data led insights selling

1. Data-led Insights Selling
Tope Dare

2. Agenda
Definitions
The old selling
approach
The new selling
approach
Is selling an art or
a science
WhyYou ShouldAdopt A
Data Driven Marketing
And SalesApproach
HowTo Create A Data
Driven Sales And
Marketing Organization
RoadblocksTo Adopting A
Data DrivenApproachTo
SalesAnd Marketing
InsightsThat Can Be
Generated From a Data
Led Sales Process
Demo

3. WHAT IS DATA? WHAT IS INSIGHT? WHAT IS SELLING?
Definitions
Factual information
(such as measurements
or statistics) used as a
basis for reasoning,
discussion, or
calculation.
The capacity to gain an
accurate and deep
understanding of
someone or something
To give or hand over
(something) in
exchange for money
and or to persuade
someone of the merits
of something

4. The Old Selling Approach- Product Focused Selling
Selling against the competition
Salesperson does most of the talking
Overcoming objections selling approach
Today’s special selling approach
Selling focused on fear

5. The New Selling Approach- Customer Focused Selling
Help your
customer find
added value
Establishing
rapport and
building trust
Determine each
customer peculiar
concerns and needs
Put yourself in the
customer’s shoes
Determine each
customer is unique

6. Is selling an ART or a SCIENCE?

7. ARTS
SCIENCE
The intellectual and practical activity
encompassing the systematic study of the
structure and behavior of the physical and
natural world through observation and
experiment.
The expression or application of human
creative skill and imagination, typically in
a visual form such as painting or
sculpture, producing works to be
appreciated primarily for their beauty or
emotional power.
Is selling an ART or a SCIENCE?

8. Is selling an ART or a SCIENCE?
ScienceArt
1
2
3
4

9. Is selling an ART or a SCIENCE
Its leaning more to a Science……Every part of the sales process can now be observed, analyzed and
systematized
Prospecting: Online and offline prospecting tools available to sales persons allow them to
almost be able to categorize prospects based on data analysis
Preparation: Based on prospect analysis modern CRM and other sales tools can generate near
accurate preparation tools to improve the chances of making a sale
Handling objections: Using data, a list of all the objections for a product or service can be
compiled and answers can be generated from a database based on their prior success rates
Approach: Using data and analytics, a modern sales man can get recommendations for the best
approach to meet a customer needs
Presentation: The presentation phase can be iterated on the fly using intelligent systems that
analyze the prospect and what will most likely make them buy
Closing and Follow-up: Automated communication tools can send invoices and send periodic
messages to customers to continue engagement.

10. 79% of decision makers say that their “decision window”
has decreased in the last two years.This means that sales
must make pre-emptive measures to act based on data
models.

11. 01 02 03 04 05
Understand if you’re closing
deals fast enough to hit
quota – also known as
“pacing.”
Determine if your current pipeline will
produce enough revenue to meet
quota this quarter.
WhyYou Should Adopt A Data Driven Marketing And
Sales Approach
Get an accurate sense of your run
rate business – or the amount of
revenue you can expect from deals
that both open and close in-quarter.
Receive “Smart Selling Signals” on every
deal in your pipeline to quickly identify
indicators so that you can adjust
execution and win more deals.
Understand whether pipeline is being
built and progressing at the proper
pace to support next quarter’s number

12. Companies found success in the big data era because they
had great leadership that could define what success looks
like around the context of the big data revolution.

13. HowTo Create A Data Driven Sales And Marketing
Organization
Invest in continuous training of
management and sales staff
Invest inTools; CRM and Marketing
automation system with analytics and
reporting
Create a data driven organizational
Mindset & Buy-in
Establish a data governance
council

14. 75% of organizations reported
that sales enablement generated
a moderate or significant
contribution to their sales force

15. RoadblocksTo Adopting A Data Driven ApproachTo
Sales And Marketing
Data Silos:
Inconsistent data
Unwillingness to
put data in the
system
Talent:
Analytical
literacy in team
Lack of trust from
executive team
Challenges of a
legacy data mess

16. InsightsThat Can Be Generated From a Data Led Sales
Process
Sales By Channels
Customer Acquisition Cost
Lifetime CustomerValue
Potential Size Of Market Segment
Account Manager Performance
Product Sales Performance
Competitor Analysis
KnowYour Customer
(KYC), Customer Loyalty &
Intimacy

18. The idea of applying data analytics to marketing
and sales is not a trend.
It is not a buzzword and it is not a passing fad.
It is an incredibly powerful idea that can give you
and your business valuable, actionable insight that
they need to get closer to the results they need.
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