This deck presents how the Center for Professional Sales at the University of Texas at Dallas, has morphed their sales curriculum to adapt to changes in buyer trends and technology

1. Sales Educator’s Academy
June 7, 2016
Digitally Morphing the
Sales Curriculum 2.0

2. • CEB Influence
– Challenger Sale (57%)
– Challenger Customer (5.4)
• Digital Waves
– Technology Influence
• Marketing Automation
• Sales Force Automation
• App revolution
• Predictive Analytics
– Behavioral Influence
• Social
• Mobile
• Sharing Economy
Waves of Change in Sales

4. Marketing Automation Sales Force Automation
Technology Influence

5. Yesterday’s Discussion: Funnels

6. Converged Funnel

8. Curriculum Relevancy?
Introductory Sales
Advanced Sales
Businessmkt.
GlobalSales
Negotiations
CRM
Sales Curriculum

9. Marketing and Sales Convergence

10. Behavioral: Social

11. It’s always been social
Would have a favorable impression of a
salesperson who reached out via cold call
87Percent of buyers who would have a favorable
impression if introduced via professional network

12. Linkedin Presentation

13. Social Selling

15. Social Selling Index

16. Linkedin’s Social Selling Index

17. Social Selling Impact

18. Linkedin Definition:

19. Global SSI Scores

20. NSCM: Social Selling Index

21. Social Selling Index

22. SSI Distribution

23. Current UT Dallas SSI

24. Social Selling Index

26. Digital Morph: Student Salaries
43,500 43,000
50000 50000
58750
67500
50,000 50,000
55000
60750
67500
70000
57000
55,000
58000
67500
70000
94000
40,000
50,000
60,000
70,000
80,000
90,000
100,000
NACE Sales NACE Marketing Non-USCA Past Non-USCA 2015 USCA Past USCA 2015

27. Introductory Sales
• Used as Product for Case
• All students given license
UT Dallas Morphing Journey
Advanced Sales
• Given access to CPS account
• LDR quota carrying role
Account Management
• Opportunity Management
• Full Account management
• Quota carrying role
Introductory Sales
• Students Create account
• Network Development (Dover
et al 2015)
Advanced Sales
• Advanced Search
• Use as LDR (Free)
• Use to develop new leads
Account Management
• Sales Navigator Use
• InMail
• Advanced Search

28. UT Dallas Digital Convergence
Digital Prospecting (formerly CRM)
• Harvard Case and Digital Convergence discussion
• Sales Stack Presentation – Home Run
• Digital Lead Generation for Exec Program, Alumni relationship, and Center – Iterate
MBA: Digital Sales Strategy
• Digital Disruption Theme: Harvard Case base
• Web, Social, SaaS, Mobile, Sharing Economy (Uberfication), etc.
• Debate format on Trending areas with though leadership experts
– Social Selling and Sales people as ‘Micro-marketers’
– Predictive Analytics

29. • Social Selling Index Ideas
• Sales and Marketing Convergence Ideas
• Sales Stack Technology Ideas
What will you do?