent calendaring.

28. Streamlined Workflow
Sara works to make sure adjacent
tools criBcal to enabling more
meaningful engagements are
accessible at her reps fingerBps no
maber where they are working.

29. Step 3 Always be
Improving:
Live Coaching and Post AcGvity Coaching

30. Coaching
Beber, beber, never best is how Sara
coaches her team. The highest
performing teams measure, analyze,
and improve. Sara implemented a
coaching plaTorm which integrated
directly with her sales engagement
plaTorm so no coaching moment was
ever missed.

31. Coaching
Sarah now gets a complete
picture of sales acBviBes across
her organizaBon. She understands
what top performers are doing
that others aren't. Most
importantly Sara delivers
personalized coaching to help
reps improve.
UlGmately delivering a beber
customer experience.

32. Focus
Teams using technology to
make their reps more efficient
and effecBve have unique
characterisBcs: they minimize
distracGons by not exposing
reps to too many tools.

33. Streamlined
Workflow
IntegraBon, and the ability to
effecBvely use technology
(training) are the biggest
challenges sales leaders face.
The key to sales tech success
is simply geXng people to
use the tools.

34. AdopGon
Even a revoluBonary
technology is at risk of failing
if the reps won’t use it.
AdopGon is the new ROI

35. Modern
It’s Gme to turn your
sales team into a
sales organizaGon.

36. Thank you!
@theseankester