future of sales- bleak or bright?
TRANSCRIPT
Melissa Murray BaileySr. Director Sales Solutions APAC
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
