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Keynote for Matrix Surgical 26 July 2017

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Keynote for Matrix Surgical 26 July 2017

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Keynote for Matrix Surgical 26 July 2017

  1. 1. CraigRispinCSP
  2. 2. Today I’m Here to Serve You...
  3. 3. Do You Have an Open Mind?
  4. 4. Why I’m Qualified to Speak to You Today...
  5. 5. When I was 10...
  6. 6. My Training Career Started When I Was 11
  7. 7. My Sales Career Started When I Was 15
  8. 8. I Was Recruited by Apple Computer, 19
  9. 9. My Final Year at Apple My Sales Budget was $35 Million
  10. 10. I Beat That Budget By 384% And Won Apple Marketing Manager of the Year
  11. 11. I Sold My Internet Startup to Fairfax in 1995
  12. 12. “Craig we’ve seen more change in the last 3 years than in the past 30.”
  13. 13. We are Entering the Fourth Industrial Revolution
  14. 14. The Fourth Sales & Marketing Revolution
  15. 15. Smarketing Trends
  16. 16. Where Sales Becomes More Like Marketing & Vice-Versa
  17. 17. The convergence of marketing and sales, combined with the wealth of data that modern technology has made available to prospects, has led to the emergence of new ideas like “social selling” and “smarketing.” - HubSpot.com
  18. 18. The sales rep is no longer in charge; in fact, it’s quite the opposite, as prospects now hold the power. This change in the buyer-seller power structure demands a corresponding change in the way sales reps interact with prospects. It’s no longer about selling, it’s about helping. - Hubspot.com
  19. 19. ----------------- Consultative Selling Relationship Selling Transactional Selling
  20. 20. Conviction &.... ---- Buyer Power ---- Consultative Selling Relationship Selling Transactional Selling
  21. 21. Conviction & Automation ---- Buyer Power ---- Consultative Selling Relationship Selling Transactional Selling
  22. 22. Sales & Marketing Automation is Fueling Exponential Growth
  23. 23. 2016 Stackies Awards for sharing visualizations of how marketing technology stacks are organized and managed judged by
  24. 24. Congratulations to our Winners! Informatica Microsoft Red Wing Shoes Allocadia Aprimo Cisco
  25. 25. You Should Know, Netsuite Wasn’t Mentioned Once
  26. 26. Title Text
  27. 27. Title Text
  28. 28. The Changing Structure of Smarketing Teams
  29. 29. Would You Like to Add 7 Points to Your Close Ratio?
  30. 30. SPECIALIZATION Generalist Sales Support Lead Gen Closer Inbound Outbound Segments
  31. 31. CONTACT METHOD #1 Immediacy 100x Contacts 21x Qualify 39:22 Hours
  32. 32. CONTACT METHOD #2 Persistence 1.5 attempts
  33. 33. CONTACT METHOD #3 Time of Day 147% 49
  34. 34. DEFINITION
  35. 35. INSIDE SALES Professional Sales Done Remotely
  36. 36. Simulate F2F
  37. 37. CUSTOMER INTEL SCHEDULING VISUALS CREATION ASKING QUESTIONS ACTIVE LISTENING WEBCAM CHAT SCREEN SHARE COBROWSE WEB QUICK ACCESS MEMORY ANNOTATIONS VISUAL FRAMING KEYBOARD SHORTCUTS ONE CLICK MEETINGS MOBILE MIRRORING TOTAL SKILLS WITH TECHNOLOGY Rate your skills by filling in dots. 0 dots = very poor, 5 dots = very best. ____________ TECHNOLOGY SELECTION INTERNET SPEED SMARTPHONE TABLET LAPTOP VIDEO CONFERENCE CAM OPERATING SYSTEM DATABASE MANAGEMENT LEAD CAPTURE SYSTEM VIDEO CONFERENCING SECURITY/ID THEFT TOOL USABILITY CROSS CHANNEL U/X PORTABLE LIGHTING AUDIO/VIDEO SELECTION TOTAL Rate your tech by filling in dots. 0 dots = very poor, 5 dots = very best. ____________
  38. 38. A Couple Innovative Ideas for Your Expo Booth
  39. 39. Sales & Marketing Experts You Should Learn From...
  40. 40. DEFINITION

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