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EVOLVE OR DIE
Surviving the changing sales landscape
Jeff Perkins
2
ABOUT ME
• Pic of kids
#LS14 @JeffPerkins8
3
#LS14 @JeffPerkins8
@jeffperkins8
www.linkedin.com/in/jeffperkins1
SingleMindedProposition.com
4#LS14 #JeffPerkins8
PGi
5
THE GOOD OLD DAYS
6
Only 2% of cold calls result in an appointment
3% of emails result in a click (Source: Mail Chimp)
(Source: Leap Job)
7
YOUR PROSPECTS JUST AREN’T THAT INTO YOU
8
WALK A MILE IN YOUR PROSPECTS SHOE
#LS14 @JeffPerkins8
9
BUSINESSES NEED YOUR HELP MORE THAN EVER.
#LS14 @JeffPerkins8
10
#LS14 @JeffPerkins8
YET, THEY ARE MORE LIKELY TO IGNORE YOU
THAN EVER BEFORE.
11
SO, WHERE DOES THAT LEAVE US?
#LS14 @JeffPerkins8
12
#LS14
WE NEED TO EVOLVE
#LS14 @JeffPerkins8
13
EVOLVE THE WAY WE
VIEW OUR PROSPECTS
#LS14#LS14 @JeffPerkins8
14
#LS14 @JeffPerkins8
Your prospects are 70% of the
way through the sales process
before they engage you.
Traditional
Sal...
15
#LS14 @JeffPerkins8
WHAT ARE THEY DOING THAT
70% OF THE TIME?
16
#LS14 @JeffPerkins8
Source: Google & Compete B2B Customer Study June 2013
ONLINE RESEARCH
17
#LS14 @JeffPerkins8
MEET YOUR FRONTLINE SALES REP
18
#LS14 @JeffPerkins8
DO YOU KNOW WHAT YOUR
CUSTOMERS ARE DOING?
19
#LS14 @JeffPerkins8
EVOLVE RELATIONSHIPS
WITH OTHER
DEPARTMENTS
20
#LS14 @JeffPerkins8
21
#LS14 @JeffPerkins8
22
#LS14 @JeffPerkins8
SALES/MARKETING ADVISORY BOARD
23
#LS14 @JeffPerkins8
EVOLVE THE WAY
WE SELL
25
26
#LS14 @JeffPerkins8
27
#LS14 @JeffPerkins8
28
#LS14 @JeffPerkins8
WE GOT THE SAME AMOUNT OF BUSINESS WHEN
WE DIDN’T TRY TO SELL.
AND IT STUCK.
29
#LS14 @JeffPerkins8
WHAT PROSPECTS WANT
4X
Demonstrate deep
expertise on my industry
2X
Demonstrate deep
expertise abou...
30
#LS14 @JeffPerkins8
EVOLVE THE TYPES
OF REPS WE HIRE
32
A TALE OF 2 SALES REPS
33
#LS14 @JeffPerkins8
EVOLVE THE TOOLS
WE USE TO SELL
34
35
#LS14 @JeffPerkins8
YOU USE ALL THESE HIGH TECH TOOLS TO FIND
YOUR PROSPECTS.
YOU NURTURE THEM INTO A QUALIFIED LEAD.
Y...
36
#LS14 @JeffPerkins8
37
#LS14 @JeffPerkins8
OF COMMUNICATION
IS NON-VERBAL
38
#LS14 @JeffPerkins8
156% higher
revenue using video
Source: Aberdeen Group
Meetings take
30% less time
Source: Universi...
39
#LS14 @JeffPerkins8
iMeet.pgi.com
40
#LS14 @JeffPerkins8
EVOLVE THE WAY WE
COMPENSATE SALES
REPS
42
#LS14 @JeffPerkins8
IS YOUR COMP PLAN ENCOURAGING
THE RIGHT BEHAVIOR?
43
“MY REP IS MORE INTERESTED IN HIS
BUSINESS THAN MY BUSINESS”
44
#LS14 @JeffPerkins8
NEW IDEAS FOR COMPENSATION
• Higher base salary
• Incentives for customer satisfaction and retentio...
45
#LS14 @JeffPerkins8
EVOLVE
• The way you view prospects
• Relationships with other departments
• The way you sell
• The...
46
#LS14 @JeffPerkins8
IT’S NOT ABOUT EVOLVE OR DIE.
IT’S ABOUT SURVIVE AND THRIVE.
THANK
YOU
#LS14#LS14 @JeffPerkins8
Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014
Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014
Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014
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Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014

I gave this presentation at the AA-ISP Leadership Summit in April 2014. The talk was about how sales professionals have to evolve to the changing landscape in order to be successful.

