SlideShare une entreprise Scribd logo

3 Things Every Sales Team Needs to Be Thinking About in 2017

Drift
Drift

Thinking about your sales team's goals for 2017? Drift's VP of Sales shares 3 things you can do to improve conversion rates and drive more revenue. Read the full story on the Drift blog here: http://blog.drift.com/sales-team-tips

1  sur  50
Télécharger pour lire hors ligne
3 Things Every Sales Team
Needs to Be Thinking About
in 2017
Sales & marketing have been using the
same playbook since the 2000s.
1. Drive traffic to your website.
2. Force people to stop & fill out forms.
3. Follow up when you feel like it.
For years, that was the playbook.
But here’s the thing…

Recommandé

Words that Sell
Words that SellWords that Sell
Words that SellHubSpot
 
How To Sell To Non-Believers - Turning Doubt Into Trust
How To Sell To Non-Believers - Turning Doubt Into TrustHow To Sell To Non-Believers - Turning Doubt Into Trust
How To Sell To Non-Believers - Turning Doubt Into TrustClose.io
 
7 Habits of Highly Effective Salespeople
7 Habits of Highly Effective Salespeople7 Habits of Highly Effective Salespeople
7 Habits of Highly Effective SalespeopleQamaru Dheen
 
Sales Objections
Sales ObjectionsSales Objections
Sales ObjectionsAkash Shah
 
Chapter 8 handling objections sp12
Chapter 8 handling objections sp12Chapter 8 handling objections sp12
Chapter 8 handling objections sp12alexishoey
 
Sales Objections Linkedin
Sales Objections LinkedinSales Objections Linkedin
Sales Objections LinkedinJoseph Youssef
 
B2B Sales Prospecting Methods
B2B Sales Prospecting MethodsB2B Sales Prospecting Methods
B2B Sales Prospecting MethodsAndriy Popov
 

Contenu connexe

Tendances

Build a Kickass team - no pingpong table required
Build a Kickass team  - no pingpong table requiredBuild a Kickass team  - no pingpong table required
Build a Kickass team - no pingpong table requiredFrancois Mazoudier
 
Overcoming objections jim duffy
Overcoming objections jim duffyOvercoming objections jim duffy
Overcoming objections jim duffyJim Duffy
 
20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
 
15 Tips for Creating an Incredible Startup Pitch
15 Tips for Creating an Incredible Startup Pitch15 Tips for Creating an Incredible Startup Pitch
15 Tips for Creating an Incredible Startup PitchExperts Exchange
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsCriteria for Success
 
Pitching Ideas: How to sell your ideas to others
Pitching Ideas: How to sell your ideas to othersPitching Ideas: How to sell your ideas to others
Pitching Ideas: How to sell your ideas to othersJeroen van Geel
 
Inspired Storytelling: Engaging People & Moving Them To Action
Inspired Storytelling: Engaging People & Moving Them To ActionInspired Storytelling: Engaging People & Moving Them To Action
Inspired Storytelling: Engaging People & Moving Them To ActionKelsey Ruger
 
How to Write Clickass Presentations that Convert
How to Write Clickass Presentations that ConvertHow to Write Clickass Presentations that Convert
How to Write Clickass Presentations that ConvertBarry Feldman
 
How To Create An Impacting Startup Name
How To Create An Impacting Startup NameHow To Create An Impacting Startup Name
How To Create An Impacting Startup NameTommaso Di Bartolo
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessBob Hafer
 
The Future of Everything
The Future of EverythingThe Future of Everything
The Future of EverythingCharbel Zeaiter
 
Some tips on selling from Ogilvy
Some tips on selling from OgilvySome tips on selling from Ogilvy
Some tips on selling from OgilvyOgilvyOne Worldwide
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales processYuri Piltser
 
28 Pitching Essentials
28 Pitching Essentials28 Pitching Essentials
28 Pitching EssentialsMichael Parker
 
A Product Manager's Job
A Product Manager's JobA Product Manager's Job
A Product Manager's Jobjoshelman
 
The Next Wave in Sales & Marketing
The Next Wave in Sales & MarketingThe Next Wave in Sales & Marketing
The Next Wave in Sales & MarketingDrift
 
8 Free Types of Marketing Strategies
8 Free Types of Marketing Strategies8 Free Types of Marketing Strategies
8 Free Types of Marketing StrategiesBrian Downard
 
