Jeremy Eisenberg@jeremyeisenberg

❏ Co-Founder and Sales at 3P Creative Group

❏ Fun Fact: Trying to make a Boba Fett costume from Scratch

Agenda

❏ Defining The Modern Buyer

❏ Legacy Sales Process

❏ Inbound Sales Process

❏ Recap & Questions

Defining The Modern

Buyer

Today’s buyer has all the power.

COMPOSE

Inbox (1,347)

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Modern buyers are very efficient at tuning out interruptions.

Modern buyer’s know how to find their own information.

Today's business buyers do not contact suppliers directly until 57 percent of the purchase process is

complete.- Study by CEB & Google“

“When modern buyer’s buy, they do it on their own timeline & terms.

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

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

LegacySales

Process

A legacy sales process is centered around the way salespeople sell,

instead of how people buy.

SourceConnectQualify & Close

Legacy Salespeople try to connect with brute force and a generic message.

Over and over again.

SourceConnectQualify & Close

Legacy Salespeople deliver a generic demo with generic examples & generic

case studies.

They are focused on qualifying and closing a prospect as quickly as possible.

SourceConnectQualify & Close

The same old tactics just don’t work. How have

sales teams responded?

By finding ways to increase their throughput.

They found plenty of tools to “help”

EMAILS SENT THIS MONTH

PEOPLE ENGAGINGTHIS MONTH

WE AUTOMATED THINGS!

But more of the same emails &

calls usually doesn’t equate

to better results...

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

-Henry Ford

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

Transforming your approach

Put the buyers’ needs before your own.

Inbound Sales Process

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

Salespeople start with inbound interest, using context to connect.

Buyer and seller data is captured automatically. Coaching & pipeline

monitoring happens in real time.

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

The Inbound Sales Methodology

Instead of prospecting off demographicsand digging around on the web…

➢ Identify➢ Advise➢ Explore➢ Connect

…we start with prospects showing the right signs.

…and we look for hints about their needs and interests.

…we help interested visitors learn and buy on their terms.

…we help interested visitors learn and buy on their terms.

…we help interested visitors learn and buy on their terms.

Instead of blasting out thousands ofuntargeted messages in hopes of a

few worthy replies…

➢ Identify➢ Advise➢ Explore➢ Connect

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

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

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

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

➢ Identify➢ Advise➢ Explore➢ Connect

…we share content tailored to each individual buyers’ needs.

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

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

QUESTIONS?

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