SLS10. Sales: A No Bull Profession

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Even if you're not in sales, you're selling. Sales is a noble (and necessary) profession. In this session, you will learn how to: . Pivot your team into a consultative sales team . Starting from recruiting well . Coaching along the way . Enforcement through incentives

Sales

Sahil Mansuri
CEO/Co-Founder
Steven Broudy
VP Head of Sales

© 2019. SalesLoft. All Rights Reserved.
Agenda
State of Sales Today
Consequences
Solutions
Future of Sales

© 2019. SalesLoft. All Rights Reserved.
<25%<25% <10%
Most common words associated with salespeople
HubSpot Research 2016

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
Sales is the least trustworthy profession
Gallup Survey

© 2019. SalesLoft. All Rights Reserved.
Agenda
State of Sales Today
Consequences
Recruiting

© 2019. SalesLoft. All Rights Reserved.
Undergraduate Recruiting
97%of business students surveyed
would not choose sales as a
career

© 2019. SalesLoft. All Rights Reserved.
Women in Sales
25%
of tech sales professionals are women

© 2019. SalesLoft. All Rights Reserved.
Agenda
State of Sales Today
Consequences
Recruiting
Sales Process

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
Only 3% of buyers consider sales professionals “trustworthy”
HubSpot Poll Q2 2016

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
People spend less time with sales professionals vs. doing
research themselves
Elevating the Value of Sales Interactions, 2018

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
53% of customer loyalty is built during the sales experience
Corporate Executive Board, Gartner Survey

© 2019. SalesLoft. All Rights Reserved.
Agenda
State of Sales Today
Consequences
Solutions

© 2019. SalesLoft. All Rights Reserved.
<25%<25%

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
Consultants vs. Sales

© 2019. SalesLoft. All Rights Reserved.
Army Special operations as an analog

© 2019. SalesLoft. All Rights Reserved.
Eagles want to soar with
eagles
They don’t want to fly with
pigeons

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
Sales reps must own the other 83%
Elevating the Value of Sales Interactions, 2018

© 2019. SalesLoft. All Rights Reserved.
<25%<25%
Curate, Annotate, Create vs. Regurgitate

© 2019. SalesLoft. All Rights Reserved.
Activate, own, connect your community in-person
Prospects TRUST
Your customers

© 2019. SalesLoft. All Rights Reserved.
Key: operationalize and understand what’s happening offline
Online +
Direct sales +
In-person =
360 degree view of your customer

© 2019. SalesLoft. All Rights Reserved.
Online - Leverage customer
testimonials to build trust

© 2019. SalesLoft. All Rights Reserved.
The Future of Sales
Head: Needs to be an industry expert
Hand: Owns entire go-to market effort
Heart: Serves the customer first

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