10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your Presentation10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your PresentationStinson
 

Tendances (20)

Build a Kickass team - no pingpong table required
Build a Kickass team  - no pingpong table requiredBuild a Kickass team  - no pingpong table required
Build a Kickass team - no pingpong table required
 
Overcoming objections jim duffy
Overcoming objections jim duffyOvercoming objections jim duffy
Overcoming objections jim duffy
 
20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides20 Best Sales Objections Handling Techniques - Slides
20 Best Sales Objections Handling Techniques - Slides
 
15 Tips for Creating an Incredible Startup Pitch
15 Tips for Creating an Incredible Startup Pitch15 Tips for Creating an Incredible Startup Pitch
15 Tips for Creating an Incredible Startup Pitch
 
How to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 StepsHow to Handle Sales Objections in 5 Steps
How to Handle Sales Objections in 5 Steps
 
Pitching Ideas: How to sell your ideas to others
Pitching Ideas: How to sell your ideas to othersPitching Ideas: How to sell your ideas to others
Pitching Ideas: How to sell your ideas to others
 
Inspired Storytelling: Engaging People & Moving Them To Action
Inspired Storytelling: Engaging People & Moving Them To ActionInspired Storytelling: Engaging People & Moving Them To Action
Inspired Storytelling: Engaging People & Moving Them To Action
 
How to Write Clickass Presentations that Convert
How to Write Clickass Presentations that ConvertHow to Write Clickass Presentations that Convert
How to Write Clickass Presentations that Convert
 
How To Create An Impacting Startup Name
How To Create An Impacting Startup NameHow To Create An Impacting Startup Name
How To Create An Impacting Startup Name
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales Process
 
Improving Your Selling Skills
Improving Your Selling SkillsImproving Your Selling Skills
Improving Your Selling Skills
 
The Future of Everything
The Future of EverythingThe Future of Everything
The Future of Everything
 
Some tips on selling from Ogilvy
Some tips on selling from OgilvySome tips on selling from Ogilvy
Some tips on selling from Ogilvy
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
 
28 Pitching Essentials
28 Pitching Essentials28 Pitching Essentials
28 Pitching Essentials
 
sales training
sales training sales training
sales training
 
A Product Manager's Job
A Product Manager's JobA Product Manager's Job
A Product Manager's Job
 
The Next Wave in Sales & Marketing
The Next Wave in Sales & MarketingThe Next Wave in Sales & Marketing
The Next Wave in Sales & Marketing
 
8 Free Types of Marketing Strategies
8 Free Types of Marketing Strategies8 Free Types of Marketing Strategies
8 Free Types of Marketing Strategies
 
10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your Presentation10 Things your Audience Hates About your Presentation
10 Things your Audience Hates About your Presentation
 

En vedette

User experience doesn't happen on a screen: It happens in the mind.
User experience doesn't happen on a screen: It happens in the mind.User experience doesn't happen on a screen: It happens in the mind.
User experience doesn't happen on a screen: It happens in the mind.John Whalen
 
How Top Brands Use Referral Programs to Drive Customer Acquisition
How Top Brands Use Referral Programs to Drive Customer AcquisitionHow Top Brands Use Referral Programs to Drive Customer Acquisition
How Top Brands Use Referral Programs to Drive Customer AcquisitionKissmetrics on SlideShare
 
Understand A/B Testing in 9 use cases & 7 mistakes
Understand A/B Testing in 9 use cases & 7 mistakesUnderstand A/B Testing in 9 use cases & 7 mistakes
Understand A/B Testing in 9 use cases & 7 mistakesTheFamily
 
A Guide to User Research (for People Who Don't Like Talking to Other People)
A Guide to User Research (for People Who Don't Like Talking to Other People)A Guide to User Research (for People Who Don't Like Talking to Other People)
A Guide to User Research (for People Who Don't Like Talking to Other People)Stephanie Wills
 
10 Mobile Marketing Campaigns That Went Viral and Made Millions
10 Mobile Marketing Campaigns That Went Viral and Made Millions10 Mobile Marketing Campaigns That Went Viral and Made Millions
10 Mobile Marketing Campaigns That Went Viral and Made MillionsMark Fidelman
 