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Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014

  1. 1. EVOLVE OR DIE Surviving the changing sales landscape Jeff Perkins
  2. 2. 2 ABOUT ME • Pic of kids #LS14 @JeffPerkins8
  3. 3. 3 #LS14 @JeffPerkins8 @jeffperkins8 www.linkedin.com/in/jeffperkins1 SingleMindedProposition.com
  4. 4. 4#LS14 #JeffPerkins8 PGi
  5. 5. 5 THE GOOD OLD DAYS
  6. 6. 6 Only 2% of cold calls result in an appointment 3% of emails result in a click (Source: Mail Chimp) (Source: Leap Job)
  7. 7. 7 YOUR PROSPECTS JUST AREN’T THAT INTO YOU
  8. 8. 8 WALK A MILE IN YOUR PROSPECTS SHOE #LS14 @JeffPerkins8
  9. 9. 9 BUSINESSES NEED YOUR HELP MORE THAN EVER. #LS14 @JeffPerkins8
  10. 10. 10 #LS14 @JeffPerkins8 YET, THEY ARE MORE LIKELY TO IGNORE YOU THAN EVER BEFORE.
  11. 11. 11 SO, WHERE DOES THAT LEAVE US? #LS14 @JeffPerkins8
  12. 12. 12 #LS14 WE NEED TO EVOLVE #LS14 @JeffPerkins8
  13. 13. 13 EVOLVE THE WAY WE VIEW OUR PROSPECTS #LS14#LS14 @JeffPerkins8
  14. 14. 14 #LS14 @JeffPerkins8 Your prospects are 70% of the way through the sales process before they engage you. Traditional Sales Funnel
  15. 15. 15 #LS14 @JeffPerkins8 WHAT ARE THEY DOING THAT 70% OF THE TIME?
  16. 16. 16 #LS14 @JeffPerkins8 Source: Google & Compete B2B Customer Study June 2013 ONLINE RESEARCH
  17. 17. 17 #LS14 @JeffPerkins8 MEET YOUR FRONTLINE SALES REP
  18. 18. 18 #LS14 @JeffPerkins8 DO YOU KNOW WHAT YOUR CUSTOMERS ARE DOING?
  19. 19. 19 #LS14 @JeffPerkins8 EVOLVE RELATIONSHIPS WITH OTHER DEPARTMENTS
  20. 20. 20 #LS14 @JeffPerkins8
  21. 21. 21 #LS14 @JeffPerkins8
  22. 22. 22 #LS14 @JeffPerkins8 SALES/MARKETING ADVISORY BOARD
  23. 23. 23 #LS14 @JeffPerkins8 EVOLVE THE WAY WE SELL
  24. 24. 25
  25. 25. 26 #LS14 @JeffPerkins8
  26. 26. 27 #LS14 @JeffPerkins8
  27. 27. 28 #LS14 @JeffPerkins8 WE GOT THE SAME AMOUNT OF BUSINESS WHEN WE DIDN’T TRY TO SELL. AND IT STUCK.
  28. 28. 29 #LS14 @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
  29. 29. 30 #LS14 @JeffPerkins8 EVOLVE THE TYPES OF REPS WE HIRE
  30. 30. 32 A TALE OF 2 SALES REPS
  31. 31. 33 #LS14 @JeffPerkins8 EVOLVE THE TOOLS WE USE TO SELL
  32. 32. 34
  33. 33. 35 #LS14 @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…
  34. 34. 36 #LS14 @JeffPerkins8
  35. 35. 37 #LS14 @JeffPerkins8 OF COMMUNICATION IS NON-VERBAL
  36. 36. 38 #LS14 @JeffPerkins8 156% higher revenue using video Source: Aberdeen Group Meetings take 30% less time Source: University of Minnesota
  37. 37. 39 #LS14 @JeffPerkins8 iMeet.pgi.com
  38. 38. 40 #LS14 @JeffPerkins8 EVOLVE THE WAY WE COMPENSATE SALES REPS
  39. 39. 42 #LS14 @JeffPerkins8 IS YOUR COMP PLAN ENCOURAGING THE RIGHT BEHAVIOR?
  40. 40. 43 “MY REP IS MORE INTERESTED IN HIS BUSINESS THAN MY BUSINESS”
  41. 41. 44 #LS14 @JeffPerkins8 NEW IDEAS FOR COMPENSATION • Higher base salary • Incentives for customer satisfaction and retention • “Softer” metrics • Give sales managers flexibility
  42. 42. 45 #LS14 @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
  43. 43. 46 #LS14 @JeffPerkins8 IT’S NOT ABOUT EVOLVE OR DIE. IT’S ABOUT SURVIVE AND THRIVE.
  44. 44. THANK YOU #LS14#LS14 @JeffPerkins8

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