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Inbound 16 (Hubspot)

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Deck from my presentation (The Death of Field Sales) at Inbound 16

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Inbound 16 (Hubspot)

  1. 1. THE DEATH OF FIELD SALES A radical, inside-out, approach to the design and management of the sales function Justin Roff-Marsh Founder: Ballistix | Author: The Machine
  2. 2. ? IS SALES EVEN BROKEN?
  3. 3. THE SYMPTOMS Salespeople average just a couple of bus-dev meetings a week Salespeople over- service some accounts and ignore others We have friction between sales and other departments Salespeople don’t prospect enough Salespeople are up to their elbows in customer service
  4. 4. THE ROOT CAUSE
  5. 5. TWO QUESTIONABLE ASSUMPTIONS Sales is an OUTSIDE activity
  6. 6. TWO QUESTIONABLE ASSUMPTIONS Sales is an INDIVIDUAL pursuit Sales is an OUTSIDE activity
  7. 7. ? SALES IS PRIMARILY AN INSIDE FUNCTION
  8. 8. ? SALES IS A TEAM ENDEAVOR
  9. 9. THOUGHT EXPERIMENT If, tomorrow, you were to find yourself with no sales function (no customer service or promotions either), what would you do?
  10. 10. THOUGHT EXPERIMENT
  11. 11. THOUGHT EXPERIMENT CSR
  12. 12. THOUGHT EXPERIMENT CSR Orders, RFQs and Issues CSR
  13. 13. OutsideInside S person (Inside) CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
  14. 14. OutsideInside S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
  15. 15. S person (Inside) OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
  16. 16. S person (Inside) Camp. Coord OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR THOUGHT EXPERIMENT
  17. 17. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR
  18. 18. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR
  19. 19. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDM
  20. 20. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDC BDM Field Appointments Sales Opportunities
  21. 21. THOUGHT EXPERIMENT S person (Inside) Camp. CoordResearch Analyst OutsideInside Sales Opportunities Field Specialist Field Visit Requests S person (Inside) Sales Opportunities CSR Orders, RFQs and Issues CSR BDC BDM Field Appointments Sales Opportunities
  22. 22. ? BUT, CAN THIS REALLY WORK IN REALITY?
  23. 23. COMMON CONCERNS • What happens to salespeople’s commissions • What about the importance of personal relationships? • Don’t customers demand a single point of contact? • What happens to the quality of team members’ work lives?
  24. 24. www.fourappointmentsaday.com

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