1. 3 Ways To Increase
Sales Productivity
Presented by Tyler Garns
Director of Marketing, Infusionsoft
@tylergarns

2. The Sales Problem:
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3. We need more LEADS
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4. Leads are UNQUALIFIED
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5. This Problem Will
NEVER Go Away
So, let’s focus on what we can change
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6. 3 Myths:
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7. Y T H :
M
CRM will help us
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8. “Automate sales processes, enabling
your salespeople to be more efficient,
focus on customers and close more
deals”
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9. FACT:
Over HALF of all CRM
implementations fail
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10. Why do CRM’s fail?
• They weren’t built for sales reps
• They weren’t built for “normal” people
• Overly complex
• They don’t “do” anything for you
• They just store data (can’t Excel do that?)
• Sales “processes” are created for
management, not reps
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11. Y T H :
M
No one can sell
like “I” can
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12. FACT:
Your sales reps are not
seeing your vision
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13. Selling With 100% Confidence
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14. Y T H :
M
If we hire good sales
people, sales will come
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15. FACT:
Good sales reps won’t
come unless the
opportunity looks good
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16. How do we
fix this mess?
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17. Start with the people:
Customers & Sales Reps
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18. What do your customers want?
• Get answers to their questions
• Educate themselves on your product or
service
• Educate themselves on their options
• Have some assurance that they’re making the
right decision
• Get a fair price
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19. What do your sales reps want?
• Resolve customer concerns
• Make more money
• Do less work
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20. Where do these meet?
• Get answers • Resolve customer
concerns
• Educate
themselves • Make more money
• Have some • Do less work
assurance
• Get a fair price
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21. Where do these meet?
• Get answers • Resolve customer
Concerns!
concerns
• Educate
themselves • Make more money
• Have some • Do less work
assurance
• Get a fair price
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22. Build your sales
process around
“natural” stages and
customer concerns
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23. Yuck!
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24. 2 Different Types of
Sales Processes
• Persuasion Based (process is secondary)
Selling Home Security
• Process Based (persuasion is secondary)
Mortgages
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25. Persuasion Based Process
• Identify sales objections
• Identify typical path through those objections
• Allow for flexibility
• Example: Home Security
Objections
Cost, Contract, Compare Competition, Security, What
if the alarm goes off? What about my kids? etc.
Allow for leads to move between “sales” mode
and “nurture” mode seamlessly
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26. Process-Based Sales
• Identify “natural” stages
• Example: Mortgages
Natural stages
Gather info for pre-approval
Pre-approval communications
Gather documents for full approval
Approval communications, etc.
Allow for leads to move between “sales” mode
and “nurture” mode seamlessly
@tylergarns

27. Creating the Killer
Sales Process
• Define stages based on process type
• Identify sales distraction activities
Sending emails
Following up with old leads
Managing leads in your CRM
Entering call notes
• Automate sales distraction activities
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28. Sales reps are good
at one thing: SELLING
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29. Sales Reps are NOT great at:
• Entering call notes
• Remembering to follow up
• Tracking all of their leads
• Verifying information before moving to the next
sales stage
• SO, LET’S NOT MAKE THEM DO THIS STUFF
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30. Automation Your Reps Will Love
• Automatically identify hot leads for reps
• Use email autoresponders for stage-specific
follow-up
• Use CRM for sales rep task/follow-up
reminders
• Templatize notes & data entry
• Create automatic notifications for reps to learn
about old leads that become hot
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31. Why do this?
How many
leads each
month are
labeled as
“bad” and
forgotten
forever?
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32. Most people give up too soon
81% of sales
are made after the 4th call,
by which time
90% of sales reps
have quit calling
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33. Summary: 3 Ways to Increase
Sales Productivity
• Create a sales process that makes sense to
them and they WANT to follow
• Automate the identification of hot leads
• Automate follow-up and repetitive tasks
• When these things result in reps making more
money, they buy in easily
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34. Multiple System Madness
Disjointed systems. Manual work. Lost opportunities.
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35. Multiple System Madness
Duct Tape Won’t Work
Disjointed systems. Manual work. Lost opportunities.
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36. All-In-One Web-Based
Marketing & Sales
Automation Solution
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37. To watch a demo:
www.infusionsoft.com/demo
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