digitally morphing the sales curriculum: sales educator academy 2016
TRANSCRIPT
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Sales Educator’s AcademyJune 7, 2016
Digitally Morphing the Sales Curriculum 2.0
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• CEB Influence – Challenger Sale (57%)– Challenger Customer (5.4)
• Digital Waves– Technology Influence
• Marketing Automation• Sales Force Automation• App revolution • Predictive Analytics
– Behavioral Influence• Social• Mobile• Sharing Economy
Waves of Change in Sales
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Marketing Automation Sales Force Automation
Technology Influence
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Yesterday’s Discussion: Funnels
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Converged Funnel
Sales Marketing
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Curriculum Relevancy?
Introductory Sales
Advanced Sales
Busin
ess
mkt
.
Glob
al S
ales
Neg
otiati
ons
CRM
Sales CurriculumSocial Selling
Sales Enablement
Sales Operations
Marketing Automation
Digital Sales
Sales Force Automation
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Marketing and Sales Convergence
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Behavioral: Social
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It’s always been social
4% Would have a favorable impression of a salesperson who reached out via cold call
87Percent of buyers who would have a favorable impression if introduced via professional network
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Linkedin Presentation
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Social Selling
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Social Selling Index
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Linkedin’s Social Selling Index
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Social Selling Impact
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Linkedin Definition:
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Global SSI Scores
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NSCM: Social Selling Index
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Social Selling Index
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SSI Distribution
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Current UT Dallas SSI
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Social Selling Index
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Digital Morph: Student Salaries
NACE Sales NACE Marketing Non-USCA Past Non-USCA 2015 USCA Past USCA 201540,000
50,000
60,000
70,000
80,000
90,000
100,000
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Introductory Sales• Used as Product for Case• All students given license
UT Dallas Morphing Journey
Advanced Sales • Given access to CPS account• LDR quota carrying role
Account Management• Opportunity Management• Full Account management• Quota carrying role
Introductory Sales• Students Create account• Network Development (Dover et al
2015)Advanced Sales
• Advanced Search• Use as LDR (Free)• Use to develop new leads
Account Management• Sales Navigator Use• InMail• Advanced Search
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UT Dallas Digital Convergence
Digital Prospecting (formerly CRM)• Harvard Case and Digital Convergence discussion• Sales Stack Presentation – Home Run• Digital Lead Generation for Exec Program, Alumni relationship, and Center – Iterate
MBA: Digital Sales Strategy• Digital Disruption Theme: Harvard Case base• Web, Social, SaaS, Mobile, Sharing Economy (Uberfication), etc.• Debate format on Trending areas with though leadership experts
– Social Selling and Sales people as ‘Micro-marketers’– Predictive Analytics
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• Social Selling Index Ideas• Sales and Marketing Convergence Ideas• Sales Stack Technology Ideas
What will you do?