Through this presentation we will talk about automation of the sales function with marketing to dramatically increase lead flow, improve the sales process through automation of day to day tasks, and dramatically increase revenue from owning your own process rather than relying on the salespeople. People are very important, but you need to own your sales process as a CEO.

1. KEYNOTE Integrating Sales and Marketing
Automation through a Proven
Repeatable Sales Process
HOUSTON, TX ~ MAY 25 - 26, 2023
DIGIMARCONSOUTH.COM | #DigiMarConSouth
Robert Stabell
MANAGING DIRECTOR
SMO2 CONSULTING LLC

3. • Better train salespeople
• Better sales management
• Improve the sales compensation system
• Get the sales staff to work harder
• Improve marketing attempts

4. • You have already tried that list and it worked a little.
• It’s time to try something that will RADICALLY increase
revenue.

5. • Easy
• Stop with the stop-gap incremental fixes
• Hard
• Make radical changes to the way you sell and market

6. SalesQB is a network of 90+ Executive Sales Managers who wanted
to apply their experience to helping Small and Medium Businesses
(SMB) grow and grow fast!
Bob Stabell – Houston, Texas
Sales Leader, Consultant and Coach delivering over 750M in revenue gains for
over 3000 SMBs over my career.
Sales and Marketing Optimization to the Next Level

7. • Can’t find Quality Sales Help
• “I know we are losing deals that we shouldn’t be”
• “Occasionally, I feel like my team is holding me hostage”
• “Are we utilizing our CRM/tech stack to its potential?”
• “Is AI a fad, or do I need to do something with it?”
• I know I should be coaching the sales team, but I have too
many other priorities

11. 1. Cost of sales “under-management”
2. Too many CEO priorities
3. Is sales management the best use of the CEO’s time?
4. C+ sales team and…
5. People driven process
6. Sales babysitting ≠ true sales management
7. Best Practices sharing between Sales and Marketing

13. • Benchmark your sales and marketing practices against
the top performers to see where improvement
opportunities lie. And where you can automate so
people spend more time ”selling” the company and not
doing mundane tasks
• Most companies, problem isn't closing, it’s leads.
• “Sales” isn't “sales”
• Solomon Sales Solution and automation

14. • Change your sales philosophy and stop thinking of
“sales” as one activity.
• Sales is really 3 things.
Generate
Leads
Nurture Close
the
deal

15. • Process first, automate second, people third
• Historically just “threw” an employee at the problem
• …and it worked….now the ride is over

16. • Most salespeople are only good at 1 of the 3 functions
• Salesperson math
- Lead gen ability + nurturing ability + closing ability <20
- However, the company needs it to be as close to 10 on all 3

17. Lead
Generation
Salesperson A
Lost
Opportunity
Lead
Nurturing
Closing
Salesperson B
Lead
Generation
Lost
Opportunity
Closing
Lead
Nurturing

18. • Each of the 3 functions so far needs a proven and repeatable
process or PRSP and use automation/AI whenever possible
• Drives down costs
• Drives up predictability and volume

19. • For Lead Generation and Nurturing, you need to accept this
reality. It makes your life easier and increases revenue.
• Automates a tremendous amount of manual labor – This saves
time so your team can Sell and Market more.
• Drives up predictability and volume through AI
• Accept that it is not if you use it, it is whether you use it better
than your competition.

20. • Starts with the CRM
• Prospect self-education through different methods
• Social media when appropriate, video solutions
• Lead scoring
• All can be done through AI. But watch out for pretenders.
• Proprietary software from SalesQB

21. • Skill position
• 100% of a $60,000 sales manager ≠ 1/3 of a $180,000 sales manager
• Coaching vs. training

22. • Notice this is last
• Assume your staff can be better but is satisfactory
• Don’t take the easy way out…. and just replace
them all
• 4 prong attack:
• Better sales and marketing processes through
Automation
• Accountability
• Motivation (compensation, management)
• Coaching & training

23. Bob Stabell
rstabell@smo2consulting.com
832.701.8508
www.salesqb.com/bob-stabell