digitally morphing the sales curriculum: sales educator academy 2016

Sales Educator’s AcademyJune 7, 2016

Digitally Morphing the Sales Curriculum 2.0

• CEB Influence – Challenger Sale (57%)– Challenger Customer (5.4)

• Digital Waves– Technology Influence

• Marketing Automation• Sales Force Automation• App revolution • Predictive Analytics

– Behavioral Influence• Social• Mobile• Sharing Economy

Waves of Change in Sales

Marketing Automation Sales Force Automation

Technology Influence

Yesterday’s Discussion: Funnels

Converged Funnel

Sales Marketing

Curriculum Relevancy?

Introductory Sales

Advanced Sales

Busin

ess

mkt

.

Glob

al S

ales

Neg

otiati

ons

CRM

Sales CurriculumSocial Selling

Sales Enablement

Sales Operations

Marketing Automation

Digital Sales

Sales Force Automation

Marketing and Sales Convergence

Behavioral: Social

It’s always been social

4% Would have a favorable impression of a salesperson who reached out via cold call

87Percent of buyers who would have a favorable impression if introduced via professional network

Linkedin Presentation

Social Selling

Social Selling Index

Linkedin’s Social Selling Index

Social Selling Impact

Linkedin Definition:

Global SSI Scores

NSCM: Social Selling Index

Social Selling Index

SSI Distribution

Current UT Dallas SSI

Social Selling Index

Digital Morph: Student Salaries

NACE Sales NACE Marketing Non-USCA Past Non-USCA 2015 USCA Past USCA 201540,000

50,000

60,000

70,000

80,000

90,000

100,000

Introductory Sales• Used as Product for Case• All students given license

UT Dallas Morphing Journey

Advanced Sales • Given access to CPS account• LDR quota carrying role

Account Management• Opportunity Management• Full Account management• Quota carrying role

Introductory Sales• Students Create account• Network Development (Dover et al

2015)Advanced Sales

• Advanced Search• Use as LDR (Free)• Use to develop new leads

Account Management• Sales Navigator Use• InMail• Advanced Search

UT Dallas Digital Convergence

Digital Prospecting (formerly CRM)• Harvard Case and Digital Convergence discussion• Sales Stack Presentation – Home Run• Digital Lead Generation for Exec Program, Alumni relationship, and Center – Iterate

MBA: Digital Sales Strategy• Digital Disruption Theme: Harvard Case base• Web, Social, SaaS, Mobile, Sharing Economy (Uberfication), etc.• Debate format on Trending areas with though leadership experts

– Social Selling and Sales people as ‘Micro-marketers’– Predictive Analytics

• Social Selling Index Ideas• Sales and Marketing Convergence Ideas• Sales Stack Technology Ideas

What will you do?