sales in the cloud
TRANSCRIPT
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Inside Sales and Social Selling for Extreme Results
Ken KrogueFounder, President & Chief
Strategy OfficerInsideSales.com
Sales in the Cloud
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BACKGROUND
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12 Disruptive sales Trends
1. Inside Sales2. Cloud Computing3. Content Marketing4. Immediate
Response5. Gamification6. Predictive Analytics
7. Prescriptive Analytics
8. Big Data9. Sales Acceleration10. Social Selling11. Systems Consulting12. Predictive Hiring
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Trend #1 – inside salesMarc Benioff, began his career as an inside sales rep at Oracle. Youngest VP at Oracle.
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The next generation...
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Man + machine
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The sales revolution...
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Leading indicators
(1st downs)
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Move the levers…
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Source: 2009 infoUSA/MIT Study
15x
2009 / 2013 Market study
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Trend #2 – Cloud computing
Cloud Telephony Cloud Computing
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Innovation
Applying what works in other worlds in yours…
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The Assembly Line & Conveyor Belt
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specialization
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Trend #3 – Content Marketing
7 Content Levels1.Influencer2.Industry3.Company4.Product5.Proof6.Sales7.Client
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The Boy Scout Blog – 97,000
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Salt Lake Tribune – 102,691
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But I don’t have time…
RepurposeCross linksExpand media
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DIGITAL MEDIA RULES…
Why?
Immediate,Measurable,Results…
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Jeffrey harmon
orabrush
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How we apply the 7 levels
1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client
Famous peopleInside sales industryInsideSales.comImmediate responseMIT / HBR / Case StudiesWhy you need itHow it works
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InInclue
TREND #4 - IMMEDIATE RESPONSE
http://bit.ly/lrmstudy
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TREND #5 - GAMIFICATION…
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TRENDS #6,7,8 –
PREDICTIVE, Prescriptive ANALYTICS
& Big Data
BRAD PITTMONEYBALL
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BILLY BEANE – OAKLAND A’S
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Recruit by the numbers
6’4” 200 lbs, 23rd pick 1st round
5’10” 160 lbs 314th pick 13th round
3x 3x All-StarAll-Star
World World Series Series ChampioChampionn
Silver Silver Slugger Slugger AwardAward
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Cost per Win
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TIMES ARE CHANGING
2012 2013
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Trend #9 – Sales Acceleration
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Trend #10 – Social
Selling
http://bit.ly/2015TrendsReport
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Do people use Social Media to
sell?
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What is social
actually being used
for?
• Recruiting• Awareness• Listening• Qualifying• Messaging• Prospecting• Lead Gen
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SOCIAL CURRENCY
http://bit.ly/No1SocialCurrency
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#2 social selling
influencerforbes
huffingtonpost
Source: Forbes & The Huffington Post
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Cold calling is dead…
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15X
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Platforms
HIGH GROWTH MEDIA
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Platform
Companies Using Social?• 43% No strategy in
place• 33% Unclear of value• 25% Not applicable• 18% Don’t have tools
Which Platforms for Demand?• 80% Facebook• 78% Twitter• 51% LinkedIn*
• *LinkedIn is 3X more effective for lead generationEloqua research study
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Social media Certification
1. CORE2. Coach3. Curator4. Creator5. Collaborator6. Consultant
http://bit.ly/socialcert
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Content Strategies
Social Nurturing A = AwareC = CuriosityQ = QualifyU = Understand I = InterestR = RelevancyE = Engage
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Strategy #1
downloads
blog formsslideshare.net
(Pro)
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Strategy #2
Job Postings
LinkedInMonster
CareerBuilderClassifieds
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Strategy #3
Customer Referrals
#1 SAE
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Strategy #4
Job Change Alerts
with linkedin & IFTTT
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TREND #11 – SYSTEMS CONSULTING
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Trend #12 - Predictive Hiring
Michael Cheney
Behavior At Work How You See Yourself How Others See You
Dominant Expressive Analytical Amiable
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Overall
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InsideSales.com
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SalesClosers
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engineering
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Account management
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@[email protected]/in/kenkrogueforbes.com/sites/kenkrogue
MY SLIDES ON LINKEDINSLIDESHARE.NET
Let’s Connect!
Q&A
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