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 of 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. Selling Instead of connecting with customers 22% 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 … Other things 78% Picture source: https://www.paceproductivity.com/single-post/2017/02/09/How-Sales-Reps-Spend-Their-Time
Still… sales people only spend less than 1/4 of their time with customers. Selling Instead of connecting with customers 22% 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 … Other things 78% Picture source: https://www.paceproductivity.com/single-post/2017/02/09/How-Sales-Reps-Spend-Their-Time
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)
5 3 4 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
Prospection can be fully automated 😏 New sales lead! Sequence of emails Lead list Export with When email When email DuxSoup found, zap answered, zap with Zapier with Zapier
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
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