How Sales has to change what it does in 2014 - or today

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Frank is a sales and marketing alignment specialist and he brings his magic to everything inbound and the sales hand over.

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How Sales has to change what it does in 2014 - or today

  1. 1. hosted by The fully-certified Hubspot Gold Partner
  2. 2. INBOUND MARKETING
  3. 3. INBOUND MARKETING
  4. 4. INBOUND MARKETING
  5. 5. Outbound   Philosophy   Inbound   Philosophy    
  6. 6. What  are  some  components  of  the   “inbound”  philosophy  that  directly   affect  sales?   What  is  IN  and  what  is  OUT?  
  7. 7. INTERRUPTED
  8. 8. INTERESTED
  9. 9. INTRUSIVE
  10. 10. INTENT
  11. 11. INPERSONAL
  12. 12. INDIVIDUAL
  13. 13. INSINCERE
  14. 14. INTEGRITY
  15. 15. Sales  s'll  has  some  catching  up  to  do   Are  they  sharing  and  taking  about  the  right  things  in  the   right  way  at  the  right  @me?  (Interest)   Do  they  care  about  the  right  stuff?  (Intent)   Are  they  adjus@ng/customizing  what  they  say  based  on  who   they  are  speaking  with?  (Individualized)   Do  they  really  believe  in  what  they  do?  (Integrity)  
  16. 16. Imagine  a  world  where…..     There  is  a  genuine  interest  in  YOU  so  you  are  only  talking   about  things/items  and  services  that  could  actually  be  of   value  to  you!  
  17. 17. Imagine  a  world  where…..     You  feel  more  like  you  are  being  helped  than  being  sold   something!  
  18. 18. Imagine  a  world  where…..                Every  solu'on  is  customized  and  tailored  to  what               you  need  and  expect!  
  19. 19. Imagine  a  world  where…..     The  person  you  deal  with  has  a  true  passion  and  an   unshakeable  belief  in  their  product  or  service!  
  20. 20. •  Buyers/Consumers/Us   •  Companies   •  Sales  People  
  21. 21. WHY SHOULD SALES BUY “IN”?
  22. 22. IMMEDIATELY?
  23. 23. Reality  Check:  In  order  for  Inbound  to  really   work  in  any  organiza'on,  we  don’t  just  need   coopera'on  –  we  need  100%  belief  and   adop'on  from  anyone  that  can  sabotage  the   process.  
  24. 24. THANK YOU @fbelzer fbelzer@gmail.com “the sales archaeologist”
  25. 25. hosted by The fully-certified Hubspot Gold Partner

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