Selling is hard because people dont pay attention unless they see you as relevant to their problems.  And with all the competition and noise is harder than ever to be seen as relevant at the scale needed to make the number What you will learn here?  A  system using airtable templates to be relevant to each prospect by matching their buying signals with a flow with the next best message for their interest, stage and persona.

1. Tailored Sales Funnels
to Match Interest to Value for each relationship
SALESFLOWS

2. Prospects are scattered across oversaturated channels so
is harder to be seen as RELEVANT
GETTING ANYONE’S
ATTENTION IS HARDER THAN
EVER

3. GOOD CONTENT ( $$$)
GETS WASTED
ADS ARE
EXPENSIVE
B2B CAC up 70%
COLD CALL/EMAIL
<2% RATIO
SOCIAL MEDIA
SUCKS SALES TIME
What takes your money further?
45%
HOW TO BUY CUSTOMER ATTENTION
▸ RELEVANT TOPIC ✔
▸ SCALE ✔
▸ TRUST
▸ CUSTOMER TIMING ✔
▸ DEVELOP RELATIONSHIP
▸ Customer Stage
▸ Customer tone of voice
▸ CHEAP
▸ RELEVANT TOPIC ✔
▸ SCALE ✔
▸ TRUST ✔
▸ CUSTOMER TIMING ✔
▸ DEVELOP RELATIONSHIP ✔
▸ Customer Stage
▸ Customer tone of voice
▸ CHEAP
▸ RELEVANT TOPIC
▸ SCALE
▸ TRUST
▸ CUSTOMER TIMING
▸ DEVELOP RELATIONSHIP ✔
▸ Customer Stage
▸ Customer tone of voice
▸ CHEAP ✔
▸ RELEVANT TOPIC ✔
▸ SCALE
▸ TRUST ✔
▸ CUSTOMER TIMING ✔
▸ DEVELOP RELATIONSHIP ✔
▸ Customer Stage
▸ Customer tone of voice
▸ CHEAP

4. $$$ spend in TOP of the Funnel
$$$ spend in Botton of funnel
OPT out
What takes your money further? MARKETING LEAD VS SALES LEAD

5. CUSTOMER ORCHESTRATIONMatch signals to value in a personal flow
with the next best message at each moment

6. TAILORED VALUE
SOCIAL PROSPECTING
THE BEST NEXT MESSAGE
CONTENT X SALES
INBOUND SELLING GROWTH BLUEPRINT
BUYING SIGNALs
SEQUENCES
TRACKING
A process to be relevant
instead of forcing the attention
Onboarding

7. THE MODERN SELF-
SERVING BUYER DON’T
WANT PITCHES , WANT
GUIDANCE

8. YOU NEED TO BE
RELEVANT
AT EVERY MOMENT
TO GET TO THE NEXT
STEP
Sales this way ——> The Long tail
High
level
“INTRO”
messages

9. e r
PROBLEM
SOLUTION
ACTIONAWARENES ENGAGEMENT INTEREST
IS A
INDIVIUAL
JOURNEY

10. BUT
WHERE
ARE THEY
IN THEIR
JOURNEY
…NOW??

11. A PROCESS TO MATCH
YOUR VALUE TO THE
CUSTOMER CONTEXT
AT EVERY STEP

12. NOISE TO SIGNAL TO VALUEan individualised roadmap to share
relevant value at scale
SIGNALS VALUENOISE

13. OPTIMISED SALESFLOWS
Match signals to value to engage with best next message
LASER SALES
ARGUMENTS
1
4
SIGNALs MATCH INTEREST
TO VALUE
32
CUSTOMER
SIGNALs
▸ RELEVANT TOPIC ✔
▸ Customer Stage ✔
▸ Customer tone of voice ✔
▸ RELEVANT TOPIC ✔
▸ TRUST ✔
▸ CUSTOMER TIMING ✔
▸ SCALE ✔
▸ DEVELOP RELATIONSHIP ✔
▸ CHEAP ✔

14. TRANSMITTING
VALUE THAT IS
RELEVANT
Tailor your pitch for EVERY OPPORTUNITY
#1 TAYLOR SALES PROPOSITIONS

15. DYNAMIC SALES ARGUMENTS
ACTIONAWARENES ENGAGEMENT INTEREST
WHY
WHAT
HOW
WHY
WHAT
HOW
WHY
WHAT
HOW
A COMPELLING ARGUMENT NEEDS TO
BE ADJUSTED BY
INTEREST TOPIC & LEVEL
PERSONA/ TITLE
SECTOR
STAGE..
resonate with the one specific customer issue at their minds at
one specific moment

16. FINDING PEOPLE
ALREADY
INTERESTED
#2 PROSPECTING BY BUYING SIGNALS

17. CUSTOMER DNA SIGNALSThe prospects context:
needs, problems and interest
‣TOPIC,LEVEL & STAGE
‣ACROSS CHANNELS
‣ENRICHED SOCIAL DATA
‣TRACK ACTIVITY SIGNALS
Enter, Import , Upload , Connect Contacts Apps, Social Networks and Services,
CSV , CRMs & Databases.Web Import extension
Behavioural and online tracking
Get Linkedin, TwiTter , etc..
Is a problem , about process , about results High level or specifics

18. MAKE SALES
FLOW
#3 RELATONSHIP FLOWS

19. MATCH SIGNAL TO VALUE
PPT
VISION FRAMEWORK WHITE PAPER
PLAYBOOKSCOLLATERAL
DEMOPOST FEATURES
BENEFITS
LANDING
Actions to drive your relationship forward

20. ORCHESTRATE relationships across multiple
channels to create a natural flow
MAKE IT FLOW

21. TOOLS ARE
CHEAP
RELEVANCE IS
NOT
HARD WORK
AHEAD

22. HOW
WHAT
WHY
WHY
WHY
HOW
WHAT
WHY
HOW
WHAT
A BEST MESSAGE
MAKE IT FLOW
signals as starting point to be relevant
▸ RELEVANT TOPIC ✔
▸ SCALE ✔
▸ TRUST ✔
▸ CUSTOMER TIMING ✔
▸ DEVELOP RELATIONSHIP ✔
▸ Customer Stage ✔
▸ Customer tone of voice ✔
▸ CHEAP ✔

23. PEACE OF MIND
FOCUS
BE PERSONAL @SCALE
SELF-QUALIFY LEADS
BETTER AT ENGAGING WITH
VALUE

24. YES… YOU WILL
SELL MORE

25. SKILLS STACK
ABOUT JORGE
20
B2B SALES
SOCIAL SELLING
INBOUND MARKETING
TAS & ABM
SALES PRODUCTIVITY
& ENABLEMENT
15
SAAS STARTUPS
GROWTH
VALUE PROP
PRODUCT LAUNCH
MARKET FIT
VALIDATION
10
DIGITAL SALES
MARKETING TECHNOLOGY
CRM & CUSTOMER DATA
AUTOMATION
WORKFLOWS
GROWTH HACKING