sales automation - how to work less and sell more... and be more human while doing this

Sales automationHow to work less and sell more

and be more human while doing this.

Jeroen Corthout

Co-Founder Salesflare

• Sales & marketing strategist• Data lover• Sales automation believer

twitter @JeroenCorthoutemail jeroen@salesflare.com

What happened?3 things.

1. Sales became complex matter

Picture source: intercom.com

From a simple face-to-face chatto a complex interaction.

A difficulty for someis an opportunity for others.

The new type of sales personneeds to master this complexityto serve the customer.

(This person could be you.)

2. Marketing took over sales

Picture source: http://ingenexdigital.com/media/ingenexfunnel.png

… and it’s not fake news.

Marketing automation is indeedtaking over the sales profession.

It’s automating parts of the relationshipaway that used to be covered by sales.

3. Everybody kept screaming louder

What can we do?How to avoid total sales mayhem.

Let’s reclaim sales!

Let’s take back the lead from marketing.

Let’s create time for more human relationships.

Let’s automate all the roboticsales tasks and focus on people.

Let’s change sales goals!

Push productsto as many people as possible

Develop trusting relationshipswith as many people as possible

empowered by automation

How can we do it?Let’s make this happen.

Three ways to develop relationships

1. Outbound : you contact people 2. Inbound : people contact you3. Retargeting : you stay in contact

I’ll structure the guide in these three parts.

1 - OutboundYou contact people.

Focus on relationships

Relate first. Avoid selling early.

Be original& make people laugh

XXXXX, Luke Skywalker wants you to make sales! 🌠

1

2

(For the enthusiasts, the video version: https://youtu.be/awaMz-fO0lc)

3

4

5

6

The start of arelationship

Target based onlots of hard data

LinkedIn Sales NavigatorThe easiest way to start building data driven target lists

Automateas much as possible

Export withDuxSoup

When emailanswered, zapwith Zapier

When emailfound, zapwith Zapier

Lead list

Sequenceof emails

New sales lead!

Prospection can be fully automated

2 - InboundPeople contact you.

Be where your customers look

Quora, Reddit, review sites, …attract a lot of searching customers

Be where yourcustomers spend time

Where do people spend too much time?Right, Facebook.

Automateas much as possible

Everything you see here is automated,even the sending of the emails

Alwaysstay human

In the land of digital, chat is king.

All-round messengers In-app/website messengers

3 - RetargetingYou stay in contact.

Maximize yourreturn on relationships

A relationship is built onmeaningful contacts.

Not surprisingly, in sales:

48% of sales people never follow up with a prospect25% of sales people make a second contact and stop12% of sales people make more than three contacts2% of sales are made on the first contact3% of sales are made on the second contact5% of sales are made on the third contact10% of sales are made on the fourth contact80% of sales are made on the fifth to twelfth contact

Figures source: A popular sales meme. The statistics may be slightly off… but that’s not the point.

Keep activatingyour network

LinkedIn posts have great visibility

Develop yourrelationships

Facebook ads & custom audiencesThe cheapest & best way to keep your audience in the loop

One more thing…My final advice :

The robots are coming.Embrace them. Automate. And be more human again.

Feel free to contact me.

About sales automation. Or anything else.Just don’t be salesy.

Jeroen Corthout Co-Founder Salesflare

twitter @JeroenCorthoutemail jeroen@salesflare.comphone +32 499 21 77 82