Trends, Tools and Techniques
for the Modern Sales Process

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Sean Henri
Founder, Pepperland Marketing
Twitter: @SeanHenri
Fun Fact: I was an extra in the most
recent Indiana Jones movie.
•
A Bit About Me
Pepperland Marketing
Based in Cheshire, CT
Twitter: @PepperlandMKTG
Growth-driven services:
• Inbound Marketing
• Sales Enablement
• Pay-Per-Click Management
• Google Analytics Consulting

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How to
SURVIVE&
THRIVE

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?

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The Results:
● 6 companies contacted
● 4 called back
● 0 provided a quote

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The Results:
● 5 new companies contacted
● 2 called back
● 1 provided a quote
● 0 showed up
● My father-in law did the work

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Today’s buyer
has all the power.

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Are You Getting Found In The Moments That Matter?
• 80% of consumers used a search engine when looking for information about
local businesses.
• 76% of people who search on their smartphones for something nearby visit a
business within a day.
1 2 3 4
?

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Anatomy of a Search Result
This is
an ad This is a business
listing
This is the
search query
This is an organic
search result

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Search Is Not Going Away
63,000
searches per second
167 billion
searches per month
2 trillion
searches per year

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Modern buyers are very efficient
at tuning out interruptions.

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Modern buyers know how to
find their own information.

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When modern buyers buy,
they do it on their own
timeline & terms.

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This probably isn’t news.
We are all modern buyers.

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...but most sales teams are trying to sell
to modern buyers with a legacy sales process.

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Legacy
Sales Process

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A legacy sales process is centered around the
way salespeople sell,
instead of how people buy.

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SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople prospect
based on demographics,
pulling from any source they
can find.
SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople try to
connect with brute force and
a generic message.
Over and over again.
SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople deliver a
generic demo with generic
examples & generic case
studies.
SOURCE
CONNECT
QUALIFY & CLOSE

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Legacy Salespeople are
focused on qualifying and
closing a prospect as quickly
as possible.
SOURCE
CONNECT
QUALIFY & CLOSE

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SOURCE
CONNECT
QUALIFY & CLOSE

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The same old tactics just don’t work.

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How have sales team responded?

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By finding ways to increase their throughput.

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They’ve found plenty of new tools to “help.”

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But more of the same emails and calls usually
doesn’t mean better results.

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“If I had asked people what they
wanted, they would have said faster
horses.” - Henry Ford

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If more of the same just doesn’t work…
What’s the alternative?

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Transforming
Your Approach
to put the buyer’s needs
before your own

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A New Approach To Sales Is Needed

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An inbound sales process is
centered around the buyers’ actions
instead of the salespersons’ process.

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Salespeople start with inbound interest,
using context to connect.

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Buyer and seller data is captured
automatically. Coaching & pipeline
monitoring happens in real time.

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Sales and marketing work hand in hand
together, creating a seamless experience
for buyers.

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The Inbound Sales Methodology

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...we start with prospects showing the right signs.

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...we choose a worthy starting point, but tailor each message.

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...we choose a worthy starting point, but tailor each message.

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...we give our prospects the power to choose when to
connect.

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…and we let them contact us however they choose.

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Instead of running a generic sales process with
the goal of closing quickly…

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…we share content tailored to each individual buyer’s needs.

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…we listen for signs of interest to tailor the next step.

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…we listen for signs of interest to tailor the next step.

Questions?

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5 Things
You Need to Do Today

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5 Things You Need to Do Today
1. Sign-up for the Free HubSpot CRM and HubSpot Marketing Free:
hubspot.com/products/marketing/free
2. Install Google Analytics on your website: google.com/analytics/
3. Map out the journey your customers go on before making a purchase.
4. Do an audit of your sales process and marketing materials. Does it facilitate that
journey?
5. Start blogging once a week.

Free Resources:
PepperlandMarketing.com/gvcc
● This Presentation
● $100 AdWords Voucher
● Free Consultation
● Marketing Planning Worksheets

Thank You!