8. “Automate sales processes, enabling
your salespeople to be more efficient,
focus on customers and close more
deals”
@tylergarns
9. FACT:
Over HALF of all CRM
implementations fail
@tylergarns
10. Why do CRM’s fail?
• They weren’t built for sales reps
• They weren’t built for “normal” people
• Overly complex
• They don’t “do” anything for you
• They just store data (can’t Excel do that?)
• Sales “processes” are created for
management, not reps
@tylergarns
11. Y T H :
M
No one can sell
like “I” can
@tylergarns
12. FACT:
Your sales reps are not
seeing your vision
@tylergarns
17. Start with the people:
Customers & Sales Reps
@tylergarns
18. What do your customers want?
• Get answers to their questions
• Educate themselves on your product or
service
• Educate themselves on their options
• Have some assurance that they’re making the
right decision
• Get a fair price
@tylergarns
19. What do your sales reps want?
• Resolve customer concerns
• Make more money
• Do less work
@tylergarns
20. Where do these meet?
• Get answers • Resolve customer
concerns
• Educate
themselves • Make more money
• Have some • Do less work
assurance
• Get a fair price
@tylergarns
21. Where do these meet?
• Get answers • Resolve customer
Concerns!
concerns
• Educate
themselves • Make more money
• Have some • Do less work
assurance
• Get a fair price
@tylergarns
22. Build your sales
process around
“natural” stages and
customer concerns
@tylergarns
24. 2 Different Types of
Sales Processes
• Persuasion Based (process is secondary)
Selling Home Security
• Process Based (persuasion is secondary)
Mortgages
@tylergarns
25. Persuasion Based Process
• Identify sales objections
• Identify typical path through those objections
• Allow for flexibility
• Example: Home Security
Objections
Cost, Contract, Compare Competition, Security, What
if the alarm goes off? What about my kids? etc.
Allow for leads to move between “sales” mode
and “nurture” mode seamlessly
@tylergarns
26. Process-Based Sales
• Identify “natural” stages
• Example: Mortgages
Natural stages
Gather info for pre-approval
Pre-approval communications
Gather documents for full approval
Approval communications, etc.
Allow for leads to move between “sales” mode
and “nurture” mode seamlessly
@tylergarns
27. Creating the Killer
Sales Process
• Define stages based on process type
• Identify sales distraction activities
Sending emails
Following up with old leads
Managing leads in your CRM
Entering call notes
• Automate sales distraction activities
@tylergarns
29. Sales Reps are NOT great at:
• Entering call notes
• Remembering to follow up
• Tracking all of their leads
• Verifying information before moving to the next
sales stage
• SO, LET’S NOT MAKE THEM DO THIS STUFF
@tylergarns
30. Automation Your Reps Will Love
• Automatically identify hot leads for reps
• Use email autoresponders for stage-specific
follow-up
• Use CRM for sales rep task/follow-up
reminders
• Templatize notes & data entry
• Create automatic notifications for reps to learn
about old leads that become hot
@tylergarns
31. Why do this?
How many
leads each
month are
labeled as
“bad” and
forgotten
forever?
@tylergarns
32. Most people give up too soon
81% of sales
are made after the 4th call,
by which time
90% of sales reps
have quit calling
@tylergarns
33. Summary: 3 Ways to Increase
Sales Productivity
• Create a sales process that makes sense to
them and they WANT to follow
• Automate the identification of hot leads
• Automate follow-up and repetitive tasks
• When these things result in reps making more
money, they buy in easily
@tylergarns
