When a lead becomes sales-qualified, a whole set of human challenges come to the fore. Inbound Marketing may have created that opportunity, but Sales is where it will – or won’t – get closed. Dave McLaughlin digs into that distinction, going beyond the ways that Inbound Marketing creates value for Sales to identify where it can cause close rates to drop if you’re not careful. Includes specific solutions for overcoming the top ten obstacles to increasing your close rate and making your team happier and more productive.

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Inbound Marketing Does
Not Close Deals
(And Neither Does CRM)
Dave McLaughlin
CEO, Vsnap

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@Vsnap
@davemacboston

3. Salespeople who have no facetime with buyers
use Vsnap to send quick, individual video
messages. It’s the most efficient way to convey
tone and trust -- and increase your close rate.
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• Any device, up to 60 seconds.
• No downloads or registration for recipients.
• Analytics + real-time notifications for senders.
• Vsnap 2.0 launches October 7

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FOR TODAY’S SESSION

5. 1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions

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I WROTE THIS eBOOK
bitly.com/closemoresqls

7. 3 IDEAS
1 Sales leaders don’t try new ways to close more SQLs because they don’t BELIEVE
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they will work.
2 They don’t believe because we lack a prevailing belief system for Sales -- and
because the prevailing belief systems for Marketing are masking that fact
3 Specific examples in the Sales process

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THEN I WROTE THIS BLOG POST
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9. THEN BRIAN
HALLIGAN
TWEETED IT
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AUTHENTICITY

11. 1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions

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INBOUND
MARKETING IS
Amazing
Brilliant
Ingenius
Invaluable
Critical
Cool
Powerful
Etc.

13. SQLs vs MQLs
Difference of substance,
not a difference of degree
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WHY DOES THIS
MATTER?

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NATURE ABHORS A VACUUM

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Because effective belief
systems provide our
playbooks.

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18. 1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions

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Creative Commons

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“Relationship is the
greatest buffer
against the
increasingly rapid
cycles of change.”
Regis McKenna, Preface to Crossing
the Chasm

23. In other words…
THE PACE OF CHANGE
MEANS RELATIONSHIP IS
MORE IMPORTANT THAN
EVER BEFORE.
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30. “The world we see
that seems so
insane is the result
of a belief system
that is not working.”
William James
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BUYER THIS IS
PERSONAL
SALES
INFORMATION
-Big Data
-Insight
-Left Brain
EMOTION
-Relationship
-Non-verbal
-Interface
-Right Brain
IMPACT
&
VELOCITY
SELLER

32. 1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions

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SELLER SIDE: Honor the salesperson.
Invest in training.

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2 Goals here --
• Put “Personal Sales” principles in
context to see how they stand up
• Collaboratively mprove on this list
(real time)

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THANK YOU

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BUYER PERSONAL
SALES
INFORMATION
-Big Data
-Insight
-Left Brain
EMOTION
-Relationship
-Non-verbal
-Interface
-Right Brain
IMPACT
&
VELOCITY
SELLER