Biz Dev 101 - An Interactive Workshop on How Deals Get Done
Biz Dev 101 - An Interactive Workshop on How Deals Get DoneBiz Dev 101 - An Interactive Workshop on How Deals Get Done
Biz Dev 101 - An Interactive Workshop on How Deals Get DoneScott Pollack
 
Wireframes - a brief overview
Wireframes - a brief overviewWireframes - a brief overview
Wireframes - a brief overviewJenni Leder
 
Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...
Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...
Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...GeekWire
 
No excuses user research
No excuses user researchNo excuses user research
No excuses user researchLily Dart
 
Stop Leaving Money on the Table! Optimizing your Site for Users and Revenue
Stop Leaving Money on the Table! Optimizing your Site for Users and RevenueStop Leaving Money on the Table! Optimizing your Site for Users and Revenue
Stop Leaving Money on the Table! Optimizing your Site for Users and RevenueJosh Patrice
 
The Science behind Viral marketing
The Science behind Viral marketingThe Science behind Viral marketing
The Science behind Viral marketingDavid Skok
 
Lean Community Building: Getting the Most Bang for Your Time & Money
Lean Community Building: Getting the Most Bang for  Your Time & MoneyLean Community Building: Getting the Most Bang for  Your Time & Money
Lean Community Building: Getting the Most Bang for Your Time & MoneyJennifer Lopez
 
Optimize Your Sales & Marketing Funnel
Optimize Your Sales & Marketing FunnelOptimize Your Sales & Marketing Funnel
Optimize Your Sales & Marketing FunnelHubSpot
 
SQL Tutorial for Marketers
SQL Tutorial for MarketersSQL Tutorial for Marketers
SQL Tutorial for MarketersJustin Mares
 
How to Plug a Leaky Sales Funnel With Facebook Retargeting
How to Plug a Leaky Sales Funnel With Facebook RetargetingHow to Plug a Leaky Sales Funnel With Facebook Retargeting
How to Plug a Leaky Sales Funnel With Facebook RetargetingDigital Marketer
 
Some Advanced Remarketing Ideas
Some Advanced Remarketing IdeasSome Advanced Remarketing Ideas
Some Advanced Remarketing IdeasChris Thomas
 
Google Analytics Fundamentals: Set Up and Basics for Measurement
Google Analytics Fundamentals: Set Up and Basics for MeasurementGoogle Analytics Fundamentals: Set Up and Basics for Measurement
Google Analytics Fundamentals: Set Up and Basics for MeasurementOrbit Media Studios
 
LinkedIn Ads Platform Master Class
LinkedIn Ads Platform Master ClassLinkedIn Ads Platform Master Class
LinkedIn Ads Platform Master ClassLinkedIn
 

En vedette (20)

User experience doesn't happen on a screen: It happens in the mind.
User experience doesn't happen on a screen: It happens in the mind.User experience doesn't happen on a screen: It happens in the mind.
User experience doesn't happen on a screen: It happens in the mind.
 
How Top Brands Use Referral Programs to Drive Customer Acquisition
How Top Brands Use Referral Programs to Drive Customer AcquisitionHow Top Brands Use Referral Programs to Drive Customer Acquisition
How Top Brands Use Referral Programs to Drive Customer Acquisition
 
Understand A/B Testing in 9 use cases & 7 mistakes
Understand A/B Testing in 9 use cases & 7 mistakesUnderstand A/B Testing in 9 use cases & 7 mistakes
Understand A/B Testing in 9 use cases & 7 mistakes
 
A Guide to User Research (for People Who Don't Like Talking to Other People)
A Guide to User Research (for People Who Don't Like Talking to Other People)A Guide to User Research (for People Who Don't Like Talking to Other People)
A Guide to User Research (for People Who Don't Like Talking to Other People)
 
10 Mobile Marketing Campaigns That Went Viral and Made Millions
10 Mobile Marketing Campaigns That Went Viral and Made Millions10 Mobile Marketing Campaigns That Went Viral and Made Millions
10 Mobile Marketing Campaigns That Went Viral and Made Millions
 
Biz Dev 101 - An Interactive Workshop on How Deals Get Done
Biz Dev 101 - An Interactive Workshop on How Deals Get DoneBiz Dev 101 - An Interactive Workshop on How Deals Get Done
Biz Dev 101 - An Interactive Workshop on How Deals Get Done
 
Wireframes - a brief overview
Wireframes - a brief overviewWireframes - a brief overview
Wireframes - a brief overview
 
Intro to Facebook Ads
Intro to Facebook AdsIntro to Facebook Ads
Intro to Facebook Ads
 
Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...
Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...
Brenda Spoonemore - A biz dev playbook for startups: Why, when and how to do ...
 
