Sales influencer

Remarkable Insights from the Sales Influencers

Series

WE HOST A WEEKLY VIDEO SERIES ON OUR BLOG WITH INTERVIEWS OF SALES

LEADERS

...AND PEOPLE SEEM TO REALLY ENJOY IT

SO WE DECIDED TO SUMMARIZE THEM IN

THESE SLIDES

Julio Viskovich, Hootsuite

“We’re experiencing the Buyer 2.0”


People are finding their information online and they come to sales reps with 60% of the sales process already done. They trust 3rd party

information.


Get on the social networks your

buyers are on. And start listening.!

“Many sales people do their best job at the interview. But they don’t perform as well on

the job....

Derek Grant, Pardot/Exact Target

and false starts such as those hurt sales organizations...


To minimize them, we make them do 3 things: a written application, specific knowledge

questions and a culture fit from across the company.



Written Assessment Functional Fit

We ask them about us, our

space, our technology, and companies they might target in

their job.

We have a team interview to see if

they’re a good functional fit.

Culture Fit

We get someone from a different department

to come in and evaluate the candidate

for culture fit. We don’t want to create “pockets” of culture.

Koka Sexton, LinkedIn

“So my philosophy is actually a very simple one. I think that sales is going through a transformation. And the ability for sales people to leverage social tools accelerates the deal cycle.” {

Koka Sexton, LinkedIn

Sales managers need to understand that if sales reps are using social networks in a

systematic manner that there will actually be an ROI to this. They will build their

pipeline and close deals. {

“I remember taking the clippings of the !Los Angeles Business Journal and sending them to prospects...!

Kevin Gaither, uSamp

... it’s really not so different now when you’re on social media and sharing content. It’s no different than what you already should be doing.”

Kevin Gaither, uSamp

Matt Bertuzzi, The Bridge Group

To any new reps who are coming into the game, if you have the choice between a little more money and a little more coaching, go with the coaching. Seek out coaching and if

you can’t find it, try to make it happen and if you can’t make it happen, go someplace else.

Brent Leary, CRM Essentials

Sales Intelligence is taking this social profile data and activity data and leveraging that in real-time... to have a better understanding of the target audience and using that to create opportunities that are more likely to hit the target.

Steve Richard, Vorsight

(The Top of the funnel) is actually 2 different activities broken into one. 1. Pre-call research where you try to find out something about the people. 2. Create a hypothesis of the needs they have or the needs you think they have. Once you’ve done that, it’s about getting them to actually enter into a sales conversation with you.

Steve Richard, Vorsight

Advice: Do 3x3 research - so what are three things you can find out about a prospect that you actually intend to bring up in a sales conversation. When you’re having that conversation, phrase things in the perspective of their peers, not from the perspective of you the sales person. Use some shared and universal truths and they can relate to...

Sales influencer

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