Future of Sales Topic for my mentoring clients. February content.

1. The Future of Sales1-heFutureofSaes

2. ANATOMYOFTHE
MODERNSALESPRO
ByTraackr
WHATHELOOKSLIKE
THOUGHTLEADER
WHATHEFOCUSESON
EYESONTHEPRIZE
WHATHE'STAKINGIN
EMPATHETICLISTENER
WHATHECARESABOUT
PASSIONATE
PROBLEMSOLVER
WHATTOOLSHEUSES
DISRUPTIVETECH
ENTHUSIAST
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3. WHATHELOOKSLIKE
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ONEFOOTINSALES,
ONEINMARKETING

4. Technology Changes
Exponentially
People Think Linearly

6. Do You Remember
the 8 Exponential
Technologies?
DoYouRemember
the8Exponentia
Technoogies?

15. The convergence of marketing and sales,
combined with the wealth of data that
modern technology has made available
to prospects, has led to the emergence of
new ideas like “social selling” and
“smarketing.”
- HubSpot.com

16. Let’s Check Out Your
Social Selling Index (SSI):
linkedin.com/sales/ssi

19. The sales rep is no longer in charge; in fact, it’s
quite the opposite, as prospects now hold the
power. This change in the buyer-seller power
structure demands a corresponding change in
the way sales reps interact with prospects. It’s
no longer about selling, it’s about helping.
- Hubspot.com

34. Gartner Says the
Future of IT Sales is a
Flipped Organisation:
Focused on the Customer

36. When Was the Last Time
You Asked Your Client,
“How do you like to
be sold or marketed to?”

38. 9'of'the'top'11'effective'ways'of'getting'a'
of'involve'Thought'
Leadership'Marketing
How would you rate the effectiveness of the following marketing vehicles in getting your attention?
Mean Rating (N~344)
Speech or presentation at a conference or trade show
Case studies describing successful customer solution implementations
Article in the business or trade press
Invitation to a Webinar, seminar, or workshop
Sporting or cultural event sponsorship
Online advertisement
Vendor's blog
TV or print advertisement
Phone call from a sales representative from the service firm
Email from a sales representative from the service firm
Direct mail brochure
Conference sponsorship
Electronic newsletter from the service firm
White paper offered on the Internet
Search engine hits when doing research or surfing the Web
Analyst firm recommendation (such as Gartner/IDC/Forrester)
Speech or presentation at a conference or trade show
Case studies describing successful customer solution implementations
Article in the business or trade press
Invitation to a Webinar, seminar, or workshop
Sporting or cultural event sponsorship
Online advertisement
Vendor's blog
TV or print advertisement
Phone call from a sales representative from the service firm
Email from a sales representative from the service firm
Direct mail brochure
Conference sponsorship
Electronic newsletter from the service firm
White paper offered on the Internet
Search engine hits when doing research or surfing the Web
Analyst firm recommendation (such as Gartner/IDC/Forrester)
2.0
2.2
2.3
2.3
2.3
2.3
2.5
2.8
2.9
3.1
3.2
3.3
3.4
3.4
3.7
3.7

39. Reaching Global Executives:
12Megatrends in B2B Marketing

40. sked to rate the value of various marketing
activities on a five-point scale, meetings/
conferences and research/surveys top the list.
Today B2B providers view a broad array of
sponsored programmes, such as conferences and
white papers, as a valuable means of capturing
attention and persuading decision makers.
This is not to say that traditional advertising
has lost its appeal. Instead, the conclusion is that
organisations seeking to promote their businesses
are increasingly relying on a range of channels,
including print.
user communities) and passive (print) promotional
channels.
The way forward is clearly a heavier reliance on
creating a programme of thought leadership that
takes advantage of multiple-entry-point messaging.
The shift to 360º thought leadership
1. How important are the following non-traditional categories
of marketing activity to your organisation?
(Mean score out of 5)
Meetings/conferences
Research/surveys
White papers, executive summaries, articles
3.76
3.85
3.61
1M E G A T R E N D O N E
A

41. Thought Leadership Defined
The term was first coined in 1994, by Joel Kurtzman, editor-in-
chief of the magazine, Strategy+Business
“Thought leaders are individuals or organisations that are
recognised by peers, customers and industry experts as
someone who deeply understand the business they are in, the
needs of their customers, and the broader marketplace in which
they operate.”
“Thought leaders have a distinctively original idea,
a unique point of view or an insight.”

42. Home 2011 program 2010 National winners 2010 National finalists Judges Champions Previous winners Sponsors Contact
Community of interest
To receive regular updates on the
2010 program, join the
Ernst & Young Entrepreneur Of
The Year community of interest.
Monthly newsletters
Read previous issues of our
monthly Entrepreneur Of The Year
Connections newsletter.
Select a Newsletter
Exceptional – the 2011
Ernst & Young Entrepreneur Of
The Year magazine
This year’s magazine is filled with
thought provoking and inspirational
stories, including profiles of our
2010 Entrepreneur Of The Year
national winners.
Read the Exceptional magazine e-
About Entrepreneur Of The Year
Ernst & Young Entrepreneur Of The Year is the
first and only truly global award of its kind,
Entrepreneur Of The Year celebrates those who
are building and leading successful, growing
and dynamic businesses, recognising them
through regional, national and global awards
programs in more than 140 cities in 50
countries. Find out more at ey.com/au/eoy
Igniting innovation
Today, more than ever, the entrepreneurial
spirit is alive in the corporate world. What can
your organisation do to cultivate this spirit of
innovation and retain “intrapreneurial” thinkers?
Find out more.
Do you know an outstanding
entrepreneur?
Nominate them now for the 2011 Ernst &
Young Entrepreneur Of The Year awards. Read
our nomination guide and complete our
registration of interest form, or contact your
regional Entrepreneur Of The Year program
manager.
75%

45. Social Selling Index (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships

46. %
of B2B Buyers use social media to
make purchasing decisions

47. %
Of B2B decision-makers expect new
or different insights from sales
professionals

48. More likely to engage with sales
professionals via warm introduction
than cold outreach.

49. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Achieved more than 120% of quota (#1 rep)
• Has built over 100 new clients in pipeline
“If it wasn’t for LinkedIn, I would not have built the
existing network I have with some large NFP
organizations…LinkedIn Navigator is addictive. It is like
having a strategy manager working for me 24/7. ”
SSI
64

50. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• President’s Club FY 2014
• Finished the year at 166% of Quota
“I put it down to LinkedIn; when I track down my lead
sources for deals I closed LinkedIn had a profound effect
on how I engaged with decision makers and how I went
about identifying those individuals.”
SSI
71

58. Create a Thought Leader’s Linkedin Profile
Professional photo is your first impression
Tagline should be action oriented, not just a title
Summary should describe your passions
Rich media should illustrate your story
Educate potential buyers who visit your profile

59. A Great Example - Linkedin Approved:

60. 80
Hunting – Step 1 is to build a lead list

61. Let LinkedIn do the hunting for you
Hunting – Step 2 is to engage recommended leads

62. Hunting – Step 3 is to find team connections
Take advantage of your entire company’s rolodex

63. Hunting – Step 4 is to listen for selling moments

64. An example of a selling moment
The rep sees an insight in the feed…

65. An example of a selling moment
Reaches out while prospect is in the moment…

66. …Magic happens
An example of a selling moment

67. The Future of Sales