See how good you are and for you to see how good I am. Are you ready? Here’s your first challenge. Now that was about five seconds, there’s all get on the same page, but the world’s fastest demonstration of getting a line with your audience. All right, if you listen, you make small adjustments, everybody can get on the same page, including your sales team, including your customers, and your marketing audience, your internal teams, it’s that easy. That’s what we’re talking about here. The rest of the day if you don’t delete, i like what you, i’m vice president of community engagement sailor. I’m also the host of that 16 podcast, if you have to subscribe to that one yet wherever you listen to podcasts over 600 episodes of sale leaders until data set of leaders and like over three million dollars, success a little bit. They’re pretty good at the last minute here, but i’m here to talk to you about how we incorporate HubSpot into family. So again, with my audience calibration test, How many people are here today? How many people are families? How many people know about HubSpots? All right, because i’m not going to talk a lot about how to do that. That’s the that’s why i got used for and we have an awesome team here at family. Some of them up here in the front row that do the actual set up. Make sure you wear to click the buttons that have to put pipeline deals, but we’re not going to do that. We’re going to talk about the philosophy of how we align into the modern fire jury. How we design this strategic process to make it as simple for our customers to buy and keep our sales people out of the way. Right? Or even atmosphere of the environment that allows the customers to buy. While the sailing people will stay out of the way. That’s what we do at sailor and even in our methodology. So you think the sales training company, that’s not the best model but it is the best way from the buyers can make it easy, and smooth as possible. And there are some responsibilities consital people in this, right? They have to create that atmosphere environment that allows customers to buy. One last. Raise your hand if you have to raise your hand. Okay, this is my travel breakers. With the modern fires journey. So the opening session, it really did a great job at first day down the open enough for me today and set the perfectly for just one we’re trying to drill business. We want to double our sales this year. How many people think we need more marketing? Here, they need more, salesy more sales involvement, tell people, All right, how many people are waiting for me to give the right answer before you raise your hand more people? That’s what i thought. All right? The answer is we don’t need more stuff, the traditional sales and marketing tactics are broken. The youngest is that this morning we don’t need more leads. We don’t need more sales, we don’t need more stuff, i’m a content, dad, you don’t need more content. Even if we got a evidence, what we really need is more connection. We want to work smarter not harder that Sandler we’re about sales intelligence working smarter not harder. Theoretically we should be able to spend less time money and energy. And have our sales go up. But our number of prospects, number of leads, the number of conversation can go down. It’s spending less time of the home people more time with the right people. Let’s talk about how we moved. Our next level, i have a bunch of things here for you today, but for changing play along Next audience celebration task is that sales is not a numbers game and i’m going to be right now, put the number thing. So if your job is to count from one to 504 as fast as possible, i’m going to put 30 seconds on the clock here, you have to find the numbers in order on the screen. So i’m going to show you the numbers from one to 154 and give you 30 seconds. So find the number one. Then the number two, then the number three. Like are you ready your 30 seconds starts now? All right, we got one person again to 54. All right. Something happened there. Two people. This is the system. All right, that helps you narrow your focus. So it’s in a grid. So like read the book, one of the upper left to the right then there’s the next line. Left to the right and then the bottom. So number one’s in the one area, two to the two, three. And then we’re going to move on and we start over back up to the 10. So we’re going to try this again and see if you can beat your score, 30 seconds on the clock. Your time starts. And time to. Okay. Who did worse the second time? That’s okay. Anybody who’s better at the second time, all right, that’s pretty good, right? A system allows you to focus on what matters and narrow that turns rather than searching for 54 numbers we can now search through justify in that grid. That’s what we’re looking smarter. Not harder does for you and that’s what we’re going. All down business development. So how spot now and when you’re over here, getting done, they also do outbound prospecting. That’s the same reason, so all bound is putting them together. Big down and down would become more effective than the aligned with our buyers. We talk only in the most qualified prospects. We have the best conversation possible with those prospects and we focus on helping the customer, uncover the truth. This is a good deal for them, buy from us would make them or save them money and that’s the truth. We need to help them get to go through this past and easily as possible. And if it’s not a good thing for them it’s going to cost the money. It’s going to slow down and it’s going to be a bad deal for them and they’re