lean sales - how i sell more with less work
TRANSCRIPT
Lean sales:tools & tricks to close more deals with less effort
How I sell morewith less work.
Chapter 1Who am I?
Jeroen Corthout
• Co-Founder Salesflare
• Engineer & Vlerick Business School• Digital marketing & sales• Always been an entrepreneur
twitter @JeroenCorthout
Chapter 2Lead generation
Sales is not dead.Ice-cold calling is.
People buy frompeople they know.
Start with who knows you.
1. Map your network.2.Leverage it.
Leverage the warmest leads you can get…
One central place
First degree
Second degree
Use social media to get on the radar.
• LinkedIn• Twitter• Advertisements
Remarketing CRM remarketingB2B targeting
Be real.(We are real too.)
Go back to basics with your channels.
Dear Jef,
I'm Jeroen, Co-Founder of Salesflare, a young Belgian software company making an artificially intelligent sales assistant.
As you're at the heart of our target market, we want to understand how we can attune to your personal needs.
To thank you for helping us, you will get
Plain text emails
Press
Chapter 3Sales
Before asking customers, ask the internet.
Qualify ASAP using all available data.
Use your phone.Not your car.
One day =
4 meetings10 meetings
Handy tools:
Follow up like a pro.
Attention span = 0Yours is. Theirs is.
You may have read that…
2% of sales are made on the first contact.3% of sales are made on the second contact.5% of sales are made on the third contact.10% of sales are made on the fourth contact.80% of sales are made on the fifth to twelfth contact.
However….48% of sales people never follow up with a prospect.25% of sales people make a second contact and stop.12% of sales people make three contacts and stop.Only 10% of sales people make more than three contacts with a prospect.
Source: A popular sales meme. The statistics may be slightly off… but that’s not the point.
Follow up like a prowithout the effort.
Automatic suggestions who
to follow up
Emails
Phone calls
Social media
Calendar
Web interactions
From existing data: 360° viewon each
customer
Easy team collaboration on customer
To smart follow up:
Emails
Phone calls
Social media
Calendar
Web interactions
Automatic suggestions who
to follow up
360° viewon each
customer
Easy team collaboration on customer
To smart follow up:
From existing data:
CRM
Customer service
Marketing
Finance
Organization
Analytics
Sales
Synchronization
salesflare.com
Thank you!