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![Does anyone need what you’re selling?
•Are you selling vitamins or pain killers?
•Niche the power of specialization– what market can
you be 1, 2 or 3 in?
•Who is your single ideal customer?
•What pain do you take away?
•50% of sales time is wasted on unproductive
prospecting. [Source: The B2B Lead]](https://image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-6-2048.jpg)
![Doctor Who Moments
• The average sales person only makes 2 attempts to
reach a prospect. [Source: Sirius Decisions]
• Research shows that 35-50% of sales go to the vendor
that responds first. [Source:InsideSales]
• If you follow up with web leads within 5 minutes, you’re
9 times more likely to convert them. [Source: InsideSales]
• Companies that nurture leads make 50% more sales at a
cost 33% less than non-nurtured leads. [Source: Forrester
Research]](https://image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-14-2048.jpg)
![Customer Curious Selling
• 73% of salespeople using social selling as part of their sales process
outperform their sales peers and exceeded quota 23% more
often. [Source: Aberdeen]
• The top salespeople use LinkedIn at least 6 hours per week. [Source:
The Sales Management Association]
• Case Studies](https://image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-15-2048.jpg)
![New Customer vs Current
• Increasing customer retention rates by 5% increases profits by 25-
95% [Source: Bain & Company]
• 91% of customers say they’d give referrals. Only 11% of salespeople
ask for referrals. [Source: Dale Carnegie]
• https://hbr.org/1990/09/zero-defections-quality-comes-to-services](https://image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-17-2048.jpg)
![PowerPoint Presentations vs Stories
•After a presentation, 63% of attendees remember
stories. Only 5% remember statistics. [Source: Dan & Chip Heath]
•Sales playbooks
•Whiteboard presentation tools
carrie@thesalesway.com
thesalesway.com](https://image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-20-2048.jpg)
![Double YOUR Proposal Conversation Rate
• In a typical firm with 100-500 employees, an average of 7 people are
involved in most buying decision. [Source: Gartner Group]
• >50% email read on mobile
• Case Study](https://image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-22-2048.jpg)
![Does anyone need what you’re selling?
•Are you selling vitamins or pain killers?
•Niche the power of specialization– what market can
you be 1, 2 or 3 in?
•Who is your single ideal customer?
•What pain do you take away?
•50% of sales time is wasted on unproductive
prospecting. [Source: The B2B Lead]](https://crownmelresort.com/image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-6-2048.jpg)
![Doctor Who Moments
• The average sales person only makes 2 attempts to
reach a prospect. [Source: Sirius Decisions]
• Research shows that 35-50% of sales go to the vendor
that responds first. [Source:InsideSales]
• If you follow up with web leads within 5 minutes, you’re
9 times more likely to convert them. [Source: InsideSales]
• Companies that nurture leads make 50% more sales at a
cost 33% less than non-nurtured leads. [Source: Forrester
Research]](https://crownmelresort.com/image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-14-2048.jpg)
![Customer Curious Selling
• 73% of salespeople using social selling as part of their sales process
outperform their sales peers and exceeded quota 23% more
often. [Source: Aberdeen]
• The top salespeople use LinkedIn at least 6 hours per week. [Source:
The Sales Management Association]
• Case Studies](https://crownmelresort.com/image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-15-2048.jpg)
![New Customer vs Current
• Increasing customer retention rates by 5% increases profits by 25-
95% [Source: Bain & Company]
• 91% of customers say they’d give referrals. Only 11% of salespeople
ask for referrals. [Source: Dale Carnegie]
• https://hbr.org/1990/09/zero-defections-quality-comes-to-services](https://crownmelresort.com/image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-17-2048.jpg)
![PowerPoint Presentations vs Stories
•After a presentation, 63% of attendees remember
stories. Only 5% remember statistics. [Source: Dan & Chip Heath]
•Sales playbooks
•Whiteboard presentation tools
carrie@thesalesway.com
thesalesway.com](https://crownmelresort.com/image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-20-2048.jpg)
![Double YOUR Proposal Conversation Rate
• In a typical firm with 100-500 employees, an average of 7 people are
involved in most buying decision. [Source: Gartner Group]
• >50% email read on mobile
• Case Study](https://crownmelresort.com/image.slidesharecdn.com/crnoct2016-170120153201/75/CRN-MSP-Oct-2016-22-2048.jpg)
Uploaded byDominic Monkhouse
CRN MSP Oct 2016
The document discusses modern sales strategies emphasizing the importance of understanding customer needs, the use of marketing technology, and effective follow-up techniques. It highlights the role of social selling, customer retention, and the value of storytelling in presentations to enhance sales performance. Additionally, it suggests investing in sales leadership training to improve overall revenue and team effectiveness.