going to give us later and not renew, then we need to find that that’s true about to as fast as possible. So we don’t waste their time and we don’t make some hard time, right? This is a sales methodology for going to talk about process here in a second. The sales methodology starts with the buyers engagement, the buyers journeys, where we talk about so much. Obviously, they’re aware of the talking to sales. They’re creating some sort of engagement. They’re going through a consideration process, then decision And then hopefully they become advocate. They also mentioned a lot this morning, what they’re using the product, or what they’re referring it and having a great time, the single person who is lined up with this fire They need to start by engaging the prospect helping them qualified, the opportunity, we’ll talk more about that very second and closing the business closing the sale, getting them to ensuring this as fast as possible. There’s seven things, the data is an hour outline over 50 years ago. That help people get through this process, it’s all in the buyers investigators. It’s all on their boats, right? Does not want sales. People are trying to account, but it’s what the customer needs in order to make the best decision. Possible number one is, how do they communicate? How do they prefer to communicate? How many people are aware of the disc behavior role model? So this, all right now to explain it a little bit here, but just in basically quadrant there’s four things whether they’re introverted or extroverted and whether they’re task oriented people or their people oriented people when we know a little bit about how they want to behave, but they’re extrovertive. And they’re people oriented. That means we need a sale person who is extroverted and you can talk with people and we build consensus and we can have a great time if they’re introverted like domestic earlier and they’re task oriented people like he has real statistics. That we better put an engineer on that sales team if we’re thread itself. Is our next right? Film. There’s different preferences of how the buyer prefers to be communicating. Number two, when we’re engaging we want to find out the rules of the game. We call this up front, contracts and sales. So we’re focused on how they want to be sold. We can then match that up if we know how many Demo. We’re gonna have to do or how many meetings we have to go to or how long the sales process is going to go people don’t panic. After this again and again, but The way i think about this is dragging in the dark on the highway, if you have headlights and their street lights and it’s completely bright, even in the at midnight, you can go pretty fast while the highway, right? We’re gonna send 70 miles an hour. If there’s no three lights that are headlights into dark, or there’s a whole bunch of hog and you can’t seem very far, we have to slow down and we can still end up running into this. And that’s what happens, when sales people and why that hail is, there’s not enough clarity where the violence to go and where the singles people want to go. So that process gets slow down and you hit a lot of balls. Along the way. So this one’s important, then we get to qualifying. And there’s three things, i’ll just go ahead and put them all up here. And I’ve seen that we found, we need an open to do a presentation. They close the business as usually possible. Number one, if you need to know what the problem is, they’re trying to solve. So i’m going to talk about the game side of things here in a second, but sailor invented, the term pain and sales. What’s the problem? They’re trying to do with the emotional propelling reason, they’re going to be many by for you by competitor change. Their current system, whatever they’re going to do, what’s that compilingual reason? If we know they have a reason to change, then maybe we talk about their investments to the answer, budget, time, money and resources and the main power they came. In order to implement any kind of solution. If they don’t have a problem, we don’t have to say, if they don’t have any resources to fix the problem. We don’t have to say and the third thing is they’re decision making process. When we understand how they want to make the decision in the criteria that they’re going to use the judge which one will win. We can do better presentation. 昨日（13:15） People messed us up as they prevent present first and then they trade overcome objections and similar. We want to know what their criteria is. What are their objections up front and then we’ll present solutions to those seconds? So, when we understand, whether it’s been making process is, if we’re selling that hospitals and we know it’s a year long, we’ve got to get bored approval and stuff, we can deal with that. That’s fine. That’s the business word. If we’re in a one call close i mean they can sign up online. We’re going to ship it to them. Well then we don’t need to worry about that. Let’s give you a really short discussion. Okay, if you need to have a credit card you know my purchases. Okay great. What are you going to hire exam inside between this and the other subscription? Pretty easy conversation? We’re going to have that conversation. How are they going inside? Who wins their business? Then we can present the solution, so we get to closing. We’re presenting the exact right solution. So what they, what solving, the problem within their budget and their investments and consistent with how they, what they need to see in order to make your right decision. If we do that, somebody shout it out. Theoretically, what you are