Sales automation How to work less and sell more and be more human - - PowerPoint PPT Presentation

Sales automation

How 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 @JeroenCorthout email jeroen@salesflare.com

What happened to sales?

Why we need sales automation.

The internet provides people most answers they’re looking for.

Source: google.com

Marketing automates a large part

• f this new sales process away.

Picture source: http://ingenexdigital.com/media/ingenexfunnel.png

What’s the role of sales people in 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 me to promote that thing”

• OR -
• 2. “I need some assistance and would like to talk to someone”

What’s the role of sales people in 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 me to promote that thing”

• OR -
• 2. “I need some assistance and would like to talk to someone”

Sales is about helping out and 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 Alabama
• Prof. 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 things 78% Selling 22%

Instead of connecting with customers They are: Inputting contact data in their CRM 😬 Logging interactions with customers Sending follow up emails Staying on top of social media Writing out meeting reports Keeping 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 things 78% Selling 22%

Instead of connecting with customers They are: Inputting contact data in their CRM 😬 Logging interactions with customers Sending follow up emails Staying on top of social media Writing out meeting reports Keeping 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 you
• 3. Retargeting : you stay in contact

I’ll structure this talk in these three parts.

1 - Outbound

You contact people.

Focus on building a 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 a relationship

Target based on lots of hard data

LinkedIn Sales Navigator The easiest way to start building data driven target lists

Automate as much as possible

Export with DuxSoup When email answered, zap with Zapier When email found, zap with Zapier Lead list Sequence

• f emails

New sales lead!

Prospection can be fully automated 😏

2 - Inbound

People contact you.

Be where your customers look

Quora, Reddit, review sites, … attract a lot of searching customers ❗

Be where your customers spend time

Where do people spend too much time? Right, Facebook. 😐

Automate as much as possible

Everything you see here is automated, even the sending of the emails 🤙

WHAT A COOL CRM ROBOT!

Always stay 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 - Retargeting

You stay in contact.

Maximize your return on relationships

A relationship is built on meaningful contacts. 🤘

Not surprisingly, in sales: 48% of sales people never follow up with a prospect 25% of sales people make a second contact and stop 12% of sales people make more than three contacts 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% 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 activating your network

LinkedIn articles have great visibility

LinkedIn posts are even better 💫

Develop your relationships

LET THE AD ROBOTS DO 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 @JeroenCorthout email jeroen@salesflare.com phone +32 499 21 77 82