Selling
at the
Speed of Trust
Copyright(C) TimeTrade 2013, All Rights Reserved
Today’s Speaker
Mike is Vice President of Marketing for TimeTrade where he is
responsible for managing and executing produ...
TRUST
Sales
Technique
Trust
Prospect
Purchase
Decision
The Prospect
Today we sell in a straight line !
The myth...
A laser focus on improved yields,
more clever lead scoring, and
more effective selling technique
will convert ...
The reality...
40% or less of
the leads that enter
the funnel become
sales opportunities.
Source: The Bridge Group, PhoneW...
And reality is....
...expensive
17% -40%
Yield to
Opportunity
Inside Sales
wasting time
and money
“calling, chasing,
and w...
Sources: Brian Solis, The end of Business as Usual; McKinsey and Company, TimeTrade
Lead
Evaluation
Purchase
Use
Referral
...
The Perception Gap
Adapted From: IBM CRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See review...
The Perception Gap
Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See revie...
The Perception Gap
Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See revie...
The new role of sales changes to
monitoring, engaging,
and intercepting
emerging brand and
product trust in a way
that lea...
Implementing “Inbound Sales”
Identify and capture key selling “Pivot Points”
in the Trust Cycle
Promote Trial Demo Close
3,400
Outbounds
P
Old Sales-Transaction based Process
50
Demo
Calls
Promote Trial Demo Close
3,400
Outbounds
P
Calling, chasing
and waiting
About 30% of available
inside sales bandwidth
Alre...
Old Sales-Transaction based Process
New Time-to-Trust Process
Promote Trial Demo Close
3,400
Outbounds
P
P
Zero
Outbounds
...
Time-to-Trust Results
30% Higher Close Rate
40% Faster Time-to-Close
20% Higher Connect Rate
Trust-Based Selling
Implement and practice
one-call Inbound Sales
“One-call Inbound Sales” is a registered trademark of Ti...
Outbound e-mail with
persistent availability
E-mail
Outbound e-mail with
persistent availability
Single outbound
follow-up reminder
E-mail
Call
Outbound e-mail with
persistent availability
Inbound Sale
Single outbound
follow-up reminder
E-mail
Call
Trust
Response
Time-to-Trust Results
• 20 to 30% more reps make quota
• Demo no shows are cut in half
• Product renewals are significantl...
Persistent
Presence in the
Trust Cycle
Persistence and Pivot Points
Persistence and Pivot Points
Pivot
Point
Pivot Point - Meeting
Sales spends their time
meeting with “self-selected”
and qu...
Persistence and Pivot Points
Persistence and Pivot Points
The Pivot Point is someone in a trial AND
wants to speak to the company
The Story
Success
of the
Inside Sales
Superhero
3 Steps to Superhero Status
3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Create a persistent availa...
3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Implement and practice one...
Selling
at the
Speed of Trust
Copyright(C) 2013 TimeTrade
Selling at the Speed of Trust - Mike Puglia
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Selling at the Speed of Trust - Mike Puglia

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Mike Puglia - Vice President of Marketing at TimeTrade Systems, Inc

LinkedIn: http://www.linkedin.com/pub/mike-puglia/0/906/45
Twitter: https://twitter.com/timetrade
Company Website: http://www.timetrade.com/

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Selling at the Speed of Trust - Mike Puglia

  1. 1. Selling at the Speed of Trust Copyright(C) TimeTrade 2013, All Rights Reserved
  2. 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
  3. 3. TRUST
  4. 4. Sales Technique Trust Prospect Purchase Decision
  5. 5. The Prospect
  6. 6. Today we sell in a straight line !
  7. 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. 8. The reality... 40% or less of the leads that enter the funnel become sales opportunities. Source: The Bridge Group, PhoneWorks, TimeTrade Customers Opportunities
  9. 9. And reality is.... ...expensive 17% -40% Yield to Opportunity Inside Sales wasting time and money “calling, chasing, and waiting”. 60%
  10. 10. 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
  11. 11. 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”
  12. 12. 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”
  13. 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. 14. 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.
  15. 15. Implementing “Inbound Sales” Identify and capture key selling “Pivot Points” in the Trust Cycle
  16. 16. Promote Trial Demo Close 3,400 Outbounds P Old Sales-Transaction based Process 50 Demo Calls
  17. 17. 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
  18. 18. 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”
  19. 19. Time-to-Trust Results 30% Higher Close Rate 40% Faster Time-to-Close 20% Higher Connect Rate
  20. 20. Trust-Based Selling Implement and practice one-call Inbound Sales “One-call Inbound Sales” is a registered trademark of TimeTrade, Inc.
  21. 21. Outbound e-mail with persistent availability E-mail
  22. 22. Outbound e-mail with persistent availability Single outbound follow-up reminder E-mail Call
  23. 23. Outbound e-mail with persistent availability Inbound Sale Single outbound follow-up reminder E-mail Call Trust Response
  24. 24. Time-to-Trust Results • 20 to 30% more reps make quota • Demo no shows are cut in half • Product renewals are significantly higher
  25. 25. Persistent Presence in the Trust Cycle
  26. 26. Persistence and Pivot Points
  27. 27. 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
  28. 28. Persistence and Pivot Points
  29. 29. Persistence and Pivot Points The Pivot Point is someone in a trial AND wants to speak to the company
  30. 30. The Story Success of the Inside Sales Superhero
  31. 31. 3 Steps to Superhero Status
  32. 32. 3 Steps to Superhero Status Identify and capture a key selling “Pivot Point” in the Trust Cycle
  33. 33. 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.
  34. 34. 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.
  35. 35. Selling at the Speed of Trust Copyright(C) 2013 TimeTrade

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