closing percentage of me. 100% would be great. Theoretically, that’s right. In the real world, i’ve had GEOs twitter between the presentation. The decisions happened 80% above is, is pretty And if you’re not, About 50 percent, if you’re losing more than you’re winning in the Mexican changes and pay attention to the next two parts of this top, all right? But theoretically, 100% 80% above is good, 50 percent and above acceptable. If you’re actually at 100%, you might need to try a few more. You’re probably leaving some deals. Publication. Then. Another thing that failed people don’t do it. I saw the camera grew up as a great flight to take a picture of This is the standard spelling system, the last one is post sale. A lot of sales people mess up because they get the, yes, they get the check or the same contract and then they get to hang out there as fast as possible, so that nothing can go wrong, right? We’re like, let me count this in the market. Close from the CRM. We’re done, i’m setting over if they cancel that on customer success. What’s a little bit better in in the buyer’s interested to stick around? 550 more minutes, is up another day. Figure out what’s success. Looks like we outline our criteria. When would you go? You would give us a referral but this was a wind deal for you that you loved it. We nailed all the best parts we set up and this is a whole run of the great decision. How would you go? We can deal with things. Like buyers remorse, we could talk about and off the customer success that we have one. You can do a lot of stuff in the post cell. We need to do it because it’s in the buyer’s vestigious and it’s in the companies. That’s interesting from the same person. All right. Well let’s not here on point. One is that this is the sales methodology. You’re not familiar with these terms before these things apply to everything. Stand, there’s been doing this for 50 years retained over a million sales people we have 200 locations And every possible industry. So i know those seven things apply to everybody in this world. What? I don’t know is a sales process, your sales process for doing really low involved. It could be really fast, it could be a five minute conversation, but all of those seven things were still in your best interest. Time cover. As we go home, is that fair? All right. We do have two microphones in the middle. I’m going to do some Q&A on the way through so far. How are we doing everybody? Line up? Agree. Any questions anything in this? I really like that to say one thing, which is We use HubSpot, obviously, that’s what i am up here, but we also extremely HubSpots, sales team. So we’re the ones that do the sales training courthouse about and we have 200 global opposites as well as an enterprise team. So that means we have over 200 instances of Hubspot and they’re all tied together. So really complicated software, Again. Some of the team is up front. Here it does. All of that hard stuff but That means we’ve done a lot of getting sales people to use Sierra. I mean, spend 50 thousand sales people a year. What percentage is you think you don’t want to use Sierra or have trouble figurative? Pretty high percentage. We’ve done this a lot. So hopefully what you’re going to hear in the left of this presentation is some stuff you can use to get them, use it to get the better results and you can sell smarter and not hard. Okay, next celebration test this one’s on you. All right i’m going to think of a number between one and 50 but before you come up with it, i’m going to give you a few pieces of data to help you narrow down your guests. All right? So two digit number between one and 50. Both of the digits are odd and they are not the same, so 13 can work. We don’t pick that one because i just set it up, 33 would not work with voltage, right? Number between one family. Few days. Both of them are odd and they’re not the same. Clock twice, if you picked 37, You guys are awesome. Number one, so we’re just a few pieces of data. We can get really specific on what we’re looking for, right? Same thing with our qualified leads here. So, Just a couple of pieces of data for our sales team and help them have much better conversation when they go to do that options. So, lesson number two is, definitely enable the sales team to align with the buyer. We do that at sailor with four different ways, and i consider that a two of these marketing tactics and doing these sales tactics, but it’s all bound business developing Messaging pain-based sequences instead of product based sequences lead scoring and distribution and then enabling better conversations. Number one, welcome back. I thought i’d listen again, that’s right. Number one is sell to the person, not the persona in heard this, in the opening remarks this morning, it’s not good enough anymore to have that industry for sale in the marketing. We’ve been talking about that for years, right? We do a personas, you do this average person, the product is nobody’s average, there’s always somebody that has an outlier of some sort of that facility. You could solved, we can get really specific now and sell to the individual person. We can market to one individual person and if that person was the right person and that those deals are worth it enough for us to take it seriously. There we should do that. Right? So at sailor, we use a tool. We have a partner called Humanta AI and this is the disc profile again. So it uses AI to go out and find information on the internet about our buyers and enrich, our HubSpot CRM with their disk profile. So now i know, are they dominant person? They quit. They let you quick decisions or task forinted are they influencers? Do they love to? You know, people the persons or the shack snapchat and stuff for for instagram. Are they compliance officers and they’re illegal department and the engineers that are task? Forwarded, i can notice ahead of time. I can crack my messages in all throughout the spire’s journey to maximum what that individual needs to hear. And the more information you can get about the person not the persona they’re better introduce. Here’s some of our stats things are actual snapchats from our Sierra, okay? The default one The industry persona is over there, on the left had 5.9 percent, click through rate, not better than the ball campaign look across. 