Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014
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I gave this presentation at the AA-ISP Leadership Summit in April 2014. The talk was about how sales professionals have to evolve to the changing landscape in order to be successful.
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Evolve or Die: How to Survive and Thrive in the Changing Sales Landscape - AA-ISP Leadership Summit 2014
- 1. EVOLVE OR DIE Surviving the changing sales landscape Jeff Perkins
- 2. 2 ABOUT ME • Pic of kids #LS14 @JeffPerkins8
- 5. 5 THE GOOD OLD DAYS
- 6. 6 Only 2% of cold calls result in an appointment 3% of emails result in a click (Source: Mail Chimp) (Source: Leap Job)
- 7. 7 YOUR PROSPECTS JUST AREN’T THAT INTO YOU
- 8. 8 WALK A MILE IN YOUR PROSPECTS SHOE #LS14 @JeffPerkins8
- 9. 9 BUSINESSES NEED YOUR HELP MORE THAN EVER. #LS14 @JeffPerkins8
- 10. 10 #LS14 @JeffPerkins8 YET, THEY ARE MORE LIKELY TO IGNORE YOU THAN EVER BEFORE.
- 11. 11 SO, WHERE DOES THAT LEAVE US? #LS14 @JeffPerkins8
- 12. 12 #LS14 WE NEED TO EVOLVE #LS14 @JeffPerkins8
- 13. 13 EVOLVE THE WAY WE VIEW OUR PROSPECTS #LS14#LS14 @JeffPerkins8
- 14. 14 #LS14 @JeffPerkins8 Your prospects are 70% of the way through the sales process before they engage you. Traditional Sales Funnel
- 15. 15 #LS14 @JeffPerkins8 WHAT ARE THEY DOING THAT 70% OF THE TIME?
- 16. 16 #LS14 @JeffPerkins8 Source: Google & Compete B2B Customer Study June 2013 ONLINE RESEARCH
- 17. 17 #LS14 @JeffPerkins8 MEET YOUR FRONTLINE SALES REP
- 18. 18 #LS14 @JeffPerkins8 DO YOU KNOW WHAT YOUR CUSTOMERS ARE DOING?
- 19. 19 #LS14 @JeffPerkins8 EVOLVE RELATIONSHIPS WITH OTHER DEPARTMENTS
- 23. 23 #LS14 @JeffPerkins8 EVOLVE THE WAY WE SELL
- 25. 25
- 28. 28 #LS14 @JeffPerkins8 WE GOT THE SAME AMOUNT OF BUSINESS WHEN WE DIDN’T TRY TO SELL. AND IT STUCK.
- 29. 29 #LS14 @JeffPerkins8 WHAT PROSPECTS WANT 4X Demonstrate deep expertise on my industry 2X Demonstrate deep expertise about my company Show they care about my success Cultivate a personal relationship with me
- 30. 30 #LS14 @JeffPerkins8 EVOLVE THE TYPES OF REPS WE HIRE
- 32. 32 A TALE OF 2 SALES REPS
- 33. 33 #LS14 @JeffPerkins8 EVOLVE THE TOOLS WE USE TO SELL
- 34. 34
- 35. 35 #LS14 @JeffPerkins8 YOU USE ALL THESE HIGH TECH TOOLS TO FIND YOUR PROSPECTS. YOU NURTURE THEM INTO A QUALIFIED LEAD. YOU SPEND TIME AND EFFORT TO GET THE MEETING. AND THEN…
- 37. 37 #LS14 @JeffPerkins8 OF COMMUNICATION IS NON-VERBAL
- 38. 38 #LS14 @JeffPerkins8 156% higher revenue using video Source: Aberdeen Group Meetings take 30% less time Source: University of Minnesota
- 40. 40 #LS14 @JeffPerkins8 EVOLVE THE WAY WE COMPENSATE SALES REPS
- 42. 42 #LS14 @JeffPerkins8 IS YOUR COMP PLAN ENCOURAGING THE RIGHT BEHAVIOR?
- 43. 43 “MY REP IS MORE INTERESTED IN HIS BUSINESS THAN MY BUSINESS”
- 44. 44 #LS14 @JeffPerkins8 NEW IDEAS FOR COMPENSATION • Higher base salary • Incentives for customer satisfaction and retention • “Softer” metrics • Give sales managers flexibility
- 45. 45 #LS14 @JeffPerkins8 EVOLVE • The way you view prospects • Relationships with other departments • The way you sell • The types of reps you hire • The tools you use to sell • The way you compensate
- 46. 46 #LS14 @JeffPerkins8 IT’S NOT ABOUT EVOLVE OR DIE. IT’S ABOUT SURVIVE AND THRIVE.
Editor's Notes
- Prospects are not anonymous names on a list of leads Prospects are informed and will come to you with questions Prospects are already in the process of evaluating you and your competitors Be ready (Hubspot info in SFDC)
- ATC NADA story – sales through service Hard selling – business didn’t stick Buyers value business expertise over product knowledge (get stat) You can sell just as much, by not “selling”