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 Dawn Anyone with an idea could of the Internet earn attention for free. Companies took full advantage. Information was everywhere. Choices were limitless. @HubSpot | #GrowSG2019
But then something interesting happened. @HubSpot | #GrowSG2019
People had access to infinite content. @HubSpot | #GrowSG2019
People had access to infinite content. That became a hassle. About 24,000,000 results (0.55 seconds) @HubSpot | #GrowSG2019
People had access to infinite content. That became a hassle. So technology streamlined that content. @HubSpot | #GrowSG2019
People had access to endless options.
People had access to endless options. That became a hassle. 1-23 of over 40,000 results for “paper towels”
People had access “Amazon’s Choice for Paper towels is Presto to endless options. - 3 count for $8. Would you like to buy it?” That became a hassle. So technology refined those options. @HubSpot | #GrowSG2019
People had access “Amazon’s Choice for Paper towels is Presto to endless options. - 3 count for $8. Would you like to buy it?” That became a hassle. So technology refined those options. @HubSpot | #GrowSG2019
Hassle today? Gone tomorrow. @HubSpot | #GrowSG2019
The age of Today Gatekeepers Then A few publishers Endless options Curated options Limited options Homogenous experience Personalised experience No web @HubSpot | #GrowSG2019
The companies that redefined convenience... Record Stores Spotify iTunes Netflix DVD Netflix Blockbuster Mail Email Slack Business Travel Cisco Zoom @HubSpot | #GrowSG2019
It’s not what you sell. It’s how you sell it. @HubSpot | #GrowSG2019
They share a few key traits... Ava Available 24-7 Ava Available 9-5 Free and quick k to start Hi High up h upfront ont i inv nves estment ent Generic exp xperience Pers Pe rsonalis lised exp xperience Re Respo ponsive Pre Predic ictiv tive @HubSpot | #GrowSG2019
This is the age of convenience. @HubSpot | #GrowSG2019
Sales From choice to convenience @HubSpot | #GrowSG2019
Good Bad Better Helpful Salesy Easy @HubSpot | #GrowSG2019
It’s not so easy to be easy. @HubSpot | #GrowSG2019
Over time the world becomes simpler. Effort Time @HubSpot | #GrowSG2019
Stars The march of progress has always favored simplicity. Maps Effort GPS Self-driving cars Time Navigation Systems
Over time companies become more complex. Complexity Time @HubSpot | #GrowSG2019
Customer Cu I buy most often from companies that make it easy. @HubSpot | #GrowSG2019
Salesper Sales person I create artificial obstacles in the buying process to get extra info out of people. @HubSpot | #GrowSG2019
This is a new era of business @HubSpot | #GrowSG2019
This is a new era of business And customers exp xpect better better. @HubSpot | #GrowSG2019
The greatest risk k to your bus busines ness i is the way the way yo you sell! sell! @HubSpot | #GrowSG2019
Make it easy @HubSpot | #GrowSG2019
Marketing Sales Educate Personalise @HubSpot | #GrowSG2019
Marketing Sales Te Technology Storytelling Personalisation @HubSpot | #GrowSG2019
Hard fact: most sales reps don’t personalise. @HubSpot | #GrowSG2019
Cold calling ● Yo Your customers Email blasts ● used to a used t accept ept a a Direct mail ● ho homogeno genous us Collecting business ● sales sa les process ess cards @HubSpot | #GrowSG2019
Now? It make kes them feel like ke this. this...
Meeting scheduling ● Automated tasks ● Now, they expect Email tracking ● a personalised, Personalised email ● convenient sales Shared templates ● process Automated pipeline ● Bot assistance ● @HubSpot | #GrowSG2019
But how?! @HubSpot | #GrowSG2019
2x2 2 minutes of research to find 2 things Graham Hawkins, SalesTribe @HubSpot | #GrowSG2019
Use form data to personalise your outreach @HubSpot | #GrowSG2019
@HubSpot | #GrowSG2019
Use data enrichment tools to learn more about your prospects @HubSpot | #GrowSG2019
[first name], @HubSpot | #GrowSG2019
[first name], @HubSpot | #GrowSG2019
[first name], @HubSpot | #GrowSG2019
[first name], @HubSpot | #GrowSG2019
Use video + automation to add a personal touch to your outreach @HubSpot | #GrowSG2019
[first name], @HubSpot | #GrowSG2019
Automated Outreach and Tasks
+ = 32% conversion rate for Stephen! @HubSpot | #GrowSG2019
Create a central repository for documents and templates @HubSpot | #GrowSG2019
Better = Personalisation @HubSpot | #GrowSG2019
People have changed. @HubSpot | #GrowSG2019
You can’t afford to be complacent. @HubSpot | #GrowSG2019
It’s not what you sell. It’s how you sell it. @HubSpot | #GrowSG2019
Thank you @HubSpot | #GrowSG2019
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