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Future of Sales- Bleak or Bright?

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TECH Connect 2017 - Keynote by Melissa Murray Bailey, Sr. Director Sales Solutions APAC - LinkedIn

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Future of Sales- Bleak or Bright?

  1. 1. Melissa Murray Bailey Sr. Director Sales Solutions APAC LinkedIn Future of Sales: Bleak or Bright? #inTC17
  2. 2. of buyers don’t believe sales understands their business and don’t think they can help%
  3. 3. find it more productive to spend their time online BUYERS
  4. 4. expectations have risen BUYERS
  5. 5. are disrupting the economy and making sales jobs disappear AUTOMATION & AI
  6. 6. Future of Sales THE BRIGHT
  7. 7. FUNCTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM TRANSACTIONAL STRATEGIC
  8. 8. STRATEGICFUNCTIONALTRANSACTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM
  9. 9. TRANSACTIONAL Of sales people on LinkedIn have these skills tagged on their profiles UP TO
  10. 10. STRATEGICTRANSACTIONAL FUNCTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM
  11. 11. More in demand compared to transactional skills FUNCTIONAL
  12. 12. FUNCTIONALTRANSACTIONAL THE CUSTOMER RELATIONSHIP CONTINUUM STRATEGIC
  13. 13. More in demand than the most common sales skills STRATEGIC
  14. 14. THE CUSTOMER RELATIONSHIP CONTINUUM FUNCTIONALTRANSACTIONAL STRATEGIC
  15. 15. SALES NEEDS TO CONTINUE TO EVOLVE
  16. 16. Personalization at scale THREE KEYS TO SUCCESS Using sales automation to help B2B sales Converging sales and marketing
  17. 17. of sales and marketing THE CONVERGENCE
  18. 18. MARKETING SALES
  19. 19. MARKETING SALES
  20. 20. MARKETING SALES
  21. 21. More likely to accept a connection request VALUE OF SALES AND MARKETING CONVERGENCE
  22. 22. More likely to accept a connection request VALUE OF SALES AND MARKETING CONVERGENCE More likely to respond to a Sales Navigator InMail
  23. 23. VALUE OF SALES AND MARKETING CONVERGENCE More likely to re-share the marketing messages More likely to accept a connection request More likely to respond to a Sales Navigator InMail
  24. 24. CASE STUDY Danielle Uskovic, Head of Digital & Social
  25. 25. DANIELLE USKOVIC “Salespeople need to be more like marketers in this new digital world, and marketers need to be more like salespeople.”
  26. 26. The engagement of non users More connected to key decision makers
  27. 27. to help B2B sales USING SALES AUTOMATION
  28. 28. FREE UP TIME BY DOING REPETITIVE AND LOWER VALUE TASKS
  29. 29. Time is spent selling, the rest is on admin and training ONLY
  30. 30. IMPROVE REP PRODUCTIVITY
  31. 31. More decision makers in their target audience FINDING AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY
  32. 32. ENGAGING AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY FINDING More decision makers in their target audience
  33. 33. CONNECTING AVERAGE USER BENEFITS FROM AUTOMATED INSIGHTS BY ENGAGINGFINDING More decision makers in their target audience
  34. 34. LEARN ABOUT PROSPECTS & GIVE REPS NEW VALUABLE AUTOMATED INSIGHTS
  35. 35. CASE STUDY Nitesh Aggarwal AVP, Sales Effectiveness
  36. 36. “Sales Navigator helps us connect with and engage prospects at different phases throughout the sales cycle.” Nitesh Aggarwal
  37. 37. at scale PERSONALIZATION
  38. 38. PERSONALIZED EXPERIENCES ARE THE NORM
  39. 39. PERSONALIZED EXPERIENCES ARE THE NORM
  40. 40. PERSONALIZED EXPERIENCES ARE THE NORM
  41. 41. Buyers want reps to integrate customized data and insights into their interactions
  42. 42. 1% Cold calling Email conversion 3% InMail 15% 30% (top senders) SALES OUTREACH STRATEGY
  43. 43. • Find common ground • Use content to personalize • Have mutual connections PERSONALIZATION at scale
  44. 44. Future of Sales THE BRIGHT
  45. 45. PEOPLE
  46. 46. PROCESS PEOPLE
  47. 47. PROCESS PEOPLE TECHNOLOGY

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