Question, how should sales teams spend their time? If you answered anything other than “selling,” you’re in the wrong business. But as it turns out, that’s not how most teams operate. A recent study showed that reps spend less than a third of their time actually selling – compared to a full 50% spent between administrative CRM tasks and searching for content. So, how can your sales team make the shift to focusing more time on selling when you need them to keep up with everything else? Join Pepperland Marketing’s Sean Henri to learn how your sales team can transform their approach the sales process. During this session, you will learn: · A new method of connecting with the modern buyer · How to use technology to your sales team’s advantage · Ways to easily identify the right prospects at the right time View the slides or register to watch the on-demand webinar:

1. Trends, Tools and Techniques
for the Modern Sales Process

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Sean Henri
Founder, Pepperland Marketing
Twitter: @SeanHenri
Fun Fact: I was an extra in the most
recent Indiana Jones movie.
•
A Bit About Me
Pepperland Marketing
Based in Cheshire, CT
Twitter: @PepperlandMKTG
Growth-driven services:
• Inbound Marketing
• Sales Enablement
• Pay-Per-Click Management
• Google Analytics Consulting

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How to
SURVIVE&
THRIVE

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?

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The Results:
● 6 companies contacted
● 4 called back
● 0 provided a quote

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The Results:
● 5 new companies contacted
● 2 called back
● 1 provided a quote
● 0 showed up
● My father-in law did the work

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Today’s buyer
has all the power.

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Are You Getting Found In The Moments That Matter?
• 80% of consumers used a search engine when looking for information about
local businesses.
• 76% of people who search on their smartphones for something nearby visit a
business within a day.
1 2 3 4
?

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Anatomy of a Search Result
This is
an ad This is a business
listing
This is the
search query
This is an organic
search result

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Search Is Not Going Away
63,000
searches per second
167 billion
searches per month
2 trillion
searches per year

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Modern buyers are very efficient
at tuning out interruptions.

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Modern buyers know how to
find their own information.

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When modern buyers buy,
they do it on their own
timeline & terms.

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This probably isn’t news.
We are all modern buyers.

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...but most sales teams are trying to sell
to modern buyers with a legacy sales process.

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Legacy
Sales Process

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A legacy sales process is centered around the
way salespeople sell,
instead of how people buy.

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SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople prospect
based on demographics,
pulling from any source they
can find.
SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople try to
connect with brute force and
a generic message.
Over and over again.
SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople deliver a
generic demo with generic
examples & generic case
studies.
SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople are
focused on qualifying and
closing a prospect as quickly
as possible.
SOURCE
CONNECT
QUALIFY & CLOSE

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SOURCE
CONNECT
QUALIFY & CLOSE

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The same old tactics just don’t work.

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How have sales team responded?

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By finding ways to increase their throughput.

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They’ve found plenty of new tools to “help.”

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But more of the same emails and calls usually
doesn’t mean better results.

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“If I had asked people what they
wanted, they would have said faster
horses.” - Henry Ford

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If more of the same just doesn’t work…
What’s the alternative?

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Transforming
Your Approach
to put the buyer’s needs
before your own

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A New Approach To Sales Is Needed

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An inbound sales process is
centered around the buyers’ actions
instead of the salespersons’ process.

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Salespeople start with inbound interest,
using context to connect.

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Buyer and seller data is captured
automatically. Coaching & pipeline
monitoring happens in real time.

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Sales and marketing work hand in hand
together, creating a seamless experience
for buyers.

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The Inbound Sales Methodology

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...we start with prospects showing the right signs.

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...we choose a worthy starting point, but tailor each message.

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...we choose a worthy starting point, but tailor each message.

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...we give our prospects the power to choose when to
connect.

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…and we let them contact us however they choose.

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Instead of running a generic sales process with
the goal of closing quickly…

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…we share content tailored to each individual buyer’s needs.

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…we listen for signs of interest to tailor the next step.

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…we listen for signs of interest to tailor the next step.

62. Questions?

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5 Things
You Need to Do Today

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5 Things You Need to Do Today
1. Sign-up for the Free HubSpot CRM and HubSpot Marketing Free:
hubspot.com/products/marketing/free
2. Install Google Analytics on your website: google.com/analytics/
3. Map out the journey your customers go on before making a purchase.
4. Do an audit of your sales process and marketing materials. Does it facilitate that
journey?
5. Start blogging once a week.

65. Free Resources:
PepperlandMarketing.com/gvcc
● This Presentation
● $100 AdWords Voucher
● Free Consultation
● Marketing Planning Worksheets

66. Thank You!