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Lean Sales - How I sell more with less work

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A brief overview of tools & tricks to close more deals with less effort. By Jeroen Corthout, Co-Founder of Salesflare, as presented at the Sales Summit in Brussels on 25/02/2016.

Published in: Sales
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Lean Sales - How I sell more with less work

  1. 1. Lean sales: tools & tricks to close more deals with less effort
  2. 2. How I sell more with less work.
  3. 3. Chapter 1 Who am I?
  4. 4. Jeroen Corthout • Co-Founder Salesflare • Engineer & Vlerick Business School • Digital marketing & sales • Always been an entrepreneur twitter @JeroenCorthout
  5. 5. Chapter 2 Lead generation
  6. 6. Sales is not dead. Ice-cold calling is.
  7. 7. People buy from people they know.
  8. 8. Start with who knows you. 1. Map your network. 2.Leverage it. Leverage the warmest leads you can get…
  9. 9. One central place
  10. 10. First degree Second degree
  11. 11. Use social media to get on the radar. • LinkedIn • Twitter • Advertisements
  12. 12. Remarketing CRM remarketingB2B targeting
  13. 13. Be real. (We are real too.)
  14. 14. Go back to basics with your channels. Dear Jef, I'm Jeroen, Co-Founder of Salesflare, a young Belgian software company making an artificially intelligent sales assistant. As you're at the heart of our target market, we want to understand how we can attune to your personal needs. To thank you for helping us, you will get Plain text emails Press
  15. 15. Chapter 3 Sales
  16. 16. Before asking customers, ask the internet.
  17. 17. Qualify ASAP using all available data.
  18. 18. Use your phone. Not your car.
  19. 19. One day = 4 meetings10 meetings
  20. 20. Handy tools:
  21. 21. Follow up like a pro.
  22. 22. Attention span = 0 Yours is. Theirs is.
  23. 23. You may have read that… 2% of sales are made on the first contact. 3% of sales are made on the second contact. 5% of sales are made on the third contact. 10% of sales are made on the fourth contact. 80% of sales are made on the fifth to twelfth contact. However…. 48% of sales people never follow up with a prospect. 25% of sales people make a second contact and stop. 12% of sales people make three contacts and stop. Only 10% of sales people make more than three contacts with a prospect. Source: A popular sales meme. The statistics may be slightly off… but that’s not the point.
  24. 24. Follow up like a pro without the effort.
  25. 25. Automatic suggestions who to follow up Emails Phone calls Social media Calendar Web interactions From existing data: 360° view on each customer Easy team collaboration on customer To smart follow up:
  26. 26. Emails Phone calls Social media Calendar Web interactions Automatic suggestions who to follow up 360° view on each customer Easy team collaboration on customer To smart follow up: From existing data:
  27. 27. CRM Customer service Marketing Finance Organization Analytics Sales Synchronization
  28. 28. salesflare.com
  29. 29. Thank you!

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