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When a lead becomes sales-qualified, a whole set of human challenges come to the fore. Inbound Marketing may have created that opportunity, but Sales is where it will – or won’t – get closed. Dave McLaughlin digs into that distinction, going beyond the ways that Inbound Marketing creates value for Sales to identify where it can cause close rates to drop if you’re not careful. Includes specific solutions for overcoming the top ten obstacles to increasing your close rate and making your team happier and more productive.
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Inbound Marketing Does Not Close Deals
(And Neither Does CRM)
Dave McLaughlin
CEO, Vsnap
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@Vsnap@davemacboston
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Salespeople who have no facetime with buyersuse Vsnap to send quick, individual videomessages. It’s the most efficient way to conveytone and trust -- and increase your close rate.
• Any device, up to 60 seconds. • No downloads or registration for recipients. • Analytics + real-time notifications for senders. • Vsnap 2.0 launches October 7
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FOR TODAY’S SESSION
1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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bitly.com/closemoresqls
I WROTE THIS eBOOK
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1 Sales leaders don’t try new ways to close more SQLs because they don’t BELIEVE
they will work.
2 They don’t believe because we lack a prevailing belief system for Sales -- and
because the prevailing belief systems for Marketing are masking that fact
3 Specific examples in the Sales process
3 IDEAS
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(general blank slide)
THEN I WROTE THIS BLOG POST
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THEN BRIAN HALLIGAN TWEETED IT
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AUTHENTICITY
1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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INBOUND MARKETING ISAmazingBrilliantIngeniusInvaluableCriticalCoolPowerfulEtc.
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SQLs vs MQLsDifference of substance, not a difference of degree
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WHY DOES THIS MATTER?
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NATURE ABHORS A VACUUM
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Because effective belief systems provide our playbooks.
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1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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Creative Commons
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“Relationship is the
greatest buffer
against the
increasingly rapid
cycles of change.” Regis McKenna, Preface to Crossing
the Chasm
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In other words…THE PACE OF CHANGE MEANS RELATIONSHIP IS MORE IMPORTANT THAN EVER BEFORE.
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“The world we see that seems so insane is the result of a belief system that is not working.”William James
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INFORMATION-Big Data-Insight-Left Brain
EMOTION-Relationship-Non-verbal-Interface-Right Brain
IMPACT&
VELOCITY
SELLER
BUYERTHIS IS PERSONAL SALES
1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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SELLER SIDE: Honor the salesperson. Invest in training.
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Bitly.com/closemoresqls
2 Goals here --• Put “Personal Sales” principles in
context to see how they stand up• Collaboratively mprove on this list
(real time)
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THANK YOU
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INFORMATION-Big Data-Insight-Left Brain
EMOTION-Relationship-Non-verbal-Interface-Right Brain
IMPACT&
VELOCITY
SELLER
BUYERPERSONAL SALES
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