Learn why the traditional sales funnel is obsolete and has been replaced with a new form of Trust based selling that is being driven by the social web. Companies that sell things can no longer rely on outbound sales campaigns to reliably sell products because prospects are responding less and less to this. Now, consumers find companies and products after their Trust level has reached a selling Pivot Point, and they seek out products. This is an essential presentation for any inside sales professional, inside sales manager, or corporate executive who want to understand how to reinvent selling for the new reality of the social web.

1. Selling
at the
Speed of Trust
Gary Ambrosino
Copyright(C) 2011,2012 Gary Ambrosino

2. Gary Ambrosino
President & COO
TimeTrade
Thanks for visiting this presentation ! I hope it
is thought provoking and gives you some new
ways to thing about how the social selling
approach is changing the selling landscape.
Visit my Blog
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@garyambrosino on Twitter
Find me on Google+
Copyright(C) 2011,2012 Gary Ambrosino

3. Fame,
Fortune,
and
Self
Esteem

4. TRUST

5. Sales
Trust
Technique
Prospect
Purchase
Decision
Copyright© 2011,2012 Gary Ambrosino, All Rights Reserved

6. The Prospect

7. Who Are
These People ?

8. We often think
like this ...
Prospect
A primary contact and
probably a few or more
others in the company
that influence the
purchase

9. We Build this path to success.....
Lead
Referral
Sale

10. And this engagement process

11. A funnel driven process
with
success
measured by
“sales cycle time”
and
“conversion/yield”
run by an
Inside Sales Superhero

12. The Story
of the
Inside Sales
Superhero

13. 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.

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

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

16. Is there a reality distortion
field that improves
sales funnel
performance?
#TTSOT

17. A brief history of the sales funnel
Then
1898, E. St. Elmo Lewis 1961 Arthur Fredrick Sheldon
“AIDA” The Art of Selling, “DAGMAR”
1911 Arthur Fredrick Sheldon
The Art of Selling,
“Satisfaction”

18. A brief history of the sales funnel
Then Now
1898 - 2009 2009 McKinsey &
Company
Source: “The Consumer Decision Journey”, 2009. McKinsey & Company

19. “ (The) outreach of consumers to
marketers has become dramatically
more important than marketers’
outreach to consumers.”
- “The Consumer Decision Journey”,
2009. McKinsey & Company.

20. Consumer Outreach
Evaluation
Purchase
Lead
Trust
Promote
Cycle Use
Trust
Referral
Sources: Brian Solis, The end of Business as Usual; McKinsey and Company, Gary Ambrosino

21. The Trust Cycle
is fundamentally different
from the traditional
“Sales Cycle”
#TTSOT

22. “Traditional” Sales Cycle
Sales Engagement
Prospect Company
• Control the process
• Pace the interaction
• Drive the decision
•Use time based success criteria

23. Time-to-Trust Selling
Sales Process
Prospect Company
Brand Engagement
Experience Tools
Brand

24. The Most Trusted Source ?
The Prospect’s
“Social
Graph”
Sales Rep
Prospect

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

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

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

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

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

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

31. Download This eBook

32. Implementing Inbound Sales
Create a persistent presence in
the Trust Cycle that makes it easy for
prospects to get your time and attention.

33. Persistent
Presence in the
Trust Cycle

34. Walk-in Pivot Point
“Please Help Me”

35. www.timetrade.com/retail

36. Implementing Inbound Sales
Implement and practice
one-call Inbound Sales
“One-call Inbound Sales” is a registered trademark of TimeTrade, Inc.

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

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

39. The Story
Success
of the
Inside Sales
Superhero

40. 3 Steps to Superhero Status
Identify and capture a key selling “Pivot
Point” in the Trust Cycle
Create a persistent presence that makes it easy for
prospects to get your time and attention.
Implement and practice one-call Inbound Sales
Read more about Trust-based Selling

41. Fame,
fortune,
self-esteem
+
Over-target
sales
performance !

42. Selling
at the
Speed of Trust
Copyright(C) 2011,2012 Gary Ambrosino