No excuses user research
No excuses user researchNo excuses user research
No excuses user research
 
Stop Leaving Money on the Table! Optimizing your Site for Users and Revenue
Stop Leaving Money on the Table! Optimizing your Site for Users and RevenueStop Leaving Money on the Table! Optimizing your Site for Users and Revenue
Stop Leaving Money on the Table! Optimizing your Site for Users and Revenue
 
The Science behind Viral marketing
The Science behind Viral marketingThe Science behind Viral marketing
The Science behind Viral marketing
 
Lean Community Building: Getting the Most Bang for Your Time & Money
Lean Community Building: Getting the Most Bang for  Your Time & MoneyLean Community Building: Getting the Most Bang for  Your Time & Money
Lean Community Building: Getting the Most Bang for Your Time & Money
 
Optimize Your Sales & Marketing Funnel
Optimize Your Sales & Marketing FunnelOptimize Your Sales & Marketing Funnel
Optimize Your Sales & Marketing Funnel
 
SQL Tutorial for Marketers
SQL Tutorial for MarketersSQL Tutorial for Marketers
SQL Tutorial for Marketers
 
HTML & CSS Masterclass
HTML & CSS MasterclassHTML & CSS Masterclass
HTML & CSS Masterclass
 
How to Plug a Leaky Sales Funnel With Facebook Retargeting
How to Plug a Leaky Sales Funnel With Facebook RetargetingHow to Plug a Leaky Sales Funnel With Facebook Retargeting
How to Plug a Leaky Sales Funnel With Facebook Retargeting
 
Some Advanced Remarketing Ideas
Some Advanced Remarketing IdeasSome Advanced Remarketing Ideas
Some Advanced Remarketing Ideas
 
Google Analytics Fundamentals: Set Up and Basics for Measurement
Google Analytics Fundamentals: Set Up and Basics for MeasurementGoogle Analytics Fundamentals: Set Up and Basics for Measurement
Google Analytics Fundamentals: Set Up and Basics for Measurement
 
LinkedIn Ads Platform Master Class
LinkedIn Ads Platform Master ClassLinkedIn Ads Platform Master Class
LinkedIn Ads Platform Master Class
 

Similaire à 3 Things Every Sales Team Needs to Be Thinking About in 2017

3 Things Every Sales Team Needs to Be Thinking About in 2017
3 Things Every Sales Team Needs to Be Thinking About in 20173 Things Every Sales Team Needs to Be Thinking About in 2017
3 Things Every Sales Team Needs to Be Thinking About in 2017Prashant Sakariya
 
generate franchise leads using smart hacks
generate franchise leads using smart hacksgenerate franchise leads using smart hacks
generate franchise leads using smart hackssoffront marketing
 
Customer Relationship Marketing
Customer Relationship Marketing Customer Relationship Marketing
Customer Relationship Marketing MahendraKumar440
 
Customer relationship marketing
Customer relationship marketingCustomer relationship marketing
Customer relationship marketingSean O'flaherty
 
Customer relationship marketing
Customer relationship marketingCustomer relationship marketing
Customer relationship marketingDanielDelaney14
 
Customer Relationship Marketing.pdf
Customer Relationship Marketing.pdfCustomer Relationship Marketing.pdf
Customer Relationship Marketing.pdfrohit bhoyar
 
Confessions of a CMO: 5 Things I Know Now I Wish I Knew Then
Confessions of a CMO: 5 Things I Know Now I Wish I Knew ThenConfessions of a CMO: 5 Things I Know Now I Wish I Knew Then
Confessions of a CMO: 5 Things I Know Now I Wish I Knew ThenMark Lorion
 
SBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsSBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsAlyssa Yap
 
Best_Practice_for_B2B_Customer_Satisfaction_Surveys
Best_Practice_for_B2B_Customer_Satisfaction_SurveysBest_Practice_for_B2B_Customer_Satisfaction_Surveys
Best_Practice_for_B2B_Customer_Satisfaction_SurveysJohn Coldwell
 
