How We "Surround Sell" at Influitive

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Vertrieb Business Technologie

Your Customers
Are Your Channel
How We “Surround
Sell” At Influitive
Emmanuelle Skala
VP, Sales
Influitive
@elleskala
@influitive
www.influitive.com

The New World of Selling
Reality check!
Buyers are in control –
NOT salespeople
How can we adapt?

Advocate Enlistment
Geoffrey Moore’s “advocate enlistment” is critical to efficient
growth, yet for many companies, it’s the slowest gear
Acquisition
Gain new
customers.
Engagement
Create incredible
user experiences
so they want to
come back.
Monetization
Find ways to earn
revenue from your
customers.
Enlistment
Customers
voluntarily recruit
new customers.

Over 100 of the Best B2B Brands
List updated April 4th, 2014

Connect
EducateDelight
“Surround Selling”
Advocacy
Culture
Influitive’s Sales Process

EDUCATE
Hack #1
Customer reviews
Hack #2
Rethink references

DELIGHT
Hack #1
Delight with gifts +
take advantage of
the honeymoon
period
Hack #2
How to get referrals

I’m Hiring!
Learn how to surround sell and
work for the fastest-growing tech
startup in Toronto
• SDRs
• AEs
• RSMs
• Toronto
• Boston
• SF
@elleskala
www.influitive.com/company/careers-influitive/

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How We "Surround Sell" at Influitive

1. Your Customers Are Your Channel How We “Surround Sell” At Influitive Emmanuelle Skala VP, Sales Influitive @elleskala @influitive www.influitive.com

2. About Me

3. The New World of Selling Reality check! Buyers are in control – NOT salespeople How can we adapt?

4. Advocate Enlistment Geoffrey Moore’s “advocate enlistment” is critical to efficient growth, yet for many companies, it’s the slowest gear Acquisition Gain new customers. Engagement Create incredible user experiences so they want to come back. Monetization Find ways to earn revenue from your customers. Enlistment Customers voluntarily recruit new customers.

5. Over 100 of the Best B2B Brands List updated April 4th, 2014

6. Connect EducateDelight “Surround Selling” Advocacy Culture Influitive’s Sales Process

7. CONNECT Hack #1 Build your personal brand – get advocates to review YOU Hack #2 Be a matchmaker with your “targets”

8. EDUCATE Hack #1 Customer reviews Hack #2 Rethink references

9. DELIGHT Hack #1 Delight with gifts + take advantage of the honeymoon period Hack #2 How to get referrals

10. I’m Hiring! Learn how to surround sell and work for the fastest-growing tech startup in Toronto • SDRs • AEs • RSMs • Toronto • Boston • SF @elleskala www.influitive.com/company/careers-influitive/

Hinweis der Redaktion

Hack 1. delight with the basics – amazing follow up, great education, being proactive etc Hack 2. delight with the selling experience – never too pushy or salesy. Learn their business, learn their objectives No just with your product but with your sales process Insert challenger stat on why people buy Find the right customers and delight them early and often Surround Selling References are dead 3rd Party Reviews/Social Presence Make it easy, fun & rewarding for your customers to spread the word Referrals You/Your Brand Your company Early in the sales cycle – capitalize on the honeymoon period