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Inbound Marketing Does Not Close Deals
(And Neither Does CRM)
Dave McLaughlin
CEO, Vsnap
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@Vsnap@davemacboston
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Salespeople who have no facetime with buyersuse Vsnap to send quick, individual videomessages. It’s the most efficient way to conveytone and trust -- and increase your close rate.
• Any device, up to 60 seconds. • No downloads or registration for recipients. • Analytics + real-time notifications for senders. • Vsnap 2.0 launches October 7
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FOR TODAY’S SESSION
1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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bitly.com/closemoresqls
I WROTE THIS eBOOK
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1 Sales leaders don’t try new ways to close more SQLs because they don’t BELIEVE
they will work.
2 They don’t believe because we lack a prevailing belief system for Sales -- and
because the prevailing belief systems for Marketing are masking that fact
3 Specific examples in the Sales process
3 IDEAS
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(general blank slide)
THEN I WROTE THIS BLOG POST
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THEN BRIAN HALLIGAN TWEETED IT
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AUTHENTICITY
1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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INBOUND MARKETING ISAmazingBrilliantIngeniusInvaluableCriticalCoolPowerfulEtc.
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SQLs vs MQLsDifference of substance, not a difference of degree
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WHY DOES THIS MATTER?
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NATURE ABHORS A VACUUM
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Because effective belief systems provide our playbooks.
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1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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Creative Commons
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“Relationship is the
greatest buffer
against the
increasingly rapid
cycles of change.” Regis McKenna, Preface to Crossing
the Chasm
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In other words…THE PACE OF CHANGE MEANS RELATIONSHIP IS MORE IMPORTANT THAN EVER BEFORE.
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“The world we see that seems so insane is the result of a belief system that is not working.”William James
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INFORMATION-Big Data-Insight-Left Brain
EMOTION-Relationship-Non-verbal-Interface-Right Brain
IMPACT&
VELOCITY
SELLER
BUYERTHIS IS PERSONAL SALES
1 Context: Why I’m Here
2 What I Meant (The Problem)
3 Features of a Sales Belief System
4 Specific Obstacles & Personal Sales Solutions
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SELLER SIDE: Honor the salesperson. Invest in training.
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Bitly.com/closemoresqls
2 Goals here --• Put “Personal Sales” principles in
context to see how they stand up• Collaboratively mprove on this list
(real time)
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THANK YOU
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INFORMATION-Big Data-Insight-Left Brain
EMOTION-Relationship-Non-verbal-Interface-Right Brain
IMPACT&
VELOCITY
SELLER
BUYERPERSONAL SALES