How To Use Texting To Drive More E-Commerce Conversions
How To Use Texting To Drive More E-Commerce ConversionsHow To Use Texting To Drive More E-Commerce Conversions
How To Use Texting To Drive More E-Commerce ConversionsPayKickstart
 
Complete 12-Month Ecommerce Marketing Plan
Complete 12-Month Ecommerce Marketing PlanComplete 12-Month Ecommerce Marketing Plan
Complete 12-Month Ecommerce Marketing PlanSumo Group
 
5 reasons why b2 b marketers fail with generating qualified leads
5 reasons why b2 b marketers fail with generating qualified leads5 reasons why b2 b marketers fail with generating qualified leads
5 reasons why b2 b marketers fail with generating qualified leadsDaniel Buckle
 
Double Your Conversions in 30 Days
Double Your Conversions in 30 DaysDouble Your Conversions in 30 Days
Double Your Conversions in 30 DaysAleksejs Ivanovs
 
B2B Digital Marketing Playbook for the COVID Era
B2B Digital Marketing Playbook for the COVID EraB2B Digital Marketing Playbook for the COVID Era
B2B Digital Marketing Playbook for the COVID EraRohas Nagpal
 
[Webinar] RollWorks & Drift: The ABCs of ABM
[Webinar] RollWorks & Drift: The ABCs of ABM[Webinar] RollWorks & Drift: The ABCs of ABM
[Webinar] RollWorks & Drift: The ABCs of ABMRollWorks
 
Selling In International Marketing Essay
Selling In International Marketing EssaySelling In International Marketing Essay
Selling In International Marketing EssayJill Ailts
 
The Drift Real-Time Selling™ Methodology
The Drift Real-Time Selling™ MethodologyThe Drift Real-Time Selling™ Methodology
The Drift Real-Time Selling™ MethodologyDrift
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGuillaume Lerouge
 

Similaire à 3 Things Every Sales Team Needs to Be Thinking About in 2017 (20)

3 Things Every Sales Team Needs to Be Thinking About in 2017
3 Things Every Sales Team Needs to Be Thinking About in 20173 Things Every Sales Team Needs to Be Thinking About in 2017
3 Things Every Sales Team Needs to Be Thinking About in 2017
 
generate franchise leads using smart hacks
generate franchise leads using smart hacksgenerate franchise leads using smart hacks
generate franchise leads using smart hacks
 
Customer Relationship Marketing
Customer Relationship Marketing Customer Relationship Marketing
Customer Relationship Marketing
 
Customer relationship marketing
Customer relationship marketingCustomer relationship marketing
Customer relationship marketing
 
Customer relationship marketing
Customer relationship marketingCustomer relationship marketing
Customer relationship marketing
 
Customer Relationship Marketing.pdf
Customer Relationship Marketing.pdfCustomer Relationship Marketing.pdf
Customer Relationship Marketing.pdf
 
Confessions of a CMO: 5 Things I Know Now I Wish I Knew Then
Confessions of a CMO: 5 Things I Know Now I Wish I Knew ThenConfessions of a CMO: 5 Things I Know Now I Wish I Knew Then
Confessions of a CMO: 5 Things I Know Now I Wish I Knew Then
 
SBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For StartupsSBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
SBE Australia x Gather 'n' Grow: Benefits of CRM For Startups
 
Boc Ohmeda
Boc OhmedaBoc Ohmeda
Boc Ohmeda
 
Best_Practice_for_B2B_Customer_Satisfaction_Surveys
Best_Practice_for_B2B_Customer_Satisfaction_SurveysBest_Practice_for_B2B_Customer_Satisfaction_Surveys
Best_Practice_for_B2B_Customer_Satisfaction_Surveys
 
How To Use Texting To Drive More E-Commerce Conversions
How To Use Texting To Drive More E-Commerce ConversionsHow To Use Texting To Drive More E-Commerce Conversions
How To Use Texting To Drive More E-Commerce Conversions
 
Day 1
Day 1Day 1
Day 1
 
Complete 12-Month Ecommerce Marketing Plan
Complete 12-Month Ecommerce Marketing PlanComplete 12-Month Ecommerce Marketing Plan
Complete 12-Month Ecommerce Marketing Plan
 
5 reasons why b2 b marketers fail with generating qualified leads
5 reasons why b2 b marketers fail with generating qualified leads5 reasons why b2 b marketers fail with generating qualified leads
5 reasons why b2 b marketers fail with generating qualified leads
 
