2. Today’s Speaker
Mike is Vice President of Marketing for TimeTrade where he is
responsible for managing and executing product, marketing,
program and communications strategy to drive sales, revenues and
adoption. Mike brings over 20 years of marketing and technical
management experience to his role at TimeTrade. Mike joined
TimeTrade from Salesforce.com, the world’s leading CRM and
enterprise cloud computing vendor, where he led the integration of
real-time collaboration technologies into Salesforce’s Chatter Social
Enterprise platform.
Mike Puglia
7. The myth...
A laser focus on improved yields,
more clever lead scoring, and
more effective selling technique
will convert more and more
leads to closed business.
8. The reality...
40% or less of
the leads that enter
the funnel become
sales opportunities.
Source: The Bridge Group, PhoneWorks, TimeTrade Customers
Opportunities
11. Sources: Brian Solis, The end of Business as Usual; McKinsey and Company, TimeTrade
Lead
Evaluation
Purchase
Use
Referral
Promote
Trust
Trust
Cycle
What You Are Really Doing
12. The Perception Gap
Adapted From: IBM CRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See reviews and product rankings
2. Get general Information
3. Learn about new products
4. Submit opinion on current products
and services
What Buyers Think What Companies Think
1. Learn about new products
2. Get general information
3. Submit opinion on current products
4. See reviews and product rankings
“Why do buyers interact with companies through
social sites”
13. The Perception Gap
Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See reviews and product rankings
2. Get general Information
3. Learn about new products
4. Submit opinion on current products
and services
What Buyers Think What Companies Think
1. Learn about new products
2. Get general information
3. Submit opinion on current products
4. See reviews and product rankings
“Why do buyers interact with companies through
social sites”
14. The Perception Gap
Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See reviews and product rankings
2. Get general Information
3. Learn about new products
4. Submit opinion on current products
and services
What Buyers Think What Companies Think
1. Learn about new products
2. Get general information
3. Submit opinion on current products
4. See reviews and product rankings
“Why do buyers interact with companies through
social sites”
15. The new role of sales changes to
monitoring, engaging,
and intercepting
emerging brand and
product trust in a way
that leads to a
purchase decision.
17. Promote Trial Demo Close
3,400
Outbounds
P
Old Sales-Transaction based Process
50
Demo
Calls
18. Promote Trial Demo Close
3,400
Outbounds
P
Calling, chasing
and waiting
About 30% of available
inside sales bandwidth
Already
Identified
“Pivot Point”
50
Demo
Calls
Old Sales-Transaction based Process
19. Old Sales-Transaction based Process
New Time-to-Trust Process
Promote Trial Demo Close
3,400
Outbounds
P
P
Zero
Outbounds
50
Demo
Calls
50
Demo
Calls
“Please
Call
Me”
28. Persistence and Pivot Points
Pivot
Point
Pivot Point - Meeting
Sales spends their time
meeting with “self-selected”
and qualified prospects
Persistence & Availability
Immediate scheduling – old
“form” resulted in an average
of 6.2 calls to connect
33. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
34. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Create a persistent availability that makes it easy
for prospects to get your time and attention.
35. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Implement and practice one-call Inbound Sales
Create a persistent availability that makes it easy
for prospects to get your time and attention.