new tools, old rules by @milesaustin for @connectmembers

New Tools, Old Rules

Miles Austin Founder / Fill the Funnel

New Tools, Old Rules

Achieving the results you desire

New Tools

§  5,000 web tools with sales impact

§  Scale and scope has changed dramatically

§  Individual results with Enterprise capability

§  Mobile will dominate the future

§  Customers needs have changed

§  Customer expectations have changed

§  You can’t learn them all

Old Rules

§  Core pillars of Sales have not changed

–  Know your customers

–  Learn your territory

–  Identify influencers

–  Inform your customers

–  Call Preparation

–  Presentations

–  Referrals

–  You do not have enough time

The Magic Behind the Buzz

§ Automation

§ Scale

Know Your Customers

§  Old Rule: “One of my favorite old rules was “you must close on every call”. As sales transitions from transactional oriented to solutions oriented this old rule must evolve to “you must develop a better understanding of your clients

challenges on every call”. Steven Rosen

Know Your Customers

New tools:

§  SalesLoft Suite

§  Data.com

§  LinkedIn

§  Mention

Salesloft.com

Learn Your Territory

Old Rule: “Research your territory. Discover where the opportunities are greatest. Learn what the history is with your company and these prospects and geography. Is your reputation strong and established or strained and negative? Which other competitors are active?”

Miles Austin

Learn Your Territory

New tools:

§  Data.com

§  Pulse

§  LinkedIn Company Pages

§  Mention

§  Twitter

LinkedIn Company Pages

Identify In�uencers

Old Rule: “Never let your fate in an account rest in the hands of just one person. Make sure you identify, connect and develop relationships with multiple decision influencers.”

Jill Konrath

Identify In�uencers

New tools:

§  Reachable

§  Data.com

§  LinkedIn

Reachable.com

Inform Your Customers

Old Rule: “Be a trusted advisor by being an expert of your products, services, competition, industry and client’s business. And make your client’s goals and vision your top priority.”

Gary S. Hart

Inform Your Customers

New tools:

§  Paper.li

§  Storify

§  Mailchimp

§  SlideShare

§  Pinterest

Paper.li

Call Preparation

Old Rule: Have at least 5 questions you are going to ask before starting a sales call.  Salespeople focus on what they want to say when they should instead be focusing on what they can get the customer to say.  An expression I like to use -   “the best presentations ever made are the ones never given, make your sales call a discussion not a lecture.”

Mark Hunter

Call Preparation

New tools:

§  Donna

§  QuoteRoller

§  LinkedIn Contacts

§  Feedly

QuoteRoller.com

Presentations

Old Rule:“Those who prospect are those who win. Everyone thinks sales is all about closing. It is not.. it is all about finding the person that you can engage with in a meaningful way and starting a conversation. Anyone can ask closing questions. Not everyone can start an interesting conversation.”

Trish Bertuzzi

Presentations

New tools:

§  Haiku

§  9 Slides

§  Electric Slide

§  Brainshark

§  SlideShare

Brainshark.com

Referrals

Old Rule: "Never think of the first sale as the end of the sales process but rather the beginning of the next sales cycle. What you do after you've made the first sale determines whether you get the next one, and the one after that, and referrals. Be assured, the more tender loving care you sprinkle on your customers, the greater the yield you can anticipate in return!"

Jonathan Farrington

Referrals

New tools:

§  LinkedIn

§  Testimonial Maker

§  About.me

Testimonial Maker

Connecting the Dots for Automation & Scale

§  Zapier

§  IFTTT

§  Salesforce.com

Zapier.com

Build Your Own Customized Business Flow

Automate &

Scale

Questions

Thank You