Double Your Conversions in 30 Days
Double Your Conversions in 30 DaysDouble Your Conversions in 30 Days
Double Your Conversions in 30 Days
 
B2B Digital Marketing Playbook for the COVID Era
B2B Digital Marketing Playbook for the COVID EraB2B Digital Marketing Playbook for the COVID Era
B2B Digital Marketing Playbook for the COVID Era
 
[Webinar] RollWorks & Drift: The ABCs of ABM
[Webinar] RollWorks & Drift: The ABCs of ABM[Webinar] RollWorks & Drift: The ABCs of ABM
[Webinar] RollWorks & Drift: The ABCs of ABM
 
Selling In International Marketing Essay
Selling In International Marketing EssaySelling In International Marketing Essay
Selling In International Marketing Essay
 
The Drift Real-Time Selling™ Methodology
The Drift Real-Time Selling™ MethodologyThe Drift Real-Time Selling™ Methodology
The Drift Real-Time Selling™ Methodology
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
 

Plus de Drift

What is Product Marketing
What is Product MarketingWhat is Product Marketing
What is Product MarketingDrift
 
Customer-Driven Sales & Marketing
Customer-Driven Sales & MarketingCustomer-Driven Sales & Marketing
Customer-Driven Sales & MarketingDrift
 
What is ABM
What is ABMWhat is ABM
What is ABMDrift
 
State of Conversational Marketing 2019 [Free Report]
State of Conversational Marketing 2019 [Free Report]State of Conversational Marketing 2019 [Free Report]
State of Conversational Marketing 2019 [Free Report]Drift
 
Introducing Drift Sequences: Sales Email Built to Drive Conversations, Not Spam
Introducing Drift Sequences: Sales Email Built to Drive Conversations, Not SpamIntroducing Drift Sequences: Sales Email Built to Drive Conversations, Not Spam
Introducing Drift Sequences: Sales Email Built to Drive Conversations, Not SpamDrift
 
Introducing the Drift Platform
Introducing the Drift PlatformIntroducing the Drift Platform
Introducing the Drift PlatformDrift
 
The 3 Secrets Behind Zoom’s Triple-Digit Growth
The 3 Secrets Behind Zoom’s Triple-Digit GrowthThe 3 Secrets Behind Zoom’s Triple-Digit Growth
The 3 Secrets Behind Zoom’s Triple-Digit GrowthDrift
 
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
 
State of Conversational Marketing 2017
State of Conversational Marketing 2017State of Conversational Marketing 2017
State of Conversational Marketing 2017Drift
 
My 3 Biggest Discoveries of the Past 20 Years
My 3 Biggest Discoveries of the Past 20 YearsMy 3 Biggest Discoveries of the Past 20 Years
My 3 Biggest Discoveries of the Past 20 YearsDrift
 
How to Make the Switch to Conversation-Driven Sales
How to Make the Switch to Conversation-Driven SalesHow to Make the Switch to Conversation-Driven Sales
How to Make the Switch to Conversation-Driven SalesDrift
 
What Is Conversational Marketing?
What Is Conversational Marketing?What Is Conversational Marketing?
What Is Conversational Marketing?Drift
 
The 3 Stages of Hypergrowth
The 3 Stages of HypergrowthThe 3 Stages of Hypergrowth
The 3 Stages of HypergrowthDrift
 
The Truth About Lead Capture Forms
The Truth About Lead Capture FormsThe Truth About Lead Capture Forms
The Truth About Lead Capture FormsDrift
 
The Drift Brand Book
The Drift Brand BookThe Drift Brand Book
The Drift Brand BookDrift
 
HYPERGROWTH by David Cancel
HYPERGROWTH by David CancelHYPERGROWTH by David Cancel
HYPERGROWTH by David CancelDrift
 
Why Half of You Will Go Out of Business
Why Half of You Will Go Out of BusinessWhy Half of You Will Go Out of Business
Why Half of You Will Go Out of BusinessDrift
 
Drift Diversity Report
Drift Diversity ReportDrift Diversity Report
Drift Diversity ReportDrift
 
The Evolution of Sales Tools
The Evolution of Sales ToolsThe Evolution of Sales Tools
The Evolution of Sales ToolsDrift
 
