Keynote for Matrix Surgical 26 July 2017

1. CraigRispinCSP

2. Today I’m Here
to Serve You...

3. Do You Have an
Open Mind?

5. Why I’m Qualified to
Speak to You Today...

6. When I was 10...

9. My Training Career
Started When I Was 11

11. My Sales Career
Started When I Was 15

13. I Was Recruited by
Apple Computer, 19

17. My Final Year at Apple
My Sales Budget was
$35 Million

18. I Beat That Budget By
384%
And Won Apple Marketing
Manager of the Year

19. I Sold My Internet
Startup to Fairfax
in 1995

23. “Craig we’ve seen
more change in the
last 3 years than in the
past 30.”

24. We are Entering the
Fourth Industrial
Revolution

26. The Fourth
Sales & Marketing
Revolution

27. Smarketing
Trends

28. Where Sales
Becomes More Like
Marketing
& Vice-Versa

29. The convergence of marketing and sales,
combined with the wealth of data that
modern technology has made available
to prospects, has led to the emergence of
new ideas like “social selling” and
“smarketing.”
- HubSpot.com

30. The sales rep is no longer in charge; in fact, it’s
quite the opposite, as prospects now hold the
power. This change in the buyer-seller power
structure demands a corresponding change in
the way sales reps interact with prospects. It’s
no longer about selling, it’s about helping.
- Hubspot.com

31. -----------------
Consultative Selling
Relationship Selling
Transactional Selling

32. Conviction &....
---- Buyer Power ----
Consultative Selling
Relationship Selling
Transactional Selling

33. Conviction & Automation
---- Buyer Power ----
Consultative Selling
Relationship Selling
Transactional Selling

34. Sales & Marketing
Automation is Fueling
Exponential Growth

45. 2016 Stackies Awards
for sharing visualizations of how
marketing technology stacks are
organized and managed
judged by

48. Congratulations to our Winners!
Informatica Microsoft Red Wing Shoes
Allocadia Aprimo Cisco

54. You Should Know,
Netsuite Wasn’t
Mentioned Once

60. Title Text

61. Title Text

65. The Changing
Structure of
Smarketing Teams

66. Would You Like to
Add 7 Points to
Your Close Ratio?

68. SPECIALIZATION
Generalist
Sales Support
Lead Gen Closer
Inbound Outbound Segments

70. CONTACT
METHOD #1
Immediacy
100x Contacts
21x Qualify
39:22 Hours

71. CONTACT
METHOD #2
Persistence
1.5 attempts

72. CONTACT
METHOD #3
Time of Day
147%
49

73. DEFINITION

74. INSIDE SALES
Professional Sales
Done Remotely

79. Simulate F2F

82. CUSTOMER INTEL
SCHEDULING
VISUALS CREATION
ASKING QUESTIONS
ACTIVE LISTENING
WEBCAM CHAT
SCREEN SHARE
COBROWSE WEB
QUICK ACCESS MEMORY
ANNOTATIONS
VISUAL FRAMING
KEYBOARD SHORTCUTS
ONE CLICK MEETINGS
MOBILE MIRRORING
TOTAL
SKILLS WITH TECHNOLOGY
Rate your skills by filling in dots.
0 dots = very poor, 5 dots = very best.
____________
TECHNOLOGY SELECTION
INTERNET SPEED
SMARTPHONE
TABLET
LAPTOP
VIDEO CONFERENCE CAM
OPERATING SYSTEM
DATABASE MANAGEMENT
LEAD CAPTURE SYSTEM
VIDEO CONFERENCING
SECURITY/ID THEFT
TOOL USABILITY
CROSS CHANNEL U/X
PORTABLE LIGHTING
AUDIO/VIDEO SELECTION
TOTAL
Rate your tech by filling in dots.
0 dots = very poor, 5 dots = very best.
____________

85. A Couple
Innovative Ideas for
Your Expo Booth

94. Sales & Marketing
Experts You Should
Learn From...

96. DEFINITION