30 to 300 percent better when we’ve actually messages and here’s a couple of things, you might be able to pick the email that you like this. The deeper soda i mentioned was quick to set decision makers, they’re like, hit to it. Give me the big picture don’t waste my time kind of people. You can see the signature in the first half of the screenshot, right? The signature is above the hole in that second b5 message. The sea type one on the other side, has lots of data and four points for those brakes. And i think it’s also funny, right? Are the CD Eagle, you know, anything about the second classes? If they see anything they disagree with, go ahead and give this this too much. I’m out of here. Away. That’s okay with those people. Unsubscribe to good, i believe it. Here’s an example of what that might look like. So we took our generic campaign that had our pain bullets, it had some nice messaging in it. It’s not a bad email and we improved it that these styles again looks quick decision. Makers goes like typical CEO. Type people, the presidential tech people that are like just give me the big picture. Tell me what’s it about. I’m going to make a decision. We included language like i’ll get right to the point. Here’s something in my time help we add stuff like it’s an honest. No nonsense approach to sell my personal places, the salesperson firmly, and control, building some more positive outcomes, When we did that, those results went sky high. Okay. So many more messages. We can do individual campaigns though, with the HubSpots. AI tools we saw we can write with chat tvt, many different versions of our sequences and then we just need to collect that data at a second of these less than a lot further than we ever have before. Next one, in our campaigns, we want to sell to their pains, not our products. People don’t care about what you do and the marketing bulb, always how long you’ve been in the business, unless there’s something in it for them, what they care about is, how are you going to solve their problems? So give us another good slide to take a picture of this is sailor, intellectual property, David Chandler invented the idea of pain and it’s blown up around the world because it’s extremely motivated. If your chair is on fire right now, you’re going to stand up. But if you’re really tired of that long day already, and i have to bribe, you out of it, you know what’s going to say 10 bucks, 100 bucks thousand bucks, i gotta get up there and the game thing before you get out of your season. Let me have your receiving the back room, right? 昨日（13:25） What we’re doing messages instead of our persona-based, product-based stuff we’ve got new product. Launches. AI based widgets with you know, XYZ features, nobody cares. But if we talk about the problems that it solves, if we talk about the fears, that it relieves people start paying attention. If we can tell their story better than we can tell, our story will get their attention. King of the present is that Instant gratification still pretty good and gained in the future is nice too. That’s that sales utopia. Someday all of your problems will be solved in. It’ll be a magical experience. Here’s what it looks like in sailored world, but the viewer. So rapidly talking about a sales training program. And how long a boot camp is and how much it cost and how easily you can sign up for our online courses. All of those things are true. But what is more interesting to you is? Are you not getting in the front of the prospects? Are you going to meet up in negotiation for the last two long? And they’re making it all about price? Are you having trouble with forecasting in the future? Are you going to get fired? And you can see people missing his number That’s a future of any based one. I also like who names of the president, right? Who say those technology, how are we using AI tools? We need to hire some sales people. Right now, that’s a great problem to have. We want to grow our team so we can talk about being with the president there and engage in the future. Again, with that utopia women at our sales process, we’re going to build a sales culture and an ideal attitude For our sales team. So, if they get much better results, all of those are great things to work on. But here’s what we found on some of these. But again, our industry for someone is on the top, we have 3000 people going to our generic campaign. Only 200 went through the pain in the present and only 83 in the game in the present. A lot of interesting stuff on this paint, but i like this meeting ring. That’s what we really care about. I don’t care how many people open it, i don’t care. How many people click on it. I care about how many needs we’ve got for our sales team. So, Seven meters out of three thousand people with our industry, persona campaign, six, meetings with only 200 people that’s doing less but smarter marketing and