What Comes Next: Perspective From a Serial Founder
What Comes Next: Perspective From a Serial FounderWhat Comes Next: Perspective From a Serial Founder
What Comes Next: Perspective From a Serial FounderDrift
 

Plus de Drift (20)

What is Product Marketing
What is Product MarketingWhat is Product Marketing
What is Product Marketing
 
Customer-Driven Sales & Marketing
Customer-Driven Sales & MarketingCustomer-Driven Sales & Marketing
Customer-Driven Sales & Marketing
 
What is ABM
What is ABMWhat is ABM
What is ABM
 
State of Conversational Marketing 2019 [Free Report]
State of Conversational Marketing 2019 [Free Report]State of Conversational Marketing 2019 [Free Report]
State of Conversational Marketing 2019 [Free Report]
 
Introducing Drift Sequences: Sales Email Built to Drive Conversations, Not Spam
Introducing Drift Sequences: Sales Email Built to Drive Conversations, Not SpamIntroducing Drift Sequences: Sales Email Built to Drive Conversations, Not Spam
Introducing Drift Sequences: Sales Email Built to Drive Conversations, Not Spam
 
Introducing the Drift Platform
Introducing the Drift PlatformIntroducing the Drift Platform
Introducing the Drift Platform
 
The 3 Secrets Behind Zoom’s Triple-Digit Growth
The 3 Secrets Behind Zoom’s Triple-Digit GrowthThe 3 Secrets Behind Zoom’s Triple-Digit Growth
The 3 Secrets Behind Zoom’s Triple-Digit Growth
 
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”
 
State of Conversational Marketing 2017
State of Conversational Marketing 2017State of Conversational Marketing 2017
State of Conversational Marketing 2017
 
My 3 Biggest Discoveries of the Past 20 Years
My 3 Biggest Discoveries of the Past 20 YearsMy 3 Biggest Discoveries of the Past 20 Years
My 3 Biggest Discoveries of the Past 20 Years
 
How to Make the Switch to Conversation-Driven Sales
How to Make the Switch to Conversation-Driven SalesHow to Make the Switch to Conversation-Driven Sales
How to Make the Switch to Conversation-Driven Sales
 
What Is Conversational Marketing?
What Is Conversational Marketing?What Is Conversational Marketing?
What Is Conversational Marketing?
 
The 3 Stages of Hypergrowth
The 3 Stages of HypergrowthThe 3 Stages of Hypergrowth
The 3 Stages of Hypergrowth
 
The Truth About Lead Capture Forms
The Truth About Lead Capture FormsThe Truth About Lead Capture Forms
The Truth About Lead Capture Forms
 
The Drift Brand Book
The Drift Brand BookThe Drift Brand Book
The Drift Brand Book
 
HYPERGROWTH by David Cancel
HYPERGROWTH by David CancelHYPERGROWTH by David Cancel
HYPERGROWTH by David Cancel
 
Why Half of You Will Go Out of Business
Why Half of You Will Go Out of BusinessWhy Half of You Will Go Out of Business
Why Half of You Will Go Out of Business
 
Drift Diversity Report
Drift Diversity ReportDrift Diversity Report
Drift Diversity Report
 
The Evolution of Sales Tools
The Evolution of Sales ToolsThe Evolution of Sales Tools
The Evolution of Sales Tools
 
What Comes Next: Perspective From a Serial Founder
What Comes Next: Perspective From a Serial FounderWhat Comes Next: Perspective From a Serial Founder
What Comes Next: Perspective From a Serial Founder
 

Dernier

II - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - DoorsII - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - Doorspeludoze
 
Rustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coatRustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coatpeludoze
 
Trunks and Dresser you can use as Coffee table
Trunks and Dresser you can use as Coffee  tableTrunks and Dresser you can use as Coffee  table
Trunks and Dresser you can use as Coffee tablepeludoze
 
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...mirajulislam1809
 
I - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night standI - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night standpeludoze
 
Raisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdfRaisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdfHanyOaf
 

Dernier (6)

II - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - DoorsII - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - Doors
 
Rustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coatRustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coat
 
Trunks and Dresser you can use as Coffee table
Trunks and Dresser you can use as Coffee  tableTrunks and Dresser you can use as Coffee  table
Trunks and Dresser you can use as Coffee table
 
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
 
I - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night standI - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night stand
 
Raisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdfRaisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdf
 

