The presentation of Friedrich Pétré at the third edition of The Sales Summit, February 23rd 2017, Brussels

1. BUSINESS RELATIONSHIP
MANAGEMENT IN A DIGITAL WORLD
3 building blocks to be prepared for the future.
Frie Pétré
CEO & co-founder Howaboutsales.com

2. AGENDA
Disclaimer
3 building blocks to be prepared for the future
Conclusion
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD

3. DISCLAIMER
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD

4. DISCLAIMER
NO
PUBLICITY!
Easy-to-use Business Relationship Management Software (BRM)

5. DISCLAIMER
FAIR PLAY!
http://techstartupday.be/awards/

7. YOU WERE
BORN TO
SELL
AS A KID

8. YOU WERE
BORN TO
SELL
AS A
TEENAGER

9. YOU WERE
BORN TO
SELL
AS AN ADULT

10. CHANGE
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD
1. DIGITALLY CONNECTED
2. INCREASED SPEED
3. MORE DATA
4. AUTOMATED
4 MEGATRENDS THAT IMPACTED B2B SELLING

11. 3 BUILDING
BLOCKS TO BE
PREPARED FOR
THE FUTURE
BUSINESS RELATIONSHIP MANAGEMENT IN A DIGITAL WORLD

12. BUILDING
BLOCK 1
HYPER
PERSONALIZE

20. BUILDING
BLOCK 2
MULTIPLY
YOUR FUNNEL

21. PROLIFERATION OF CHANNELS &TECHNOLOGIES

22. UNORGANIZED & UNPRIORITIZED

23. MULTIPLY YOUR FUNNEL STEP BY STEP

24. SET OBJECTIVES AND MEASURE EVERY TRACTION
FUNNEL
Marketing Objectives
Lead Measure Lag Measure Frequency Yearly Budget Touch point
Resposible
(follow-up)
Celebration
CHANNEL
Events-attending+retargetting 1 event/month/AE 2 leads per event Monthly € 1.000 S&M scrum W/F
SEA BRM 1 campaign/month 1 SQL/month Daily € 2.000 S&M scrum W/F
SEO BRM-(cfr. E-paper, blog, etc) 1 iteration/month 1 SQL/month Monthly € 0 S&M scrum W/F
FB Marketing BRM-B&I 1 campaign/quarter 1 SQL/quarter Quarterly € 2.000 Heartbeat F
FB Marketing BRM-Agric 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F
FB Marketing BRM-Manuf. 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F
FB Marketing GE-BRM-B&I 1 campaign/quarter 1 SQL/quarter Quarterly € 1.000 Heartbeat F
LI marketing BRM-BRM 1 campaign/quarter 1 SQL/quarter Quarterly € 1.500 Heartbeat F
LI marketing GE- BRM-B&I 1 campaign/quarter 1 SQL/quarter Quarterly € 1.000 Heartbeat F
LI marketing BRM-Agri 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F
LI marketing BRM-Manuf 1 campaign/quarter 1 SQL/quarter Quarterly € 500 Heartbeat F
AP-Agri + retargetting Continuous 1 SQL/quarter Quarterly € 1.500 MoaHB F
AP-Manu+retargetting Continuous 1 SQL/quarter Quarterly € 1.500 MoaHB F
Direct Mail B&I 1 campaign/semester 1 SQL/semester Semesterly € 1.500 MoaHB F
€ 15.000

25. BUILDING
BLOCK 3
USE
TECHNOLOGY

26. MARKETING
TECHNOLOGY
LANDSCAPE
chiefmartec.com

27. 27
CRM-SATISFACTION IS LOW

28. BEST OF
BREED
OVER ONE
SIZE FITS ALL

29. TOP OF THE
FUNNEL
AUTOPILOT

30. TOP OF THE
FUNNEL
UNBOUNCE

31. DIRECT
SALES
CLOSE.IO
/SALESLOFT

32. INDIRECT
SALES &
ACCOUNT
MANAGEMENT
NO PUBLICITY!
Easy-to-use Business Relationship Management Software (BRM)

34. TOMORROW
TODAY
CONNECTIONS AND
PROCESSES WILL BE
DIGITALLIZED

35. TRANSACTIONS
WILL BEHELD IN
AN INTEGRATED
ECO-SYSTEM.
€
TOMORROW

36. 3 BUILDING BLOCKS TO BE PREPARED
FOR THE FUTURE
1. HYPER
PERSONALIZE
2.MULTIPLY
YOUR FUNNEL
3. USE
TECHNOLOGY

37. QUESTIONS OR REMARKS
friepetre.com
@friedrichpetre
WWW.
Happy to help !