Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2 Mike Puglia - Vice President of Marketing at TimeTrade Systems, Inc LinkedIn: http://www.linkedin.com/pub/mike-puglia/0/906/45 Twitter: https://twitter.com/timetrade Company Website: http://www.timetrade.com/ Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

1. Selling
at the
Speed of Trust
Copyright(C) TimeTrade 2013, All Rights Reserved

2. Today’s Speaker
Mike is Vice President of Marketing for TimeTrade where he is
responsible for managing and executing product, marketing,
program and communications strategy to drive sales, revenues and
adoption. Mike brings over 20 years of marketing and technical
management experience to his role at TimeTrade. Mike joined
TimeTrade from Salesforce.com, the world’s leading CRM and
enterprise cloud computing vendor, where he led the integration of
real-time collaboration technologies into Salesforce’s Chatter Social
Enterprise platform.
Mike Puglia

3. TRUST

4. Sales
Technique
Trust
Prospect
Purchase
Decision

5. The Prospect

6. Today we sell in a straight line !

7. The myth...
A laser focus on improved yields,
more clever lead scoring, and
more effective selling technique
will convert more and more
leads to closed business.

8. The reality...
40% or less of
the leads that enter
the funnel become
sales opportunities.
Source: The Bridge Group, PhoneWorks, TimeTrade Customers
Opportunities

9. And reality is....
...expensive
17% -40%
Yield to
Opportunity
Inside Sales
wasting time
and money
“calling, chasing,
and waiting”.
60%

11. Sources: Brian Solis, The end of Business as Usual; McKinsey and Company, TimeTrade
Lead
Evaluation
Purchase
Use
Referral
Promote
Trust
Trust
Cycle
What You Are Really Doing

12. The Perception Gap
Adapted From: IBM CRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See reviews and product rankings
2. Get general Information
3. Learn about new products
4. Submit opinion on current products
and services
What Buyers Think What Companies Think
1. Learn about new products
2. Get general information
3. Submit opinion on current products
4. See reviews and product rankings
“Why do buyers interact with companies through
social sites”

13. The Perception Gap
Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See reviews and product rankings
2. Get general Information
3. Learn about new products
4. Submit opinion on current products
and services
What Buyers Think What Companies Think
1. Learn about new products
2. Get general information
3. Submit opinion on current products
4. See reviews and product rankings
“Why do buyers interact with companies through
social sites”

14. The Perception Gap
Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011
1. See reviews and product rankings
2. Get general Information
3. Learn about new products
4. Submit opinion on current products
and services
What Buyers Think What Companies Think
1. Learn about new products
2. Get general information
3. Submit opinion on current products
4. See reviews and product rankings
“Why do buyers interact with companies through
social sites”

15. The new role of sales changes to
monitoring, engaging,
and intercepting
emerging brand and
product trust in a way
that leads to a
purchase decision.

16. Implementing “Inbound Sales”
Identify and capture key selling “Pivot Points”
in the Trust Cycle

17. Promote Trial Demo Close
3,400
Outbounds
P
Old Sales-Transaction based Process
50
Demo
Calls

18. Promote Trial Demo Close
3,400
Outbounds
P
Calling, chasing
and waiting
About 30% of available
inside sales bandwidth
Already
Identified
“Pivot Point”
50
Demo
Calls
Old Sales-Transaction based Process

19. Old Sales-Transaction based Process
New Time-to-Trust Process
Promote Trial Demo Close
3,400
Outbounds
P
P
Zero
Outbounds
50
Demo
Calls
50
Demo
Calls
“Please
Call
Me”

20. Time-to-Trust Results
30% Higher Close Rate
40% Faster Time-to-Close
20% Higher Connect Rate

21. Trust-Based Selling
Implement and practice
one-call Inbound Sales
“One-call Inbound Sales” is a registered trademark of TimeTrade, Inc.

22. Outbound e-mail with
persistent availability
E-mail

23. Outbound e-mail with
persistent availability
Single outbound
follow-up reminder
E-mail
Call

24. Outbound e-mail with
persistent availability
Inbound Sale
Single outbound
follow-up reminder
E-mail
Call
Trust
Response

25. Time-to-Trust Results
• 20 to 30% more reps make quota
• Demo no shows are cut in half
• Product renewals are significantly higher

26. Persistent
Presence in the
Trust Cycle

27. Persistence and Pivot Points

28. Persistence and Pivot Points
Pivot
Point
Pivot Point - Meeting
Sales spends their time
meeting with “self-selected”
and qualified prospects
Persistence & Availability
Immediate scheduling – old
“form” resulted in an average
of 6.2 calls to connect

29. Persistence and Pivot Points

30. Persistence and Pivot Points
The Pivot Point is someone in a trial AND
wants to speak to the company

31. The Story
Success
of the
Inside Sales
Superhero

32. 3 Steps to Superhero Status

33. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle

34. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Create a persistent availability that makes it easy
for prospects to get your time and attention.

35. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Implement and practice one-call Inbound Sales
Create a persistent availability that makes it easy
for prospects to get your time and attention.

36. Selling
at the
Speed of Trust
Copyright(C) 2013 TimeTrade