How We "Surround Sell" at Influitive
•
2 likes•2,954 views
Emmanuelle Skala discusses how sales has changed and buyers now control the process, not salespeople. She explains that "advocate enlistment" as described by Geoffrey Moore is critical for efficient growth but is often the slowest part for many companies. Skala then outlines Influitive's "surround selling" sales process which focuses on connecting with customers, educating them, and delighting them in order to gain advocates and referrals. She notes some specific hacks they use under each part of the process and invites people to learn more about job opportunities at Influitive.
Report
Share
How We "Surround Sell" at Influitive
- 1. Your Customers Are Your Channel How We “Surround Sell” At Influitive Emmanuelle Skala VP, Sales Influitive @elleskala @influitive www.influitive.com
- 2. About Me
- 3. The New World of Selling Reality check! Buyers are in control – NOT salespeople How can we adapt?
- 4. Advocate Enlistment Geoffrey Moore’s “advocate enlistment” is critical to efficient growth, yet for many companies, it’s the slowest gear Acquisition Gain new customers. Engagement Create incredible user experiences so they want to come back. Monetization Find ways to earn revenue from your customers. Enlistment Customers voluntarily recruit new customers.
- 5. Over 100 of the Best B2B Brands List updated April 4th, 2014
- 7. CONNECT Hack #1 Build your personal brand – get advocates to review YOU Hack #2 Be a matchmaker with your “targets”
- 8. EDUCATE Hack #1 Customer reviews Hack #2 Rethink references
- 9. DELIGHT Hack #1 Delight with gifts + take advantage of the honeymoon period Hack #2 How to get referrals
- 10. I’m Hiring! Learn how to surround sell and work for the fastest-growing tech startup in Toronto • SDRs • AEs • RSMs • Toronto • Boston • SF @elleskala www.influitive.com/company/careers-influitive/
Editor's Notes
- Hack 1. delight with the basics – amazing follow up, great education, being proactive etc Hack 2. delight with the selling experience – never too pushy or salesy. Learn their business, learn their objectives No just with your product but with your sales process Insert challenger stat on why people buy Find the right customers and delight them early and often Surround Selling References are dead 3rd Party Reviews/Social Presence Make it easy, fun & rewarding for your customers to spread the word Referrals You/Your Brand Your company Early in the sales cycle – capitalize on the honeymoon period