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Sales automation
How to work less and sell more
and be more human while doing this.
Jeroen Corthout
Co-Founder Salesflare
• Sales & marketing strategist
• Data lover
• Sales automation believer
twitter @Jer...
What happened?
3 things.
1. Sales became complex matter
Picture source: intercom.com
From a simple face-to-face chat
to a complex interaction.
A di...
2. Marketing took over sales
Picture source: http://ingenexdigital.com/media/ingenexfunnel.png
… and it’s not fake news.
M...
3. Everybody kept screaming louder
What can we do?
How to avoid total sales mayhem.
Let’s reclaim sales!
Let’s take back the lead from marketing.
Let’s create time for more human relationships.
Let’s automa...
Let’s change sales goals!
Push products
to as many people as possible
Develop trusting relationships
with as many people a...
How can we do it?
Let’s make this happen.
Three ways to develop relationships
1. Outbound : you contact people
2. Inbound : people contact you
3. Retargeting : you ...
1 - Outbound
You contact people.
Focus on relationships
Relate first. Avoid selling early.
Be original
& make people laugh
XXXXX, Luke Skywalker wants you to make sales! 🌠
1
2
(For the enthusiasts, the video version: https://youtu.be/awaMz-fO0lc)
3
4
5
6
The start of a
relationship
Target based on
lots of hard data
LinkedIn Sales Navigator
The easiest way to start building data driven target lists
Automate
as much as possible
Export with
DuxSoup
When email
answered, zap
with Zapier
When email
found, zap
with Zapier
Lead list
Sequence
of emails
Ne...
2 - Inbound
People contact you.
Be where your
customers look
Quora, Reddit, review sites, …
attract a lot of searching customers
Be where your
customers spend time
Where do people spend too much time?
Right, Facebook.
Automate
as much as possible
Everything you see here is automated,
even the sending of the emails
Always
stay human
In the land of digital, chat is king.
All-round messengers In-app/website messengers
3 - Retargeting
You stay in contact.
Maximize your
return on relationships
A relationship is built on
meaningful contacts.
Not surprisingly, in sales:
48% of sales people never follow up with a pro...
Keep activating
your network
LinkedIn posts have great visibility
Develop your
relationships
Facebook ads & custom audiences
The cheapest & best way to keep your audience in the loop
One more thing…
My final advice :
The robots are coming.
Embrace them. Automate. And be more human again.
Feel free to contact me.
About sales automation. Or anything else.
Just don’t be salesy.
Jeroen Corthout
Co-Founder Salesf...
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Sales automation - How to work less and sell more... and be more human while doing this.

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The robots are coming.
Embrace them. Automate. And be more human again.
---
As presented at the Sales Summit 2017 by Salesflare Co-Founder Jeroen Corthout

Published in: Business
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Sales automation - How to work less and sell more... and be more human while doing this.

  1. 1. Sales automation How to work less and sell more and be more human while doing this.
  2. 2. Jeroen Corthout Co-Founder Salesflare • Sales & marketing strategist • Data lover • Sales automation believer twitter @JeroenCorthout email jeroen@salesflare.com
  3. 3. What happened? 3 things.
  4. 4. 1. Sales became complex matter Picture source: intercom.com From a simple face-to-face chat to a complex interaction. A difficulty for some is an opportunity for others. The new type of sales person needs to master this complexity to serve the customer. (This person could be you.)
  5. 5. 2. Marketing took over sales Picture source: http://ingenexdigital.com/media/ingenexfunnel.png … and it’s not fake news. Marketing automation is indeed taking over the sales profession. It’s automating parts of the relationship away that used to be covered by sales.
  6. 6. 3. Everybody kept screaming louder
  7. 7. What can we do? How to avoid total sales mayhem.
  8. 8. Let’s reclaim sales! Let’s take back the lead from marketing. Let’s create time for more human relationships. Let’s automate all the robotic sales tasks and focus on people.
  9. 9. Let’s change sales goals! Push products to as many people as possible Develop trusting relationships with as many people as possible empowered by automation
  10. 10. How can we do it? Let’s make this happen.
  11. 11. Three ways to develop relationships 1. Outbound : you contact people 2. Inbound : people contact you 3. Retargeting : you stay in contact I’ll structure the guide in these three parts.
  12. 12. 1 - Outbound You contact people.
  13. 13. Focus on relationships
  14. 14. Relate first. Avoid selling early.
  15. 15. Be original & make people laugh
  16. 16. XXXXX, Luke Skywalker wants you to make sales! 🌠 1 2 (For the enthusiasts, the video version: https://youtu.be/awaMz-fO0lc)
  17. 17. 3 4 5 6 The start of a relationship
  18. 18. Target based on lots of hard data
  19. 19. LinkedIn Sales Navigator The easiest way to start building data driven target lists
  20. 20. Automate as much as possible
  21. 21. Export with DuxSoup When email answered, zap with Zapier When email found, zap with Zapier Lead list Sequence of emails New sales lead! Prospection can be fully automated
  22. 22. 2 - Inbound People contact you.
  23. 23. Be where your customers look
  24. 24. Quora, Reddit, review sites, … attract a lot of searching customers
  25. 25. Be where your customers spend time
  26. 26. Where do people spend too much time? Right, Facebook.
  27. 27. Automate as much as possible
  28. 28. Everything you see here is automated, even the sending of the emails
  29. 29. Always stay human
  30. 30. In the land of digital, chat is king. All-round messengers In-app/website messengers
  31. 31. 3 - Retargeting You stay in contact.
  32. 32. Maximize your return on relationships
  33. 33. A relationship is built on meaningful contacts. Not surprisingly, in sales: 48% of sales people never follow up with a prospect 25% of sales people make a second contact and stop 12% of sales people make more than three contacts 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the fifth to twelfth contact Figures source: A popular sales meme. The statistics may be slightly off… but that’s not the point.
  34. 34. Keep activating your network
  35. 35. LinkedIn posts have great visibility
  36. 36. Develop your relationships
  37. 37. Facebook ads & custom audiences The cheapest & best way to keep your audience in the loop
  38. 38. One more thing… My final advice :
  39. 39. The robots are coming. Embrace them. Automate. And be more human again.
  40. 40. Feel free to contact me. About sales automation. Or anything else. Just don’t be salesy. Jeroen Corthout Co-Founder Salesflare twitter @JeroenCorthout email jeroen@salesflare.com phone +32 499 21 77 82

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