Sales automation - How to work less and sell more... and be more human while doing this.
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Transcript of Sales automation - How to work less and sell more... and be more human while doing this.
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Sales automationHow to work less and sell more
and be more human while doing this.
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Jeroen Corthout
Co-Founder Salesflare
• Sales & marketing strategist• Data lover• Sales automation believer
twitter @JeroenCorthoutemail [email protected]
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What happened?3 things.
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1. Sales became complex matter
Picture source: intercom.com
From a simple face-to-face chatto a complex interaction.
A difficulty for someis an opportunity for others.
The new type of sales personneeds to master this complexityto serve the customer.
(This person could be you.)
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2. Marketing took over sales
Picture source: http://ingenexdigital.com/media/ingenexfunnel.png
… and it’s not fake news.
Marketing automation is indeedtaking over the sales profession.
It’s automating parts of the relationshipaway that used to be covered by sales.
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3. Everybody kept screaming louder
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What can we do?How to avoid total sales mayhem.
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Let’s reclaim sales!
Let’s take back the lead from marketing.
Let’s create time for more human relationships.
Let’s automate all the roboticsales tasks and focus on people.
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Let’s change sales goals!
Push productsto as many people as possible
Develop trusting relationshipswith as many people as possible
empowered by automation
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How can we do it?Let’s make this happen.
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Three ways to develop relationships
1. Outbound : you contact people 2. Inbound : people contact you3. Retargeting : you stay in contact
I’ll structure the guide in these three parts.
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1 - OutboundYou contact people.
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Focus on relationships
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Relate first. Avoid selling early.
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Be original& make people laugh
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XXXXX, Luke Skywalker wants you to make sales! 🌠
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(For the enthusiasts, the video version: https://youtu.be/awaMz-fO0lc)
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The start of arelationship
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Target based onlots of hard data
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LinkedIn Sales NavigatorThe easiest way to start building data driven target lists
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Automateas much as possible
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Export withDuxSoup
When emailanswered, zapwith Zapier
When emailfound, zapwith Zapier
Lead list
Sequenceof emails
New sales lead!
Prospection can be fully automated
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2 - InboundPeople contact you.
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Be where your customers look
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Quora, Reddit, review sites, …attract a lot of searching customers
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Be where yourcustomers spend time
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Where do people spend too much time?Right, Facebook.
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Automateas much as possible
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Everything you see here is automated,even the sending of the emails
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Alwaysstay human
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In the land of digital, chat is king.
All-round messengers In-app/website messengers
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3 - RetargetingYou stay in contact.
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Maximize yourreturn on relationships
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A relationship is built onmeaningful contacts.
Not surprisingly, in sales:
48% of sales people never follow up with a prospect25% of sales people make a second contact and stop12% of sales people make more than three contacts2% of sales are made on the first contact3% of sales are made on the second contact5% of sales are made on the third contact10% of sales are made on the fourth contact80% of sales are made on the fifth to twelfth contact
Figures source: A popular sales meme. The statistics may be slightly off… but that’s not the point.
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Keep activatingyour network
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LinkedIn posts have great visibility
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Develop yourrelationships
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Facebook ads & custom audiencesThe cheapest & best way to keep your audience in the loop
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One more thing…My final advice :
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The robots are coming.Embrace them. Automate. And be more human again.
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Feel free to contact me.
About sales automation. Or anything else.Just don’t be salesy.
Jeroen Corthout Co-Founder Salesflare
twitter @JeroenCorthoutemail [email protected] +32 499 21 77 82