we’re getting the right people at the right time. Now, interesting, if you look at the bottom line, you open a right in the game in the present is much higher. It’s the highest up there because people love click on having stuff you want to make you wait and you know, meet the person of your dreams, of course, we all put on that but then we realize that that’s not the world we live and we have problems that we have to solve and we click on the payments form. Okay. So even though some of these numbers can be misleading, you can. Well i want the 16 percent open rate and the three percent beating rate that world doesn’t really exist. What we found is the motivated people that want to talk to a Salesforce to have a problem right now. But they lost all, okay. Now, i’m going to volunteer from the audience to demonstrate our next point here. So we’re going to try to find out who your sales people should call next. And the Santa I want you to remember, is that any given time, only three percent, Of your audience is ready to buy. They got other things going on, they just started a new project. They’re not at the market, they think they have a better idea to solve it on their own anything like that. So one card in 52 of a playing card deck is about two percent change. So we’re going to make a little bit harder than what you have to damage basis but because anybody ever wanted to speak on the end on stage, we can call it here. That’s awesome. Excited up there. Okay, what’s your name? Ashley, you just talk about the end of six. Congratulations. All right. Yeah, i just need you to pick one of our cards out. Nothing at all. Today. All right. Now i want you to show everybody else. I’m going to make these parts up over here. Yeah. All right, everybody. Both sides. The next things up. At the card. So i’m making it difficult. I was just so even though i didn’t realize the order is really crazy. Like that. We’re sure all so that. Some of the cards here are face up and face down. This is like our leaves. This is our CRM, right? Some of them. We have no idea where the came from. Some of them, we have great data on. They’re all completely out of order. There’s nothing going, right? So you put your stick down on your second together. All right. Now we’re going to do the magic of the HubSpot CRM and we’re going to take a look again and see if we can find actually’s card where you find asking this card. You’re telling what we got it. Where we oh there is for the second hearts. We’re there. But, Here’s the message again. The method here is that the single people hear about that one, right car. That one, that’s the right time we call the right person. You’re looking for, what we do. They have probably gets off a budget. We consultant, they’re looking to make a decision. We can get incredible numbers. I’m going to show you some of ours later when we talk to the exact right person. So we need to support ourselves. Making sure to try it right? Person to the right time, we need to agree with them. On what the definition of an SQL is we need to set up notifications and dashboards for them. We’re going to show you that prospecting dashboard. They may give you this morning. We’ve been using it on the bigger here at anyway and involve them, within the best interests of the customer and the selling to both sides need to be able to want to talk to each other. Customer needs it opt-in. They say i’m going to talk with this person but salesman says, yeah i want to talk to that fire because they’re qualified to but not wasted anybody’s time. Customer focus process. So when we do leads story, there’s a lot of things that you can do and it’s really difficult at sailoring. We’re gonna mention we do the sales paper up flat. We also have a local offices to do sailor, training and sales training for individual partners and resellers the marketing companies. So, it’s just because somebody comes in to RSCRM system, we need to know. We can’t send a small one person marketing agency to our enterprise team. And we don’t want to say how about a billion dollar company to a local rep here in Boston. We know we do a great job but that’s not the right team. We’re not doing the best interests of what parties today in the distribution in ours and mention is very crazy as well. So we have over 200 instances of these. We need to send the right people to the right places at the right time when you get some data in order to do that. But i can’t tell you what yours is. I know what ours is, we’ve come put some complicated lead scoring to say when they do this and that’s more information on what type of company. They are and the alphabet zip codes. We can rotate them to the closest global office with the right skill sets, even at an industry, experts of other things built in. So, we have a construction materials team. We have a software satis model, teaming, some white people do the right sales people. Then it lands on their prospecting dashboard. This one is jackson’s and one day, he’s got about 24. 