how to work less and sell more and be more human while...
TRANSCRIPT
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 [email protected]
What happenedto sales?
Why we need sales automation.
The internet provides peoplemost answers they’re looking for.
Source: google.com
Marketing automates a large partof this new sales process away.
Picture source: http://ingenexdigital.com/media/ingenexfunnel.png
What’s the role of sales peoplein this new world?
Let’s look into the minds of the customers…
What’s more probable: thought n°1 or thought n°2? 🤔
1. “I wish a sales person would reach out to meto promote that thing”
- OR -
2. “I need some assistance and would like to talk to someone”
What’s the role of sales peoplein this new world?
Let’s look into the minds of the customers…
What’s more probable: thought n°1 or thought n°2? 🤔
1. “I wish a sales person would reach out to meto promote that thing”
- OR -
2. “I need some assistance and would like to talk to someone”
Sales is about helping outand about human relationships.
It looks like we all agree on that 😃
“Customer value co-creation”Prof. Dr. Régis Lemmens – Antwerp Management School / Sales Cubes
“Influencing the internal stakeholders”Prof. Barney Jordaan – Vlerick Business School
“Salespeople as knowledge brokers”Prof. Dr. Bryan Hochstein – The University of AlabamaProf. Dr. Deva Rangarajan – Vlerick Business School
Still… sales people only spend less than 1/4 of their time with customers.
Picture source: https://www.paceproductivity.com/single-post/2017/02/09/How-Sales-Reps-Spend-Their-Time
Other things78%
Selling22% Instead of connecting with customers
They are:Inputting contact data in their CRM 😫Logging interactions with customersSending follow up emailsStaying on top of social mediaWriting out meeting reportsKeeping a to do list…
Still… sales people only spend less than 1/4 of their time with customers.
Picture source: https://www.paceproductivity.com/single-post/2017/02/09/How-Sales-Reps-Spend-Their-Time
Other things78%
Selling22% Instead of connecting with customers
They are:Inputting contact data in their CRM 😫Logging interactions with customersSending follow up emailsStaying on top of social mediaWriting out meeting reportsKeeping a to do list…
Let’s automate all robotic sales tasks!
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 this talk in these three parts.
1 - OutboundYou contact people.
Focus on buildinga relationship
Relate first. Avoid selling early.
Surprise people& make them 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 🤘
WHAT A COOL CRM ROBOT!
Alwaysstay human
In the land of digital, chat is king. 👑
All-round messengers In-app/website messengers
WHAT IF YOU COULD EMPLOY some CHAT ROBOTS…
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 articles have great visibility
LinkedIn posts are even better 💪
Develop yourrelationships
LET THE AD ROBOTSDO YOUR PROMO WORK
Facebook ads & custom audiences 👈The cheapest & best way to keep your audience in the loop
One more thing…My final advice :
Automate!And be more human again.
The robots are coming. Embrace them.
Feel free to contact me.
About sales automation. Or anything else.Just don’t be salesy. 😉
Jeroen Corthout Co-Founder Salesflare
twitter @JeroenCorthoutemail [email protected] +32 499 21 77 82