Your Customers
Are Your Channel
How We “Surround
Sell” At Influitive
Emmanuelle Skala
VP, Sales
Influitive
@elleskala
@inf...
About Me
The New World of Selling
Reality check!
Buyers are in control –
NOT salespeople
How can we adapt?
Advocate Enlistment
Geoffrey Moore’s “advocate enlistment” is critical to efficient
growth, yet for many companies, it’s t...
Over 100 of the Best B2B Brands
List updated April 4th, 2014
Connect
EducateDelight
“Surround Selling”
Advocacy
Culture
Influitive’s Sales Process
CONNECT
Hack #1
Build your personal brand –
get advocates to review YOU
Hack #2
Be a matchmaker with your
“targets”
EDUCATE
Hack #1
Customer reviews
Hack #2
Rethink references
DELIGHT
Hack #1
Delight with gifts +
take advantage of
the honeymoon
period
Hack #2
How to get referrals
I’m Hiring!
Learn how to surround sell and
work for the fastest-growing tech
startup in Toronto
• SDRs
• AEs
• RSMs
• Toro...
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How We "Surround Sell" at Influitive

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  • Hack 1. delight with the basics – amazing follow up, great education, being proactive etc
    Hack 2. delight with the selling experience – never too pushy or salesy. Learn their business, learn their objectives

    No just with your product but with your sales process
    Insert challenger stat on why people buy


    Find the right customers and delight them early and often
    Surround Selling
    References are dead
    3rd Party Reviews/Social Presence
    Make it easy, fun & rewarding for your customers to spread the word
    Referrals
    You/Your Brand
    Your company
    Early in the sales cycle – capitalize on the honeymoon period

  • How We "Surround Sell" at Influitive

    1. 1. Your Customers Are Your Channel How We “Surround Sell” At Influitive Emmanuelle Skala VP, Sales Influitive @elleskala @influitive www.influitive.com
    2. 2. About Me
    3. 3. The New World of Selling Reality check! Buyers are in control – NOT salespeople How can we adapt?
    4. 4. Advocate Enlistment Geoffrey Moore’s “advocate enlistment” is critical to efficient growth, yet for many companies, it’s the slowest gear Acquisition Gain new customers. Engagement Create incredible user experiences so they want to come back. Monetization Find ways to earn revenue from your customers. Enlistment Customers voluntarily recruit new customers.
    5. 5. Over 100 of the Best B2B Brands List updated April 4th, 2014
    6. 6. Connect EducateDelight “Surround Selling” Advocacy Culture Influitive’s Sales Process
    7. 7. CONNECT Hack #1 Build your personal brand – get advocates to review YOU Hack #2 Be a matchmaker with your “targets”
    8. 8. EDUCATE Hack #1 Customer reviews Hack #2 Rethink references
    9. 9. DELIGHT Hack #1 Delight with gifts + take advantage of the honeymoon period Hack #2 How to get referrals
    10. 10. I’m Hiring! Learn how to surround sell and work for the fastest-growing tech startup in Toronto • SDRs • AEs • RSMs • Toronto • Boston • SF @elleskala www.influitive.com/company/careers-influitive/

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