33. #s20c @JeffPerkins8#s20c @JeffPerkins8
WHAT PROSPECTS WANT
4X
Demonstrate deep
expertise on my
industry
2X
Demonstrate deep
expertise about my
company
Show they care about
my success
Cultivate a personal
relationship with me
39. #s20c @JeffPerkins8#s20c @JeffPerkins8
YOU USE ALL THESE HIGH TECH TOOLS TO
FIND YOUR PROSPECTS.
YOU NURTURE THEM INTO A QUALIFIED
LEAD.
YOU SPEND TIME AND EFFORT TO GET THE
MEETING.
AND THEN…
50. #s20c @JeffPerkins8#s20c @JeffPerkins8
NEW IDEAS FOR COMPENSATION
• Higher base salary
• Incentives for customer satisfaction and
retention
• “Softer” metrics
• Give sales managers flexibility
51. #s20c @JeffPerkins8#s20c @JeffPerkins8
EVOLVE
• The way you view prospects
• Relationships with other departments
• The way you sell
• The types of reps you hire
• The tools you use to sell
• The way you compensate
The traditional sales tactics are not less effective than they used to be. They literally NOT effective.
Earnings are great, but the business isn't growing.
More crowded and competitive market
Asked to do more with less
Prospects are not anonymous names on a list of leads
Prospects are informed and will come to you with questions
Prospects are already in the process of evaluating you and your competitors
Be ready (Hubspot info in SFDC)
ATC NADA story – sales through service
Hard selling – business didn’t stick
Buyers value business expertise over product knowledge (get stat)
You can sell just as much, by not “selling”