3 Things Every Sales Team Needs to Be Thinking About in 2017

  • 1. 3 Things Every Sales Team Needs to Be Thinking About in 2017
  • 2. Sales & marketing have been using the same playbook since the 2000s.
  • 3. 1. Drive traffic to your website.
  • 4. 2. Force people to stop & fill out forms.
  • 5. 3. Follow up when you feel like it.
  • 6. For years, that was the playbook. But here’s the thing…
  • 7. It’s 2017. Times have changed. Technology has grown up.
  • 8. The plays in that old sales playbook don’t work so well anymore.
  • 9. So we asked our VP of Sales, Armen, “What do you recommend that sales teams start doing differently?” Armen Zildjian VP of Sales @ Drift
  • 10. Here are his top 3 things sales teams should be focusing on in 2017.
  • 11. 1) Adding Messaging to Your Sales Process
  • 12. So you've got the phone, and email, and maybe you’re even using social as an outreach tool.
  • 13. But these days, more and more of your prospects are using messaging.
  • 14. Just look at the numbers…
  • 16. Share of Usage Time Spent in Top 5 Email & Messaging Apps Source: Andrew Wagner. #Converted16 Conference. Figures from 2015 and U.S. only. Email Messaging 13-24 25-44 45+ 8.00% 6.00% 4.00% 2.00% 0.00% ages
  • 17. The takeaway here isn’t that you need to replace those other channels with messaging.
  • 18. But with billions of people now using messaging worldwide, it should at least be a part of your sales motion.
  • 19. Pro tip for getting started: Add live chat to your site’s pricing page & other high-intent pages.
  • 20. And if your sales reps are already using Slack, they can respond to chats right from there.
  • 21. You can also integrate live chat with your existing CRM, marketing automation software, etc.
  • 22. The bottom line: You don’t have to change your current setup in order to start using messaging for sales. You can simply plug it into what you’re already doing.
  • 23. 2) Fixing Your BDR Process
  • 24. Most companies are running a BDR process that is stuck in the 2000s.
  • 26. • Grab a list of the latest leads. • Spend the next 2 weeks calling them. • Repeat. That process looks something like this:
  • 27. From a buyer's perspective, the timing is usually terrible when a BDR reaches out. Just think about it:
  • 28. After being forced to fill out forms, buyers don’t sit around waiting for follow-up phone calls.
  • 29. That’s why on average it takes BDRs 9 touches over 2 weeks before they're able to qualify a given lead.
  • 30. These days, buyers would rather have those sales conversations when it’s convenient for them…
  • 31. …while they’re live on your website.
  • 32. So here’s a simple change: Start having your BDRs run weekly chat shifts.
  • 33. We do this at Drift and call it chat duty. Everyone has a certain day & time when they’re responsible for responding to chats.
  • 34. And remember: You don’t need your BDRs online around the clock in order to drive results.
  • 35. You can have them do a few hours per week on chat, and then let bots do the rest.
  • 36. For example, at Drift we have a bot that qualifies leads for our sales team on our pricing page.
  • 37. That way our sales team is only talking to people after they’ve been qualified.
  • 38. 3) Doing Account- Based Marketing the Right Way (So You Can Stop Leaking Money)
  • 39. Account-based marketing (ABM) is amazing. But there’s now a growing disconnect between… A) the investment companies are making in attracting leads B) the investment they’re making in engaging those leads &
  • 40. Cost-per-lead (CPL) has gone up, but sales reps aren’t always closing those pricier leads at a higher rate.
  • 41. So companies are spending all of this time & money getting the attention of these super-valuable targets…
  • 42. But then when they actually have their attention, they serve them up the same-old experience:
  • 43. Even if you’re driving leads to targeted landing pages, think about how that translates to an in-store experience…
  • 44. If your best lead walked into your store, would you give them a pen and a clipboard with a form to fill out before you started talking to them?
  • 45. Or would you, ya know, treat them like a human and say hello?
  • 46. Instead of making people fill out forms, give them the chance to chat in real-time.
  • 47. With messaging, you can make the sales experience simpler, more enjoyable, and more human.
  • 48. Using this new approach, you can give your quality ABM leads the quality experiences they deserve.
  • 49. Thanks for reading! Want to stay up-to-date with our latest content? Sign up for our weekly newsletter.
  • 50. Drift is how businesses communicate with their customers.