new tools, old rules by @milesaustin for @connectmembers
DESCRIPTION
New Tools in sales are making an impact in big ways. The Old Rules of selling are still in play and should never be ignored. The combination of these New Tools with the time-tested Old Rules of selling are creating powerful results and improving the results for individual sales people and entire companies. You will learn which tools work best with which rules to achieve your goals. Originally presented at the 4th Annual Data.com Connect Rainmaker Event in Las Vegas, NV. June, 2013.TRANSCRIPT
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
§ 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
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
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
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:
§ 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