Selling at the

Speed of Trust

Copyright(C) TimeTrade 2013, All Rights Reserved

Today’s Speaker

Mike is Vice President of Marketing for TimeTrade where he is responsible for managing and executing product, marketing, program and communications strategy to drive sales, revenues and adoption. Mike brings over 20 years of marketing and technical management experience to his role at TimeTrade. Mike joined TimeTrade from Salesforce.com, the world’s leading CRM and enterprise cloud computing vendor, where he led the integration of real-time collaboration technologies into Salesforce’s Chatter Social Enterprise platform.

Mike Puglia

TRUSTTRUST

SalesTechnique

Trust

ProspectPurchaseDecision

The Prospect

Today we sell in a straight line !

The myth...

A laser focus on improved

yields,

more clever lead scoring, and

more effective selling

technique

will convert more and more

leads to closed business.

The reality...

40% or less of

the leads that enter

the funnel become

sales opportunities.

Source: The Bridge Group, PhoneWorks, TimeTrade Customers

Opportunities

And reality is.... ...expensive

17% -40%

Yield toOpportunity

Inside Saleswasting time and money

“calling, chasing, and waiting”.

60%

Sources: Brian Solis, The end of Business as Usual; McKinsey and Company, TimeTrade

Lead

Evaluation

Purchase

Use

Referral

Promote

Trust

TrustCycleTrustCycle

What You Are Really Doing

The Perception Gap

Adapted From: IBM CRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011

1. See reviews and product rankings

2. Get general Information

3. Learn about new products

4. Submit opinion on current products and services

What Buyers Think What Companies Think1. Learn about new products

2. Get general information

3. Submit opinion on current products

4. See reviews and product rankings

“Why do buyers interact with companies through social sites”

The Perception Gap

Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011

1. See reviews and product rankings

2. Get general Information

3. Learn about new products

4. Submit opinion on current products and services

What Buyers Think What Companies Think1. Learn about new products

2. Get general information

3. Submit opinion on current products

4. See reviews and product rankings

“Why do buyers interact with companies through social sites”

The Perception Gap

Adapted From: IBM sCRM Report: Perception Gap, IBM Institute for Business Values, Feb 2011

1. See reviews and product rankings

2. Get general Information

3. Learn about new products

4. Submit opinion on current products and services

What Buyers Think What Companies Think1. Learn about new products

2. Get general information

3. Submit opinion on current products

4. See reviews and product rankings

“Why do buyers interact with companies through social sites”

The new role of sales changes to

monitoring, engaging,

and intercepting

emerging brand and

product trust in a way

that leads to a

purchase decision.

Implementing “Inbound Sales”

Identify and capture key selling “Pivot

Points” in the Trust Cycle

Promote Trial Demo Close3,400

Outbounds

PP

Old Sales-Transaction based Process

50 DemoCalls

Promote Trial Demo Close3,400

Outbounds

PP

Calling, chasingand waiting

About 30% of available inside sales bandwidth

AlreadyIdentified“Pivot Point”

50 DemoCalls

Old Sales-Transaction based Process

Old Sales-Transaction based Process

New Time-to-Trust Process

Promote Trial Demo Close3,400

Outbounds

PP

PPZero

Outbounds

50 DemoCalls

50 DemoCalls

“Please CallMe”

Time-to-Trust Results

30% Higher Close Rate

40% Faster Time-to-Close

20% Higher Connect Rate

Trust-Based Selling

Implement and practice

one-call Inbound Sales

“One-call Inbound Sales” is a registered trademark of TimeTrade, Inc.

Outbound e-mail with persistent availability

E-mail

Outbound e-mail with persistent availability

Single outboundfollow-up reminder

E-mail

Call

Outbound e-mail with persistent availability

Inbound Sale

Single outboundfollow-up reminder

E-mail

Call

Trust Response

Time-to-Trust Results

• 20 to 30% more reps make quota

• Demo no shows are cut in half

• Product renewals are significantly higher

Persistent Presence in the

Trust Cycle

Persistence and Pivot Points

Persistence and Pivot Points

Pivot Point

Pivot Point - MeetingSales spends their time meeting with “self-selected” and qualified prospects

Persistence & AvailabilityImmediate scheduling – old “form” resulted in an average of 6.2 calls to connect

Persistence and Pivot Points

Persistence and Pivot Points

The Pivot Point is someone in a trial AND wants to speak to the company

The Story Successof the Inside Sales Superhero

3 Steps to Superhero Status

3 Steps to Superhero Status

Identify and capture a key selling

“Pivot Point” in the Trust Cycle

3 Steps to Superhero Status

Identify and capture a key selling

“Pivot Point” in the Trust Cycle

Create a persistent availability that makes

it easy for prospects to get your time and

attention.

3 Steps to Superhero Status

Identify and capture a key selling

“Pivot Point” in the Trust Cycle

Implement and practice one-call Inbound

Sales

Create a persistent availability that makes

it easy for prospects to get your time and

attention.

Selling at the

Speed of Trust

Copyright(C) 2013 TimeTrade