Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Stop the sales hacking - Brazil

By Jacco vanderKooij of Winning By Design
by

Jacco vanderKooij

on 26 August 2017

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Stop the sales hacking - Brazil

9-18
Working Service
SDR/AEs
Pricelist
Website
VP
Quota
CRM
Pitch
Tools
Comp
plan
Enterprise sales
Onboard
Methodology
Reports
More SDR/AEs
Dashboards
Playbook
Process
Organization
CSMs
Content
Hire
Time
The Sales Organization
Growth Hacker
B2B customers want sales to solve their problems
The company wants sales to close deals
Sales Innovation Gap
Consultants
Make how you sell
as important as what you sell
and the way you sell
will become your unique selling point.
Problem
CxO's looking for solutions
5. The new sales trainer/coach
Game like progression
Results?
Problem!
SM/AE
Understanding
CSM/AM
CLIENT
SE
FOUNDER
Dir.
User
VP
CxO/EVP
Client organization
Suspect
9-12 months
12-18 months
Train
CxO selling
Solution
Problem
Context
Future
SDR
In sales hacking we treat selling as a black box
KNOWLEDGE
Problem
Solution
Context
Future
SQL
Inside Sales Turns to
Hacking
What is this?
"Fake"
to have insights
to know you/corp/industry
to care about you
to have had a conversation
MRR
Time
X=Run this "script"
Sales ladder
SDR
SQL
: Sales Qualified Lead
Out
Inside Sales Team Tenure
Jacco van der Kooij | #WinningByDesign | @IndoJacco
Insights
SDR
AE/SM
Lack of a Blueprints = training being an afterthought
Traditional sales
SaaS Sales Organization
Inbound
Outbound
Clients
MQL
Suspect
SQL
Opportunity
WIN
LIVE
MRR
Onboarding
Recurring use
SDR
MDR
AE/SM
CSM
CSM/AM
O-SH!T
WOW
YEEHAW
OMG
AHA
Impact of Sales Hacking
Normally takes 6-10 years
SDR
6 Weeks on the job SDRs are asked to call on CxOs
In
X
factor
Getting shorter and shorter
undergo "industrial grade" stalking
Results
Where hacking takes place
@IndoJacco #winningbydesign
@IndoJacco #winningbydesign
SM/AE
Understanding
CSM/AM
CLIENT
SE
FOUNDER
Solution
Problem
Context
Future
SDR
Insights
What if...
We fill the gap?
online
sales process
online
skill training
online
tools
online
content
online
organization
Let's Summarize
@IndoJacco #winningbydesign
@IndoJacco #winningbydesign
Founders
Inside sales teams
are tasked to go after CxO's
turning to hacking and scripting
with high turn-over
9-18
months
with little to no training
In a world where we depent on 80% of B-performers
@IndoJacco #winningbydesign
@IndoJacco #winningbydesign
No RoI
9-18
Sales hacking is not a growth strategy
The "silver bullit"
Understand your solution/love it
Understand your customer problem
Immerse yourself in your market
Develop a "vision" for a better tomorrow
Hard work
Guaranteed to work 100% of the time
Jacco van der Kooij
HD
BRAZIL
CUT
THE
Full transcript