Sales Influencers series software leaders

1. Remarkable Insights from
the Sales Influencers
Series

2. WE HOST A WEEKLY VIDEO SERIES ON
OUR BLOG WITH INTERVIEWS OF SALES
LEADERS

3. ...AND PEOPLE SEEM TO REALLY ENJOY IT

4. SO WE DECIDED TO
SUMMARIZE THEM IN
THESE SLIDES

5. “We’re experiencing the Buyer 2.0”
Julio Viskovich, Hootsuite

6. People are finding their
information online and they
come to sales reps with 60%
of the sales process already
done. They trust 3rd party
information.
Julio Viskovich, Hootsuite

7. Get on the social
networks your
buyers are on. And
start listening.!
Julio Viskovich, Hootsuite

8. Many sales people do their best job at the
interview. But they don t perform as well on
the job....
Derek Grant, Pardot/Exact Target

9. and false starts such as those hurt sales
organizations...
Derek Grant, Pardot/Exact Target

10. To minimize them, we make them do 3 things:
a written application, specific knowledge
questions and a culture fit from across the
company.
Derek Grant, Pardot/Exact Target

11. Written
Assessment
Functional Fit
Culture Fit
We ask them We have a team We get someone from
about us, our interview to see if a different department
space, our they’re a good to come in and
technology, and functional fit.
evaluate the candidate
companies they
for culture fit. We
might target in
don’t want to create
their job.
“pockets” of culture.
Derek Grant, Pardot/Exact Target

12. {
“So my philosophy is actually a very simple one. I
think that sales is going through a transformation.
And the ability for sales people to leverage social
tools accelerates the deal cycle.”
Koka Sexton, LinkedIn

13. {
Sales managers need to understand that if
sales reps are using social networks in a
systematic manner that there will actually
be an ROI to this. They will build their
pipeline and close deals.
Koka Sexton, LinkedIn

14. I remember taking
the clippings of the !
Los Angeles
Business Journal
and sending them
to prospects...!
Kevin Gaither, uSamp

15. ... it s really not so
different now when
you re on social media
and sharing content.
It s no different than
what you already
should be doing.
Kevin Gaither, uSamp

16. To any new reps who are coming into the
game, if you have the choice between a little
more money and a little more coaching, go
with the coaching. Seek out coaching and if
you can’t find it, try to make it happen and if
you can’t make it happen, go someplace else.
Matt Bertuzzi, The Bridge Group

17. Sales Intelligence is taking this social profile
data and activity data and leveraging that in
real-time...
to have a better understanding of the target
audience and using that to create
opportunities that are more likely to hit the
target.
Brent Leary, CRM Essentials

18. (The Top of the funnel) is actually 2
different activities broken into one.
1. Pre-call research where you try to find
out something about the people.
2. Create a hypothesis of the needs they
have or the needs you think they have.
Once you’ve done that, it’s about getting
them to actually enter into a sales
conversation with you.
Steve Richard, Vorsight

19. Advice:
Do 3x3 research - so what are three things you
can find out about a prospect that you actually
intend to bring up in a sales conversation.
When you’re having that conversation, phrase
things in the perspective of their peers, not from
the perspective of you the sales person.
Use some shared and universal truths and they
can relate to...
Steve Richard, Vorsight