25 emails to make and 24, 25 calls. And this is the bigger feature and that’s fine, but it’s going out here soon in the salestop when he logs in. He knows exactly who to call making a jackass job is easy as possible. So, if you go thumbs up this dashboard, here’s the 25 people today that are ready for me a call. They’re ready to take my call, they took some sort of action, i’ll show you that here in a second, what we design our sequences and our outreach. We want to only involve the salesperson when we need a human touch, the rest of it, we all make. So, normally i would say only involves a young people at the end after something outside. But in this example, this was an executive campaign for some more enterprise clients. We wanted to invite CROs to a special executive threat briefing, where it was just other CEOs, you want to high-touch candidate. So we automated some stuff. We sent them a feedback of what they would like the event to talk about, we have a sales people connect with them whole link and at least at the invitation They followed up with the phone call to make sure they got the invitation and that they felt personally invited. We sent them some related content based on what they filled out and the feedback. Part of that first email, then the salesperson used vinegard to make a video and sent one a campaign that said something like, hey Siri expected the event, it’s going to have other CROs like you, we’re going to be led by just a second and we’re going to talk about these topics. And then again, if you have any questions show us, we send them a high-touch video and then at n, will it make sure we tag all of our Feedback. So we go. How did that work salesperson when they reached out and just get a good positive response from the end of all time, but we’ll use qualified. That everything worked at we want the same thing. When they reach out, you want to make sure we help the sellers have the best conversation as possible by enabling them with insights, talk tracks and playbook. So we need to provide the data and previous interactions. All of that stuff we’re missing and collecting with AI, all the stuff in your steering, doesn’t matter. If the salesperson doesn’t have to make the call number two, we need to give them templates for the emails and the conversation. So when they make a call, they know what to say. And a good call. They don’t want to say and we’re going to collect the best practices and feedback from all of our reps and then it prove this process over times constantly of all been back and forth. So i mentioned him, we have some very large accounts on our deals are over a million dollars. So in our enterprise team, we do accountant dossier. So we put together from an up spot to that. 昨日（13:35） So, It over to him. And it says this account, abc bank account made up, main is great for you to talk to them. Reach out. Here’s luck in the last 90 days, it had over 300 surges in the state enterprise town for the keywords customer success. They search for sales grow over 40 times and our AI tools have said that the serving topics within this enterprise Fortune. 500 company. Our tech software sales, customer success performance and Salesforce effectiveness. If you look over on the left, the success is our partner there. The intense scores of 91. So this person is ready to go. Their intentative is very high taxes running at home, what happened? That we in our presentation, in June. Do you notice? They started doing a searches online, landed on, one of our pages to interacted with three marketing campaigns. Yeah, googleize the huge, multiple pages on the website, filled up to contact us form and later that day, jackson made the call. That’s exactly what they want. That person was hot, they were ready to talk to a salesperson at jackson. Picked up the phone that afternoon didn’t take very long for them to have a best conversation. Result. It’s ready for him. All he has to do is click set pick a great one, looks appropriate for that situation, send it out when he’s going to make a call he has all temples so we’ve written into your board. So he could say hey zelda retail because i know that she pulled out our contact us for on the website and work with people who are concerned about their customer success, renewable rates and their sales forces. Effectiveness based on that of the previous account, CA We don’t text those results by helping them have the best conversation possible with your team and doing some ongoing training and coaching to make sure everybody’s on the same table with sales process. Are you the first person of the organization or where you just looking for something else and i ended up in the wrong inbox, but not going. Jackson can easily start that conversation, but i’m going to take one step further for you. That is only the first 30 seconds of the call and we don’t know what’s going to happen. It’s all they can say, no, i’m not the right person. I was trying to talk my boss in this video or she can see. Yes, i am the right person, so we don’t know. So what we need to do is prepare jackson to do this in front, the sales buyer seller games, right? When i do that by getting from a playbook with some different apps to making sure you’re prepared to call. So before he mixed that call, he’s going to go into the hub spots here and these are the playbooks in the enterprise feature, you can sync this directly into customer record and all the answers to the type, 10 to this playbook form will be directly tied to in every other instance above, but you can see the whole thing to an accountant. So this is actually the sailor recall player. If you want to get into a quick snapshot of, we also have a post called debrief checklist for all of her reps. But we want to know who’s going to be in the meeting. When is the meeting, what’s their disc style? How do they prefer to be anything with? What’s the meetings purpose? Where are we at the sales funnel? What questions? You’re likely to be asked from the buyer? What questions do you want to ask about? What are your prepared responses for the things? They’re most likely to ask you to do next? And then i mentioned contracts earlier, they’re part contract is what