EVOLVE OR DIESurviving the changing sales landscape

Jeff Perkins

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ABOUT ME• Pic of kids

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@jeffperkins8

www.linkedin.com/in/jeffperkins1

SingleMindedProposition.com

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PGi

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THE GOOD OLD DAYS

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Only 2% of cold calls result in an appointment3% of emails result in a click (Source: Mail Chimp)

(Source: Leap Job)

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YOUR PROSPECTS JUST AREN’T THAT INTO YOU

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WALK A MILE IN YOUR PROSPECTS SHOE

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BUSINESSES NEED YOUR HELP MORE THAN EVER.

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YET, THEY ARE MORE LIKELY TO IGNORE YOU THAN EVER BEFORE.

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SO, WHERE DOES THAT LEAVE US?

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WE NEED TO EVOLVE

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EVOLVE THE WAY WE VIEW OUR PROSPECTS

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Your prospects are 70% of the way through the sales process before they engage you.

Traditional Sales Funnel

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WHAT ARE THEY DOING THAT 70% OF THE TIME?

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Source: Google & Compete B2B Customer Study June 2013

ONLINE RESEARCH

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MEET YOUR FRONTLINE SALES REP

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DO YOU KNOW WHAT YOUR CUSTOMERS ARE DOING?

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EVOLVE RELATIONSHIPS WITH OTHER DEPARTMENTS

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SALES/MARKETING ADVISORY BOARD

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EVOLVE THE WAY WE SELL

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WE GOT THE SAME AMOUNT OF BUSINESS WHEN WE DIDN’T TRY TO SELL.

AND IT STUCK.

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WHAT PROSPECTS WANT

4XDemonstrate deep expertise on my industry

2XDemonstrate deep expertise about my company

Show they care about my success

Cultivate a personal relationship with me

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EVOLVE THE TYPES OF REPS WE HIRE

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A TALE OF 2 SALES REPS

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EVOLVE THE TOOLS WE USE TO SELL

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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…

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OF COMMUNICATION IS NON-VERBAL85%

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156% higher revenue using video Source: Aberdeen Group

Meetings take 30% less timeSource: University of Minnesota

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iMeet.pgi.com

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EVOLVE THE WAY WE COMPENSATE SALES REPS

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IS YOUR COMP PLAN ENCOURAGING THE RIGHT BEHAVIOR?

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“MY REP IS MORE INTERESTED IN HIS BUSINESS THAN MY BUSINESS”

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NEW IDEAS FOR COMPENSATION

• Higher base salary• Incentives for customer satisfaction and retention• “Softer” metrics• Give sales managers flexibility

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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

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IT’S NOT ABOUT EVOLVE OR DIE. IT’S ABOUT SURVIVE AND THRIVE.

THANKYOU

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