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Duck Dynasty

Katherine's Knowledge
by

Katherine Barlow

on 20 December 2016

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Transcript of Duck Dynasty

Note: He invented the duck call 40 years ago
Willie and Jase
The Boys
Personal Experience
The Main Man
Phil Robertson
Willie and Jase
The Everything Man
Si Robertson
"Hey"
Do you notice?
you are a yuppie if you don't
They all have beards!
you ain't a real red neck if you don't have a beard
And no one likes a yuppie!
Matrix Partners preso!
Harvard Business Review
How to lower the cost of enterprise sales?
Duck Dynasty
What is
Duck Dynasty?
ducks
A Million Dollar Empire
We have a Yuppie
Problem!

Result...
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d
Katherine's Knowledge of
*NO REDNECKS HURT IN THE MAKING OF THIS PRESENTATION
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Rethink
traditional marketing &
sales functions
Let the Internet take over
Methodology
Training
Tools
Hire and develop next-generation sales skills
Structure
Skills
Continue to use proven sales methodologies
Use the latest in asynchronous and online sales tools
Weekly sessions with coaching based on Skills, Tools & Methodology
Flat/Sport team like organization, compensated on Logo, Use and Seats
http://tiny.cc/SalesTransformationPlan
The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us.
This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.

I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and
Travels to Clients
Travels to clients to get to know them
Build report over lunch, dinner & golf events
Uses Social Media to find new leads
Closes deals face-to-face to relay commitment
Lessons Learned
Great Customer Use Experience
Increase Use
Increase Use-Case
Increase Seats
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Need for Professional Services, Customer Service and a customer success Manager
Marketing Plan
Lead Gen Plan
Build Brand name online, heavily market a 30 day free-demo enabling us to get low CAC!
leads to
leads to
si
Hey look here beavers, you better hide your wives, hide your husbands, and look here both of ya hide your kids because we are comin. - Si
First it's pretty tires, then it's pretty guns...next thing you know, you're shavin' your beard and wearin' capri pants. - Si
SlideRocket a-synchronous selling tool
LinkedIn as a Sales Tool
EchoSign - eSignatures for contracts
Step 4: Implement a weekly training program
Step 1: Elements of a SaaS Sales Machine
Training: Coach your team!
Organize like a sports team
Due to high amount of changes in our field we can no longer rely on training institutions, this is the coach responsibility
Provocative
Meeting Prep
Story Telling
Using Prezi
One Hour per week
Skills: The Best and the Rest
Tools
Skills
Methodology
Skills
(vs. annual 3-day training)
Ryals and Davies identified 8 types of salespeople of which only 3 were consistently effective.
The Effective Minority
Meeting Preparation
Customer Interaction
Company Presentation
Presentation & Rapport
The Sales Pitch
Story Telling
Rising to the Challenge
WHAT EXPERTS DO BEST
These are the skills that we must teach
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Visualization of the effective minority shows the corresponding behaviors of the most effective salespeople. Experts (9%) are good at all 7 skills. Consultants (15%) listen well and are good problem solvers. and Closers (13%) can pull off a big product sale, but their smooth-talking style does not work as well for selling services
Experts!
Selling SaaS in the Enterprise
Methodology
Training
Tools
Hire and develop along Web-Selling Skills
Organize
Skills
Consultative with Provocative approach
Latest in asynchronous selling tools
Weekly training sessions with coach
Flat/Sport team like organization, compensated on Logo, Use and Seats
Most corporations get stuck at 100-300 customers
Step 2: Hire along new Skills
Customer Success Driven
Step 3 - Re-organize in a new structure
&
RainKing - Get to the right prospects
Most corporations get stuck at 100-300 customers
Customer Success!
Hubspot - All in one marketing SW
Qvidian - Sales Playbooks
Box - Hosting key documents
<more to come .. // ..//
Separate Prezi at:
Click here
= Wife
Every man for himself
Cook
Fashion Designer
Ladies man
Genius or Crazy
Bros for life
Rivalry
Wives
"Having your brother as a boss is a lot like dating your cousin...it's a bit weird." -Jase
My top 10 dumbest things I've done in my life has all included Si in some way. - Jase
"When you don't know what you're doing it's best to do it quickly" - Jase
"If you catch squirrels for your woman she will never cut you off in bed." - Phil
Full transcript