CRN MSP Oct 2016
- 1. How do yousell in the new age of ideas? Sales is not evil. If marketing generates demand sales gets the orders.
- 2. Dominic Monkhouse l: linkedin.com/in/dommonkhouse t:@dommonkhouse e: dom@gjsm.co m: 07976583405
- 3. Having the RIGHTTOOLS
- 4. Whew — 3,874marketing technology solutions on a single slide. http://chiefmartec.com/2016/03/marketing-technology-landscape-supergraphic-2016/ 2011 - ~150 2012 - ~350 2014 - ~1000 2015 - ~2000 2016 - ~3900
- 5.
- 6. Does anyone needwhat you’re selling? •Are you selling vitamins or pain killers? •Niche the power of specialization– what market can you be 1, 2 or 3 in? •Who is your single ideal customer? •What pain do you take away? •50% of sales time is wasted on unproductive prospecting. [Source: The B2B Lead]
- 7. Mediocrity Rules •Kakonomics •75% UKmen are above average drivers •85% UK sales people are below acceptable •If I gave you £1m for sale development what would you spend it on? •What impact would it have?
- 8. Structure - Verticalvs Horizontal 50% 25% 25% 0%
- 9. Sales vs OrderTaking - KNOWLEDGE PRODUCT SALES PERSON “takes the order” GOOD PRODUCT SALES PERSON “up-sells” SOLUTION SALES PERSON ”creates the need”
- 10. Profile of theOver Performing HBR June 2016 • 125% of annual quota vs 75% of annual quota • 15% of sales people vs 85% of sales people • Motivation • Status, Respect, Money? • Knowledge • 170% of quota • Career Orientation • Attributes • Pride, Personal Certainty, Knowledge and Follow-through
- 12. Email still works– Benchmark Numbers Cold call to warm call #1: Open rate: 30% of total sent < poor data or poor subject lines #2: Response rate: 30% of total opened < poor call to action the best get 50% response rates Rate – 25-50 per day Follow up 3-10 times and track Source close.io
- 14. Doctor Who Moments •The average sales person only makes 2 attempts to reach a prospect. [Source: Sirius Decisions] • Research shows that 35-50% of sales go to the vendor that responds first. [Source:InsideSales] • If you follow up with web leads within 5 minutes, you’re 9 times more likely to convert them. [Source: InsideSales] • Companies that nurture leads make 50% more sales at a cost 33% less than non-nurtured leads. [Source: Forrester Research]
- 15. Customer Curious Selling •73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often. [Source: Aberdeen] • The top salespeople use LinkedIn at least 6 hours per week. [Source: The Sales Management Association] • Case Studies
- 16. Customer Acquisition CostMaths https://goo.gl/TaZHPp • (WHAT CAN I SPEND?) • CAC • Total sales and marketing costs • LTV • MRR * average customer life /churn%) • LTV:CAC > 3 • Recover CAC < 12 months • Netflix MRR $8 vs LTV $291.25
- 17. New Customer vsCurrent • Increasing customer retention rates by 5% increases profits by 25- 95% [Source: Bain & Company] • 91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals. [Source: Dale Carnegie] • https://hbr.org/1990/09/zero-defections-quality-comes-to-services
- 20. PowerPoint Presentations vsStories •After a presentation, 63% of attendees remember stories. Only 5% remember statistics. [Source: Dan & Chip Heath] •Sales playbooks •Whiteboard presentation tools carrie@thesalesway.com thesalesway.com
- 22. Double YOUR ProposalConversation Rate • In a typical firm with 100-500 employees, an average of 7 people are involved in most buying decision. [Source: Gartner Group] • >50% email read on mobile • Case Study
- 23. Leadership Development We haveloads of people who ARE S#!& sales leaders. And loads of people who THINK their sales leaders are S#!&. But soon THEY will become a leader and because they have no decent role models THEY WILL BE S#!&.
- 24. Training for SalesLeadership and Staff • Up to 150% increase in revenues • 6 weeks can transform a team • Motivation – what does good look like • Change the culture – proactive and winning • Increase activity – up to 100% • Pitch the differentiation – selling pain killers • A pool of new sales strategies MAPSTAR – Brad Shackleton brad@recruitingexcellence.com 6,000 CEO’s, Sales Directors & Professionals Trained | 19 Industries | 17 Countries
- 25. David vs Goliath •Does anyone think David cheated?
- 26. Using the righttools WINS!
- 27. Dominic Monkhouse l: linkedin.com/in/dommonkhouse t:@dommonkhouse e: dom@gjsm.co m: 07976583405