you’re agenda from the how are you going? To go about this foreign. Jackson has that ready to go? You can have the best conversation possible with the fire. We got. All right now it’s time for another customer calibration test, bracing, how you could do and reading the with all of the information possible. I need somebody to be a an amazing cycling. Next, come on down. All right. Foreign pictures of symbol, i have five emojis. Next everybody, welcome this. Here, i have biologies over here. And what i can do programs where you can do is hopefully these, i want you to try to read my mind, which one, i’m going to pick and just pull out, whatever one you want up here, like that. That’s going to be your prediction which one you think you want to start with? All right, i’m gonna go with this one, i think. Line up. So prepared to grab the car. We’re going to show the office three, two, one. Start recorded. Those are. Okay, next one, we got four more to do which is position. All right. I think we are going to be able to get ready to the one. Are you sure? Uh, okay. Three two. But Now again, Here this morning for you but with the right data with a really intelligent system and you know maybe a few trips up your sleeve, you can read your customer’s mind you can tell them exactly what their situation is exactly what they need to do next and know exactly where they’re going in the sales system. So what’s the number three here and we’re going to try to have some type of questions here. So i’m going to go fast and i’m going to show you the world’s inbound to the most complicated slide. But it is interactive register for the session. So, Here’s our enterprise sales process. It starts with prospects. Then we have identified suspects that we’re chasing after we’re actually pursuing. We qualify those opportunities based on any budget and decision as i mentioned earlier. Would position and presenter of solution consistent with those things. We are covered. They agree to it that and for us, there’s an extra step here where you’re losing, you approval process, we will legal involved and all the finances and then we work it closed. This one of the serum because there are seven sets in our sales process in zero. Again, yours can be shorter. If you only need three, don’t take our our session, right? If you’re an enterprise sales and submit accounts, these might work for you but you might have a demo, you might have a trial period, you might have some sort of legal review, whatever your steps are. Make sure that they’re right in the CRM for what the firing to do in order to get to the decision as fast as easily as possible. This is the road analogy. Remember, We want to make this process as clear as possible in the Salesforcement and the seller, so that they both know where they’re going. If they know this roadmap, if they everybody knows this, there’s no panic. As soon as either party doesn’t know what’s going to happen next bad things happen. That’s when we go. Uh, yeah, maybe call sometimes we’ll talk about it. Annoying, but when we know what’s happening, next and everybody agrees to take the next step, things move slowly and sales remove much faster. So, Here’s the penis. Your customer decides when they move to the next page, not the sales person. They can’t there’s no there’s no women in this room but Buyers know where they are in the problem, fires will tell you where they are when they the Process we know and we can move them forward. So i’m going to add the goals of these states. Those seven stages, we’re not like sellers actions, the buyers action and what the causes them to move for the next stage, here it is the workplace slide. Thank you most five. Most words in a slide and inbound here, 10 screenshot and also on a QR code on the next page so you can download it everyone that’s in the app. Are those seven stages? I just had only other slide. In the middle are the seller’s action. When we have a prospect, we need them to trigger some hot spot sequences. When that prospect reaches out for a meeting, they fill out the context of course they need to do a free call plan and do these other instead. Again they might mark move the opportunity forward they confirm with impairment and over there on the end in orange they mark the opportunity as close one and they fill out the portfolio. Customers investigator, they know exactly what they’re supposed to do, any more of the status. Now, here’s the buyer actually criteria. This is the one that i find most interesting. The buyer moved from a prospect to a suspect when they respond to our marketing outage when they opt in to being a prospect for us. When they have idea information on the pain and the investment in their decision, they can process. That’s when they’re qualified. When we can answer. All of those questions that make specifically told us, not like, i think, i know their budget is, they said they had enough money costs, that doesn’t count when we finish specifically told us animation, we can check the gong pop recording. They said they had a hundred thousand dollars to spent that’s when they can move on to a proposal solution, right? At the end when they sign their contract, that’s when it moves to close one. Not from the seller says boss. I got one Now, when the customer signs of Instead of a lot of cool automation to do some of these things, which is great. But here’s the big finish. We just have a couple of minutes left. This is an actual screenshot from our hubspot CRM. They showed it on the main stage earlier the new process reporting. And our conversions for each set. This one is jeremy’s. He