O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.

Selling is a Team Sport - The need to Work Smarter not Harder

880 visualizações

Publicada em

What the next-generation salespeople want and how to motivate them. A keynote provided to an audience of 12,000 people in Florianapolis, Brazil. Discusses a new generation in sales, and the focus on working smarter over working harder in an effort to solve ever increasing challenges we face as human kind on this earth. We see this as a global phenomena

Publicada em: Vendas
  • onde of the best presentations ever about selling in teams
       Responder 
    Tem certeza que deseja  Sim  Não
    Insira sua mensagem aqui

Selling is a Team Sport - The need to Work Smarter not Harder

  1. 1. SELLING IS A TEAM SPORT The need for you to work smarter not harder and how to do it.
  2. 2. The future isn’t a place we are going to go, it is a place that you get to create. Nancy Duarte ““
  3. 3. Boyan Slat’s Dream THEOCEANCLEANUP www.oceancleanup.com Boyan Slat’s Dream Pictures from @oceancleanup
  4. 4. To get rid of the plastic in the oceans THEOCEANCLEANUP www.oceancleanup.com Pictures from @oceancleanup
  5. 5. Design it! THEOCEANCLEANUP www.oceancleanup.com Pictures from @oceancleanup
  6. 6. Build it! THEOCEANCLEANUP www.oceancleanup.com Pictures from @oceancleanup
  7. 7. Solve it! THEOCEANCLEANUP www.oceancleanup.com Pictures from @oceancleanup
  8. 8. THEOCEANCLEANUP www.oceancleanup.com Pictures from @oceancleanup ?What about us?
  9. 9. THEOCEANCLEANUP www.oceancleanup.com Pictures from @oceancleanup ?What about us? How can we change the world
  10. 10. SMARTER HARDERnot just work
  11. 11. SaaS is the world CH NGING
  12. 12. Who can start a company? Anno 1999 A few large corporations Today Anyone working together on an idea
  13. 13. changehow we manage people But we must
  14. 14. 101“Boss” Manual GOAL set a $ $
  15. 15. 101“Boss” Manual QUOTA handout
  16. 16. 101“Boss” Manual ACTIVITY measure
  17. 17. 101“Boss” Manual incentivize with
  18. 18. 101“Boss” Manual 1 2 43 goal quota measure pay
  19. 19. 80s Helloooooo the called.. They want back
  20. 20. 101 SH W UP Employee Manual just
  21. 21. 101Employee Manual work
  22. 22. 101Employee Manual hit your
  23. 23. 101follow the Employee Manual M NEY They want you to
  24. 24. WORK HARD GET PAID Management Performer
  25. 25. HUMAN Of course I want to get paid. I’m only
  26. 26. YOU How does this impact YOU
  27. 27. We need you to be our SUPERSTARSSUPERSTARS
  28. 28. Power you with TOOLS
  29. 29. Olá, Jacco Tudo bom? Você que acompanha conceitos modernos de vendas B2B, já deve ter ouvido falar no Receita Previsível, a metodologia para prospecção de novos clientes super conceituada mundialmente, e cada vez mais implantada por empresas brasileiras. A cada dois meses, nós do time do Aaron Ross no Brasil (autor da metodologia) reunimos gestores comerciais que querem montar ou refinar uma estrutura de prospecção seguindo a metodologia Receita Previsível. Aproveito pra compartilhar que estamos nas últimas vagas dessa próxima turma do nosso Programa de Aceleração em Prospecção para gestores, que começa dia 21 de Agosto. Clique aqui para ver mais detalhes sobre o programa. E por último, mas não menos importante... Fique à par dos nossos próximos eventos! A próxima data será em Belo Horizonte (dia 5 de setembro). Para outras cidades, clique aqui. Abraço, e boa leitura! S R P S C I T
  30. 30. T-SHIRTS We suit you up in uniforms jackets, socks, and shoes T-SHIRTS
