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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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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