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Sales in the cloud

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Inside Sales and Social
Selling for Extreme Results
Ken Krogue
Founder, President & Chief
Strategy Officer
InsideSales.com...
BACKGROUND
12 Disruptive sales Trends
1. Inside Sales
2. Cloud Computing
3. Content Marketing
4. Immediate Response
5. Gamification
6...

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Sales in the cloud

  1. 1. Inside Sales and Social Selling for Extreme Results Ken Krogue Founder, President & Chief Strategy Officer InsideSales.com Sales in the Cloud
  2. 2. BACKGROUND
  3. 3. 12 Disruptive sales Trends 1. Inside Sales 2. Cloud Computing 3. Content Marketing 4. Immediate Response 5. Gamification 6. Predictive Analytics 7. Prescriptive Analytics 8. Big Data 9. Sales Acceleration 10. Social Selling 11. Systems Consulting 12. Predictive Hiring
  4. 4. Trend #1 – inside sales Marc Benioff, began his career as an inside sales rep at Oracle. Youngest VP at Oracle.
  5. 5. The next generation...
  6. 6. Man + machine
  7. 7. The sales revolution...
  8. 8. Leading indicators (1st downs)
  9. 9. Move the levers…
  10. 10. 2.00 2.25 2.50 2.75 3.00 3.25 3.50 3.75 2008 2009 2010 2011 2012 Millions Outside Sales Inside Sales Source: 2009 infoUSA/MIT Study 15x 2009 / 2013 Market study
  11. 11. Trend #2 – Cloud computing Cloud Telephony Cloud Computing
  12. 12. Innovation Applying what works in other worlds in yours…
  13. 13. The Assembly Line & Conveyor Belt
  14. 14. specialization
  15. 15. Trend #3 – Content Marketing 7 Content Levels 1.Influencer 2.Industry 3.Company 4.Product 5.Proof 6.Sales 7.Client
  16. 16. The Boy Scout Blog – 97,000
  17. 17. Salt Lake Tribune – 102,691
  18. 18. But I don’t have time… Repurpose Cross links Expand media
  19. 19. DIGITAL MEDIA RULES… Why? Immediate, Measurable, Results…
  20. 20. Jeffrey harmon orabrush
  21. 21. How we apply the 7 levels 1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client Famous people Inside sales industry InsideSales.com Immediate response MIT / HBR / Case Studies Why you need it How it works
  22. 22. InInclue TREND #4 - IMMEDIATE RESPONSE http://bit.ly/lrmstudy
  23. 23. TREND #5 - GAMIFICATION…
  24. 24. TRENDS #6,7,8 – PREDICTIVE, Prescriptive ANALYTICS & Big Data BRAD PITT MONEYBALL
  25. 25. BILLY BEANE – OAKLAND A’S
  26. 26. Recruit by the numbers 6’4” 200 lbs, 23rd pick 1st round 5’10” 160 lbs 314th pick 13th round 3x3x All-StarAll-Star WorldWorld SeriesSeries ChampionChampion SilverSilver SluggerSlugger AwardAward
  27. 27. Oakland A’s Annual Payroll 2013 http://www.sportingcharts.com
  28. 28. Oakland A’s Most Wins 2012-2013 http://www.sportingcharts.com
  29. 29. Cost per Win
  30. 30. TIMES ARE CHANGING 2012 2013
  31. 31. Trend #9 – Sales Acceleration
  32. 32. Trend #10 – Social Selling http://bit.ly/2015T rendsReport
  33. 33. Do people use Social Media to sell?
  34. 34. What is social actually being used for? • Recruiting • Awareness • Listening • Qualifying • Messaging • Prospecting • Lead Gen
  35. 35. SOCIAL CURRENCY http://bit.ly/No1SocialCurrency
  36. 36. #2 social selling influencer forbes huffington post Source: Forbes & The Huffington Post
  37. 37. Cold calling is dead…
  38. 38. 15X
  39. 39. Platforms HIGH GROWTH MEDIA
  40. 40. Platform Companies Using Social? • 43% No strategy in place • 33% Unclear of value • 25% Not applicable • 18% Don’t have tools Which Platforms for Demand? • 80% Facebook • 78% Twitter • 51% LinkedIn* • *LinkedIn is 3X more effective for lead generationEloqua research study
  41. 41. Social media Certification 1. CORE 2. Coach 3. Curator 4. Creator 5. Collaborator 6. Consultant http://bit.ly/socialcert
  42. 42. Content Strategies Social Nurturing A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
  43. 43. Strategy #1 downloads blog forms slideshare.net (Pro)
  44. 44. Strategy #2 Job Postings LinkedIn Monster CareerBuilder Classifieds
  45. 45. Strategy #3 Customer Referrals #1 SAE
  46. 46. Strategy #4 Job Change Alerts with linkedin & IFTTT
  47. 47. TREND #11 – SYSTEMS CONSULTING
  48. 48. Trend #12 - Predictive Hiring Michael Cheney 998 762 333 199 0 200 400 600 800 1000 Behavior At Work 727 721 390 199 0 200 400 600 800 1000 How You See Yourself 751 552 531 176 0 200 400 600 800 How Others See You Dominant Expressive Analytical Amiable
  49. 49. Overall 12% 19% 32% 37% Dominant Expressive Analytical Amiable
  50. 50. InsideSales.com
  51. 51. Sales Closers
  52. 52. engineering
  53. 53. Account management
  54. 54. @kenkrogue kenkrogue.com kk@insidesales.com linkedin.com/in/kenkrogue forbes.com/sites/kenkrogue MY SLIDES ON LINKEDIN SLIDESHARE.NET Let’s Connect! Q&A

