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The Future of Sales: Break or Bright?

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In this presentation, LinkedIn sales leaders use cutting edge research to predict the future of sales and how to prepare for success.

Published in: Sales

The Future of Sales: Break or Bright?

  1. 1. of buyers don’t believe sales understands their business and don’t think they can help %
  2. 2. Buyers find it more productive to spend their time online Buyer expectations have risen @Denise – split this slide in to two – reformat the design as per slide 5
  3. 3. Buyer expectations have risen, and conventional sales tactics are no longer as effective. As consumers, buyers are accustomed to Netflix, Amazon & Spotify delivering highly personalized experiences - raising expectations, even in B2B, for the experiences companies deliver to their customers. Buyer expectations have risen
  4. 4. A U T O M A T I O N A N D A I Are disrupting the economy and making sales jobs disappear
  5. 5. Sales is growing slower compared to marketing PAST TWO YEARS IN U.S. (FOR EVERY 1000 ASSOCIATES 811 803 189 197 Jan 2015 Jan 2017 -1% +4% Sales Marketing Y/Y Growth
  6. 6. R E C R U I T E R S O N L I N K E D I N Show high interest in those who can elevate the relationships with the target buyer and manage the complexity of the increased expectations they have
  7. 7. TRANSACTIONAL STRATEGICFUNCTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM RELATIONSHIP SPELLING WAS INCORRECT BELOW
  8. 8. STRATEGICFUNCTIONALTRANSACTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM
  9. 9. STRATEGICTRANSACTIONAL FUNCTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM
  10. 10. FUNCTIONALTRANSACTIONAL STRATEGIC THE CUSTOMER RELATIONSHIP CONTINUUM
  11. 11. THE CUSTOMER RELATIONSHIP CONTINUUM STRATEGICFUNCTIONALTRANSACTIONAL
  12. 12. Work in Progress
  13. 13. Personalization at scale Using Sales Automation to help B2B sales Converging sales and marketing SALES TRANSFORMATION
  14. 14. T H E C O N V E R G E N C E O F SALES AND MARKETING
  15. 15. The two halves of the funnel comes together, and the lines animate in. Add in CRO stat. Work in Progress
  16. 16. Each line can highlight as you talk about them. Work in Progress
  17. 17. More likely to accept a connection request from LinkedIn Sales Navigator users More likely to respond to a Sales Navigator InMail from one of that company’s salespeople More likely to engage with that company’s Sponsored Content on LinkedIn THE VALUE OF SALES & MARKETING CONVERGANCE
  18. 18. CASE STUDY Danielle Uskovic, Head of Digital & Social
  19. 19. D A N I E L L E U S K O V I C “Salespeople need to be more like marketers in this new digital world, and marketers need to be more like salespeople.”
  20. 20. 4xThe engagement of non users 9xMore connected to key decision makers Work in Progress – Denise – image doesn't match slide notes.
  21. 21. U S I N G S A L E S A U T O M A T I O N TO HELP B2B SALES
  22. 22. F R E E U P T I M E B Y D O I N G M E N I A L A N D R E P E T I T I V E T A S K S Slide design different to rest of deck?
  23. 23. Time is spent selling, the rest is on admin and training % O N LY Click to add text Slide design different to rest of deck?
  24. 24. I M P R O V E R E P P R O S P E C T I N G P R O D U C T I V I T Y
  25. 25. More decision makers in their target audience A V E R A G E S N U S E R B E N E F I T S F R O M A U T O M A T E D I N S I G H T S B Y : F I N D I N G E N G A G I N G C O N N E C T I N G
  26. 26. L E A R N A B O U T P R O S P E C T S A N D G I V E R E P S N E W V A L U A B L E A U T O M A T E D I N S I G H T S
  27. 27. CASE STUDY Dan Swift VP of Sales
  28. 28. D A N S W I F T “Without this kind of data, sales reps had to prioritize based on more traditional measurements – revenue, number of employees, Fortune status. Sales Navigator helps us leverage real insight to jump on opportunities the second they become available.”
  29. 29. P E R S O N A L I Z A T I O N AT SCALE
  30. 30. Phillip Enjoys mountain bik ing , c ook ing and the outdoor s JARED H I G H L Y P E R S O N A L I Z E D E X P E R I E N C E S A T S C A L E KATERINA Loves c ats and s pending time w ith the family Consumer brands like Netflix process large volumes of data to serve up show recommendations and experiences specific to you Disruptive technologies like Uber & Amazon have changed forever how companies interact with their customers Add image to represent personal life>>>>>>>>>>>>> And transtion to skyscraper in next slide.
  31. 31. Phillip KATERINA Loves c ats and s pending time w ith the family H I G H L Y P E R S O N A L I Z E D E X P E R I E N C E S A T S C A L E Per s onaliz ation is expec ted in our pr ofes s ional life as w ell B2B
  32. 32. Buyers want reps to integrate customized data and insights into their interactions. %
  33. 33. SalesNav logo
  34. 34. for becoming a top sender • Find common ground • Help me find long term success • Have common connections TO P T I P S
  35. 35. Decision Maker Acceptance Rate INCREASE BY COMMONALITY 12 20 22 41 51 53 10 20 30 40 50 60 Have similar skills Follow the same group Worked at the same company Attend the same school Common connections Attend the same school at the same time
  36. 36. CASE STUDY Scott Franklin Head of Mid-Market Sales at Quantum
  37. 37. Scrnshot of PointDrive in action. Work in Progress
  38. 38. T H E B R I G H T F U T U R E O F S A L E S
  39. 39. P E O P L E
  40. 40. P R O C E S SP R O C E S S
  41. 41. T E C H N O L O G Y
  42. 42. Color Palette

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