future of sales- bleak or bright?

Melissa Murray BaileySr. Director Sales Solutions APAC

LinkedIn

Future of Sales: Bleak or Bright?

#inTC17

of buyers don’t believe sales understands their business and don’t think they can help%

find it more productive to spend their time online

BUYERS

expectations have risen

BUYERS

are disrupting the economy and making sales jobs disappear

AUTOMATION & AI

Future of SalesTHE BRIGHT

FUNCTIONAL

THE CUSTOMER RELATIONSHIP CONTINUUM

TRANSACTIONAL STRATEGIC

STRATEGICFUNCTIONALTRANSACTIONAL

THE CUSTOMER RELATIONSHIP CONTINUUM

TRANSACTIONAL

Of sales people on LinkedIn have these skills tagged on their profiles

UP TO

STRATEGICTRANSACTIONAL FUNCTIONAL

THE CUSTOMER RELATIONSHIP CONTINUUM

More in demand compared to transactional skills

FUNCTIONAL

FUNCTIONALTRANSACTIONAL

THE CUSTOMER RELATIONSHIP CONTINUUM

STRATEGIC

More in demand than the most common sales skills

STRATEGIC

THE CUSTOMER RELATIONSHIP CONTINUUM

FUNCTIONALTRANSACTIONAL STRATEGIC

SALES NEEDS TO CONTINUE TO EVOLVE

Personalization at scale

THREE KEYS TO SUCCESS

Using sales automation to help B2B sales

Converging sales and marketing

of sales and marketingTHE CONVERGENCE

MARKETING SALES

MARKETING SALES

MARKETING SALES

More likely to accepta connection request

VALUE OF SALES AND MARKETING CONVERGENCE

More likely to accepta connection request

VALUE OF SALES AND MARKETING CONVERGENCE

More likely to respond to a Sales Navigator InMail

VALUE OF SALES AND MARKETING CONVERGENCE

More likely to re-share the marketing messages

More likely to accepta connection request

More likely to respond to a Sales Navigator InMail

CASE STUDYDanielle Uskovic,Head of Digital & Social

DANIELLE USKOVIC

“Salespeople need to be more like marketers in this new digital world, and marketers need

to be more like salespeople.”

The engagement of non users

More connected to key decision

makers

to help B2B salesUSING SALES AUTOMATION

FREE UP TIME BY DOING REPETITIVE AND LOWER VALUE TASKS

Time is spent selling, the rest is on admin and training

ONLY

IMPROVE REP PRODUCTIVITY

More decision makers in their target audience

FINDING

AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY

ENGAGING

AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY

FINDING

More decision makers in their target audience

CONNECTING

AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY

ENGAGINGFINDING

More decision makers in their target audience

LEARN ABOUT PROSPECTS & GIVE REPS NEW VALUABLE AUTOMATED INSIGHTS

CASE STUDYNitesh AggarwalAVP, Sales Effectiveness

“Sales Navigator helps us connect with and engage prospects at different phases

throughout the sales cycle.”

Nitesh Aggarwal

at scalePERSONALIZATION

PERSONALIZED EXPERIENCES ARE THE NORM

PERSONALIZED EXPERIENCES ARE THE NORM

PERSONALIZED EXPERIENCES ARE THE NORM

Buyers want reps to integrate customized data and insights into their interactions

1%

Cold calling Email conversion

3%

InMail

15%

30%(top senders)

SALES OUTREACH STRATEGY

• Find common ground

• Use content to personalize

• Have mutual connections

PERSONALIZATIONat scale

Future of SalesTHE BRIGHT

PEOPLE

PROCESS

PEOPLE

PROCESS

PEOPLE

TECHNOLOGY