How How to to Bui Build a a Mod odern ern Sal Sales es Pr - - PowerPoint PPT Presentation

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How How to to Bui Build a a Mod odern ern Sal Sales es Pr - - PowerPoint PPT Presentation

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How How to to Bui Build a a Mod odern ern Sal Sales es Pr Proc ocess ess for or 2020 2020 Madison Carmody Senior Sales Manager, Asia @HubSpot | #GrowSG2019 @HubSpot | #GrowSG2019 People have changed. @HubSpot | #GrowSG2019 The

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How How to to Bui Build a a Mod

  • dern

ern Sal Sales es Pr Proc

  • cess

ess for

  • r 2020

2020

Madison Carmody Senior Sales Manager, Asia

@HubSpot | #GrowSG2019

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@HubSpot | #GrowSG2019

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People have changed.

@HubSpot | #GrowSG2019

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The Dawn

  • f the Internet

Anyone with an idea could earn attention for free. Companies took full advantage. Information was everywhere. Choices were limitless.

@HubSpot | #GrowSG2019

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But then something interesting happened.

@HubSpot | #GrowSG2019

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People had access to infinite content.

@HubSpot | #GrowSG2019

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About 24,000,000 results (0.55 seconds)

People had access to infinite content. That became a hassle.

@HubSpot | #GrowSG2019

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People had access to infinite content. That became a hassle. So technology streamlined that content.

@HubSpot | #GrowSG2019

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People had access to endless options.

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People had access to endless options. That became a hassle.

1-23 of over 40,000 results for “paper towels”

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“Amazon’s Choice for Paper towels is Presto

  • 3 count for $8.

Would you like to buy it?”

People had access to endless options. That became a hassle. So technology refined those options.

@HubSpot | #GrowSG2019

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“Amazon’s Choice for Paper towels is Presto

  • 3 count for $8.

Would you like to buy it?”

People had access to endless options. That became a hassle. So technology refined those options.

@HubSpot | #GrowSG2019

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Hassle today? Gone tomorrow.

@HubSpot | #GrowSG2019

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A few publishers Limited options No web

The age of

Gatekeepers

Endless options Homogenous experience

Then

Curated options Personalised experience

Today

@HubSpot | #GrowSG2019

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The companies that redefined convenience...

iTunes Spotify Email Slack Netflix DVD Netflix Cisco Zoom Record Stores Mail Blockbuster Business Travel @HubSpot | #GrowSG2019

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It’s not what you sell. It’s how you sell it.

@HubSpot | #GrowSG2019

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Ava Available 9-5 Ava Available 24-7 Hi High up h upfront

  • nt i

inv nves estment ent Free and quick k to start Pe Pers rsonalis lised exp xperience Generic exp xperience Pre Predic ictiv tive Re Respo ponsive

They share a few key traits...

@HubSpot | #GrowSG2019

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This is the age of convenience.

@HubSpot | #GrowSG2019

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Sales

From choice to convenience

@HubSpot | #GrowSG2019

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Helpful Easy

Good Better Bad

Salesy

@HubSpot | #GrowSG2019

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It’s not so easy to be easy.

@HubSpot | #GrowSG2019

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Over time the world becomes simpler.

Effort Time

@HubSpot | #GrowSG2019

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The march of progress has always favored simplicity.

Effort Time

Stars Maps GPS Self-driving cars

Navigation Systems

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Over time companies become more complex.

Complexity Time

@HubSpot | #GrowSG2019

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I buy most

  • ften from

companies that make it easy.

Cu Customer

@HubSpot | #GrowSG2019

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I create artificial

  • bstacles in the

buying process to get extra info out

  • f people.

Sales Salesper person

@HubSpot | #GrowSG2019

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This is a new era of business

@HubSpot | #GrowSG2019

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This is a new era of business

And customers exp xpect better better.

@HubSpot | #GrowSG2019

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The greatest risk k to your bus busines ness i is the way the way yo you sell! sell!

@HubSpot | #GrowSG2019

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Make it easy

@HubSpot | #GrowSG2019

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Educate Personalise

Marketing Sales

@HubSpot | #GrowSG2019

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Storytelling Personalisation

Marketing Sales

Te Technology

@HubSpot | #GrowSG2019

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Hard fact: most sales reps don’t personalise.

@HubSpot | #GrowSG2019

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Yo Your customers used t used to a accept ept a a ho homogeno genous us sa sales les process ess

  • Cold calling
  • Email blasts
  • Direct mail
  • Collecting business

cards

@HubSpot | #GrowSG2019

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Now? It make kes them feel like ke this. this...

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Now, they expect a personalised, convenient sales process

  • Meeting scheduling
  • Automated tasks
  • Email tracking
  • Personalised email
  • Shared templates
  • Automated pipeline
  • Bot assistance

@HubSpot | #GrowSG2019

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But how?!

@HubSpot | #GrowSG2019

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2x2 2 minutes of research to find 2 things

Graham Hawkins, SalesTribe

@HubSpot | #GrowSG2019

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Use form data to personalise your outreach

@HubSpot | #GrowSG2019

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@HubSpot | #GrowSG2019

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Use data enrichment tools to learn more about your prospects

@HubSpot | #GrowSG2019

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[first name],

@HubSpot | #GrowSG2019

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[first name],

@HubSpot | #GrowSG2019

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[first name],

@HubSpot | #GrowSG2019

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[first name],

@HubSpot | #GrowSG2019

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Use video + automation to add a personal touch to your outreach

@HubSpot | #GrowSG2019

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[first name],

@HubSpot | #GrowSG2019

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Automated Outreach and Tasks

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+

= 32% conversion rate for Stephen!

@HubSpot | #GrowSG2019

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Create a central repository for documents and templates

@HubSpot | #GrowSG2019

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Better = Personalisation

@HubSpot | #GrowSG2019

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People have changed.

@HubSpot | #GrowSG2019

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You can’t afford to be complacent.

@HubSpot | #GrowSG2019

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It’s not what you sell. It’s how you sell it.

@HubSpot | #GrowSG2019

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Thank you

@HubSpot | #GrowSG2019