Editor's Notes

  • Slideshare.net notes:
    Ken Krogue, the Founder and President of InsideSales.com presents his most recent and detailed summary of Inside Sales and Social Selling for Extreme Results at Apttus Accelerate 2015 in San Francisco.
    (This is his entire slide deck complete with two video snippets from Les Brown and the Moneyball trailer.)
    Ken discusses the next generation of sales with the death of traditional sales and the definition of inside sales from his leading article in Forbes.com. He shares the origins of Marc Benioffs career as an inside sales rep at Oracle and the power of man plus machine with the Ironman metaphor.
    Inside sales is powered by specialization, leading indicators, and the ability to control the levers of success.
    Research includes the 2009 and 2013 market studies showing the growth of the inside sales industry as well as the landmark research by Dr. James Oldroyd while at MIT and in conjunction with Harvard Business Review.
    http://bit.ly/lrmstudy
    The in depth discussion continues with the principles of Billy Bean of the Oakland A's from the well known movie Moneyball and how it applies to the world of remote selling and social media.
    The primary obstacles faced by management in inside sales are discussed for the last several years and how Google has completely changed the world of marketing.
    Is social selling actually being used to sell? Or are there other areas of focus where social media is most effective.
    2015 Trends Report by Barry Trailer of CSO Insights reveals something alarming that is happening for the first time in 15 years, CRM usage is actually declining.
    Ken shares the best practices that makes his 31 Twitter tips article on Forbes the top article globally on Twitter.
    http://bit.ly/31tips
    Also find why InsideSales.com was recently ranked the #1 company in the top 500 growth companies for social currency by the Huffington Post and Forbes.com... results.
    Learn while cold calling is dead because of LinkedIn and that high growth companies are using blogging coupled with additional social media platforms to publish their own content digitally.
    Ken shares one of his latest projects to help youth and adults become Social Media Certified with a national advisory board and 6 levels of social media certification through the Boy Scouts of American Utah National Parks Council.
    Also discussed are the 7 levels of content strategy used by InsideSales.com internally to generate nearly 1000 leads a day.
    Ken closes with 4 specific social selling strategies that the very top sales reps use to sell more.
    Ken can be reached at:
    @KenKrogue
    www.KenKrogue.com
    [email_address]
    linkedin/in/kenkrogue
    forbes.com/sites/kenkrogue
  • The revolution in sales. Fundamentally changing the way sales occur. Field sales is the incumbent, inside sales is the new heir apparent.
    Similar to the revolution we have seen in sports …
  • Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for years
    In 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth
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