had. 47 prospects. In the last year, going to follow, that’s not a lot. But we’re selling enterprise deals. And if you love 80 percent, or higher move to the next stage in every single step through those seven steps that we’ve got, And at the bottom, the total number almost 50 percent close rate from To clothe, one of the old, the thing we did not waste various time. One minute. This year once he was talking through the exact right? People after right trend 80 percent of them were going through. If you’re saying those people 80% that people they call said a meeting with them when they be happy. If 50 percent of the people who made it into your pipeline closed as one per year, would you have your best year ever this year? Would you be happy that you’re hustling, more your staying up late nights? You’re making a thousand cold call today trying to get one person and your pipeline. Do you have the more fun and sales marketing? If these are your numbers? 昨日（13:46） All right, great, i appreciate it. So There’s a keyboard code. Again, you can scan that process documented monitor. You go to seema.com plus inbound. And if you fill out the lane, This will help you in error funnels. You can steal all of our sequences tag. These is inbound. We’re not going to be pushing messages where no, you’re not qualified. So if you’re not going into that funnel industry, show you jackson is there. We’ve told ahead of time jackson a whole bunch of links on your dashboard. Don’t worry about it. They’re going to take others. Now, if you fill it all in and you do fill out a contact that’s form or something jackson, worry jack, but and you can test them if you want jackson’s, a great guy. But, If you just want to see how much you want to see what this looks like in action, the team that felt it is up here and they’re doing a great job. We love to do that. Also There’s this sprocketeer lounge downstairs in the first floor in the hallway over there. Emily are enterprise marketing guru is going to join 80 for some Q&A at 11 tomorrow. So 11 tomorrow we’re going to spend a half an hour answering any of the questions and stuff that i shared here today. If you want to get into the weeds and ask the nerd questions about hit that recording desktop. I’m not going to know the answer but Emily will. So she’s doing it tomorrow at 11:00 in the morning to come up here and family after the talk as well. And oh, one more thing before we get a volunteer, two microphones. Two minutes of questions. I need two, good questions. I have two autographed copies of my book linkedin. The same way this was published by sailor and LinkedIn themselves. Did over 80,000 calories. We gotta get a bigger. Yeah. That made it to rescue wells into the sales. Uh, i don’t have the numbers invisible. Uh, but we do a lot of workers. Not a lot of these like less than three percent, they get through the marketing funnel. They do experience. Yeah. And you’re going to help for being the first one. With so many specific sales team, how to all of life. Oh, that was a great question. With such a big sales team. How do you decide what an SQL is? That’s going to debate that a team is all the time. So depending on who believer and with the sales people are it goes up. And now usually this thing we want more leads until we give them more laser than they said, one more qualified ladies and if they break it back down so it doesn’t change on a regular basis but the key is to get consensus to get really clear on what that is. So you get to decide. I love to lease for it because we can easily move that number up and down. So Everybody. What it is actually today, but it moves somewhere between 70 points and a third points. Based on whenever pages, they visited, social media, interaction, porn pills, events and webinars. They’ve attended or podcasted downloaded. We’re adding all these things into its four matrix. That we are trying to dialogue. Exactly. All Well, we’re very literary on that. I mean, definitely, there are some clear qualifying events too if somebody builds out that, let’s get started form and our instantly 100%. So that one is definitely, then we have other things in like if they attended our version of our conference, we have a standard summit in Orlando and if they come in, they’re not already doing business with us. They’re spending two days in several thousands of dollars to be there to probably qualifying as well. So we have some really clear ones that instantly qualify you and then we have some wishy-washing visited, a whole bunch of figures and they have quite made it yet, then maybe it will bump them up and say this one’s a flyer but we let the sales person know these leaves were qualified because of this. So you need to have this conversation and ask them. Are they ready or really just snooping around other research? With a competitor as somebody else like that? Just The discrimination was united era we met together and it looks at their liquid profile then puts their disc into your house about zero. Okay. That report assumes they could not use stages in the same processary, although notifications. Yeah, great sales people to use this era is the top hole to get into the marketplace so we automate as much as humanly possible. And that last slide that i showed was here that if you If they’re winning 80 percent of the time, they’ll use the CR. If they’re putting eight percent of the time, they’re going to say that’s a waste of time. All right, i’m overtime, but Emily and i don’t do a lot of 11 o’clock down there and We will have a blessing again to questions in front here. Thanks for coming in.