Sales Hacker Conference Boston - Emmanuelle Skala - Your Customers Are Your Best Sales Channel
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Your Customers Are Your Best Sales Channel by Emmanuelle Skala Sales Hacker Conference Boston, September 15th, 2014 Visit SalesHacker.com for more sales hacks, tips, and tactics.
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Sales Hacker Conference Boston - Emmanuelle Skala - Your Customers Are Your Best Sales Channel
- 1. Your Customers Are Your Channel How We “Surround Sell” At Influitive Emmanuelle Skala VP, Sales Influitive @elleskala @influitive www.influitive.com
- 2. About Me
- 3. The New World of Selling Reality check! Buyers are in control – NOT salespeople How can we adapt?
- 4. LET IT GO!
- 5. Geoffrey Moore’s “advocate enlistment” is critical to efficient growth, yet for many companies, it’s the slowest gear Advocate Enlistment Acquisition Gain new customers. Engagement Create incredible user experiences so they want to come back. Enlistment Customers voluntarily recruit new customers. Monetization Find ways to earn revenue from your customers.
- 6. Over 100 of the Best Tech Brands List updated April 4th, 2014
- 7. Influitive’s Sales Process Connect Advocacy Culture Delight Educate “Surround Selling”
- 8. CONNECT W/THEM 1. Build your network – connect with your customers 2. Build your personal brand – get advocates to review YOU 1. Be a matchmaker with your prospects & customers
- 9. Get THEM to EDUCATE 1. Reviews 2. Blogs, Forums, Social 3. Rethink references
- 10. DELIGHT THEM 1. The best sales experience 2. GIFTS 3. The best post-sales experience
- 11. Influitive’s Sales Process Connect REFERRA Advocacy Culture Delight Educate LS “Surround Selling”
- 12. Referral HACKS Ask Champions & Customers or…Anyone! Hack #1: Prior Jobs &/or Location Hack #2: Search THEIR connections Hack #3: Honeymoon Period
- 13. I’m Always Hiring! Learn how to surround sell and work for a fast-growing start-up (selling to marketing & sales – not IT) • SDRs • AEs • RSMs • Toronto • Boston • SF emmanuelle@influitive.com www.influitive.com/company/careers-influitive/
Notes de l'éditeur
- Hack 1. delight with the basics – amazing follow up, great education, being proactive etc Hack 2. delight with the selling experience – never too pushy or salesy. Learn their business, learn their objectives No just with your product but with your sales process Insert challenger stat on why people buy Find the right customers and delight them early and often Surround Selling References are dead 3rd Party Reviews/Social Presence Make it easy, fun & rewarding for your customers to spread the word Referrals You/Your Brand Your company Early in the sales cycle – capitalize on the honeymoon period
- Given that, how do sellers survive? Everyone is trying to do more ‘social selling’ and that’s a great first step. But the next evolution of B2B selling is to relinquish control to others. If you can enlist others to have the conversations for you – you will sell more and sell faster. We call this Surround Selling. We will cover hacks and stories behind each of these phases in a surround selling process… Connect – this doesn’t mean cold call or cold email or connect on linkedin etc. There are other ways to connect to your buyer. Act as a matchmater. Besides you, who else and what else can you connect your prospect to? can you connect them to other influencers, other content, other customers??? Educate – Not just demos and company generated content. Get others to do the education References – Don’t waste your customers on references after the selling is basically done - do them when you still need to convince