  31. 31. COFFEE We provided you with and ping-pong COFFEE
  32. 32. SUPERSTARS And we turned our Into email robots SUPERSTARS
  33. 33. DECLINE MQL SQL SAL MRR CAC LTV ARR GROWTHGROWTH
  34. 34. And now are fired YOUYOU And now
  35. 35. FAILURE WE SCALED NOT SUCCESS FAILURE WE SCALED
  36. 36. BLAHBLAH It’s all the exact same It’s all the exact same
  37. 37. A new approachA new approach Smarter Work Harder Work Harder Work Smarter Work
  38. 38. There are CHANGES Working in our favor 1 2 3 4 5 6
  39. 39. Change 1: A New Game BUYING NOT SELLING
  40. 40. Sales
  41. 41. Sales
  42. 42. Listen to customers help your customers to buy Stop the selling instead
  43. 43. Change 2: A New Playing Field MOBILE NOT ONLINE
  44. 44. and not the desktopand not the desktop Must optimize for mobile use
  45. 45. Change 2: A New Playing Field MOBILE NOT ONLINE
  46. 46. Change 3: A New Speed HIGH VELOCITY
  47. 47. Anno 2008: 9 to 18 months Anno 2018: 1 to 90 days
  48. 48. Change 4: A New Science Add, Multiply, Exponential
  49. 49. Metodologia de Vendas SaaS Educação Seleção # SQLs# MQLs# PROSPECTS # COMMIT # LIVEs $ ARR $ LTV Setup Uso Expansão A Conscientização B C D E FP $x x x x x x =
  50. 50. 10%improvement 7moments Y In Math We Trust
  51. 51. 7 1.1 =(1.95) 2 In Math We Trust
  52. 52. Change 5: New Rules WHY I WORK
  53. 53. • Meaningful work • Great management • Fantastic environment • Growth opportunity • Trust in leadership
  54. 54. Change 6: Moments that Matter POPSICLE HOTLINE
  55. 55. 3,292 reviews, #4 of 357 in LA The Magic Castle
  56. 56. ?
  57. 57. Change 7: A New Player YOU
  58. 58. Buying not selling Mobile not desktop Faster not more New Rules Meaning not just Profit Power of You Smarter not Harder Key Moments Not micro management New Science X^Y not X+Y
  59. 59. How to: WORK SMARTER not harder
  60. 60. 1 2 3Study Practice Coach HOW TO WORK SMARTER IN 3-STEPS
  61. 61. PROCESSO DECISÓRIO TEMPO ENGAJAMENTO Resuma para ver se entendeu certo IMPACTO EVENTO CRÍTICO SITUACIONAL DOR +2 min +5 min -5 min Final ABERTURA PREPARE ACE AGENDA WAGON/ CONEXÃO FECHAMENTO HISTÓRIA ENFATIZE RESUMA S S I CE D P t=0 HOW TO WORK SMARTER #1 Study Best Practices
  62. 62. HOW TO WORK SMARTER #2 Practice as a Team: 10% in the class room
  63. 63. HOW TO WORK SMARTER #2 Practice as a Team: 20% in role play
  64. 64. HOW TO WORK SMARTER #2 Practice as a Team: 70% in real life scenarios
  65. 65. HOW TO WORK SMARTER #3 Each One Teach One
  66. 66. 1 2 3Practice 10/20/70 Coach E1T1 HOW TO WORK SMARTER IN 3-STEPS Study Blueprints
  67. 67. You have to do this yourself work as a team
  68. 68. The Winning By Design ONLINE TOOL KIT to help you work smarter
  69. 69. #1 RESOURCE METHODOLOGY
  70. 70. #2 RESOURCE METHODOLOGY
  71. 71. #3 RESOURCE BLUEPRINT DESIGNS
  72. 72. #4 RESOURCE BLUEPRINT DESIGNS
  73. 73. 1 2 3 RESOURCES TO HELP YOU Practice 10/20/70 Coach E1T1 Study Blueprints
  74. 74. your turn…
  75. 75. I U Watch the next video. These people do not do this because someone told them to. They did this because they love what they do. Share your love of communicating with your customers and you’ll succeed, in business and in life. Watch the next video. These people do not do this because someone told them to. They did this because they love what they do. Share your love of communicating with your customers and you’ll succeed, in business and in life.
  76. 76. SELLING IS A TEAM SPORT The need to work smarter not harder and how to do it SELLING IS A TEAM SPORT The need to work smarter not harder and how to do it

×