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Evolve or Die: Surviving the Changing Sales Landscape - Sales 2.0 Conference - March 2015

Here's my presentation from the Sales 2.0 Philadelphia Conference about how to survive and thrive in the changing sales landscape.

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Evolve or Die: Surviving the Changing Sales Landscape - Sales 2.0 Conference - March 2015

  1. 1. EVOLVE OR DIE Surviving the changing sales landscape Jeff Perkins Sales 2.0 March 16, 2015
  2. 2. #s20c @JeffPerkins8 PGi #SalesEvolution @JeffPerkins8 BETTER COLLABORATION. BETTER RESULTS.
  3. 3. #s20c @JeffPerkins8#s20c @JeffPerkins8
  4. 4. #s20c @JeffPerkins8#s20c @JeffPerkins8
  5. 5. #s20c @JeffPerkins8 ABOUT ME • Pic of kids
  6. 6. #s20c @JeffPerkins8#s20c @JeffPerkins8 @jeffperkins8 www.linkedin.com/in/jeffperkins1 www.slideshare.net/JeffPerkins1 SingleMindedProposition.com
  7. 7. #s20c @JeffPerkins8 THE GOOD OLD DAYS
  8. 8. #s20c @JeffPerkins8 Only 2% of cold calls result in an appointment 3% of emails result in a click (Source: Mail Chimp) (Source: Leap Job)
  9. 9. #s20c @JeffPerkins8#s20c @JeffPerkins8 YOUR PROSPECTS JUST AREN’T THAT INTO YOU
  10. 10. #s20c @JeffPerkins8 WALK A MILE IN YOUR PROSPECTS SHOES
  11. 11. #s20c @JeffPerkins8#s20c @JeffPerkins8 BUSINESSES NEED YOUR HELP MORE THAN EVER.
  12. 12. #s20c @JeffPerkins8#s20c @JeffPerkins8 YET, THEY ARE MORE LIKELY TO IGNORE YOU THAN EVER BEFORE.
  13. 13. #s20c @JeffPerkins8 SO, WHERE DOES THAT LEAVE US?
  14. 14. #s20c @JeffPerkins8 WE NEED TO EVOLVE
  15. 15. #s20c @JeffPerkins8 EVOLVE THE WAY WE VIEW OUR PROSPECTS
  16. 16. #s20c @JeffPerkins8 Traditional Sales Funnel
  17. 17. #s20c @JeffPerkins8 YOUR PROSPECTS ARE 70% OF THE WAY THROUGH THE SALES PROCESS BEFORE THEY ENGAGE YOU. Traditional Sales Funnel
  18. 18. #s20c @JeffPerkins8#s20c @JeffPerkins8 WHAT ARE THEY DOING THAT 70% OF THE TIME?
  19. 19. #s20c @JeffPerkins8#s20c @JeffPerkins8 Source: Google & Compete B2B Customer Study June 2013 ONLINE RESEARCH
  20. 20. #s20c @JeffPerkins8#s20c @JeffPerkins8 MEET YOUR FRONTLINE SALES REP
  21. 21. #s20c @JeffPerkins8#s20c @JeffPerkins8 DO YOU KNOW WHAT YOUR CUSTOMERS ARE DOING?
  22. 22. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE RELATIONSHIPS WITH OTHER DEPARTMENTS
  23. 23. #s20c @JeffPerkins8#s20c @JeffPerkins8
  24. 24. #s20c @JeffPerkins8#s20c @JeffPerkins8
  25. 25. #s20c @JeffPerkins8#s20c @JeffPerkins8 B2B organizations with tightly aligned sales and marketing operations achieved 24% faster 3-year revenue growth, and 27% faster 3-year profit growth. Source: http://gotypea.com/50-statistics-b2b-sales-marketing-misalignment/
  26. 26. #s20c @JeffPerkins8#s20c @JeffPerkins8 SALES/MARKETING ADVISORY BOARD
  27. 27. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE WAY WE SELL
  28. 28. #s20c @JeffPerkins8#s20c @JeffPerkins8
  29. 29. #s20c @JeffPerkins8
  30. 30. #s20c @JeffPerkins8#s20c @JeffPerkins8
  31. 31. #s20c @JeffPerkins8#s20c @JeffPerkins8
  32. 32. #s20c @JeffPerkins8#s20c @JeffPerkins8 WE GOT THE SAME AMOUNT OF BUSINESS WHEN WE DIDN’T TRY TO SELL. AND IT STUCK.
  33. 33. #s20c @JeffPerkins8#s20c @JeffPerkins8 WHAT PROSPECTS WANT 4X Demonstrate deep expertise on my industry 2X Demonstrate deep expertise about my company Show they care about my success Cultivate a personal relationship with me
  34. 34. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE TYPES OF REPS WE HIRE
  35. 35. #s20c @JeffPerkins8
  36. 36. #s20c @JeffPerkins8
  37. 37. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE TOOLS WE USE TO SELL
  38. 38. #s20c @JeffPerkins8#s20c @JeffPerkins8
  39. 39. #s20c @JeffPerkins8#s20c @JeffPerkins8 YOU USE ALL THESE HIGH TECH TOOLS TO FIND YOUR PROSPECTS. YOU NURTURE THEM INTO A QUALIFIED LEAD. YOU SPEND TIME AND EFFORT TO GET THE MEETING. AND THEN…
  40. 40. #s20c @JeffPerkins8
  41. 41. #s20c @JeffPerkins8#s20c @JeffPerkins8 OF COMMUNICATION IS NON-VERBAL
  42. 42. #s20c @JeffPerkins8#s20c @JeffPerkins8 156% higher revenue using video Source: Aberdeen Group Meetings take 30% less time Source: University of Minnesota
  43. 43. #s20c @JeffPerkins8#s20c @JeffPerkins8 Sign up to be a beta customer at booth #5
  44. 44. #s20c @JeffPerkins8#s20c @JeffPerkins8 Webinars are rated one of the top methods for lead generation. Source: Marketing Profs
  45. 45. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE THE WAY WE COMPENSATE SALES REPS
  46. 46. #s20c @JeffPerkins8
  47. 47. #s20c @JeffPerkins8#s20c @JeffPerkins8 IS YOUR COMP PLAN ENCOURAGING THE RIGHT BEHAVIOR?
  48. 48. #s20c @JeffPerkins8 “MY REP IS MORE INTERESTED IN HIS BUSINESS THAN MY BUSINESS”
  49. 49. #s20c @JeffPerkins8#s20c @JeffPerkins8 NEW IDEAS FOR COMPENSATION • Higher base salary • Incentives for customer satisfaction and retention • “Softer” metrics • Give sales managers flexibility
  50. 50. #s20c @JeffPerkins8#s20c @JeffPerkins8 EVOLVE • The way you view prospects • Relationships with other departments • The way you sell • The types of reps you hire • The tools you use to sell • The way you compensate
  51. 51. #s20c @JeffPerkins8#s20c @JeffPerkins8 IT’S NOT ABOUT EVOLVE OR DIE. IT’S ABOUT SURVIVE AND THRIVE.
  52. 52. #s20c @JeffPerkins8 SALES 2.0 DISCOUNT OFFER JEFF.PERKINS@PGI.COM
  53. 53. #s20c @JeffPerkins8 THANK YOU

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