The robots are coming. Embrace them. Automate. And be more human again. --- As presented at the Sales Summit 2017 by Salesflare Co-Founder Jeroen Corthout

1. Sales automation
How to work less and sell more
and be more human while doing this.

2. Jeroen Corthout
Co-Founder Salesflare
• Sales & marketing strategist
• Data lover
• Sales automation believer
twitter @JeroenCorthout
email jeroen@salesflare.com

3. What happened?
3 things.

4. 1. Sales became complex matter
Picture source: intercom.com
From a simple face-to-face chat
to a complex interaction.
A difficulty for some
is an opportunity for others.
The new type of sales person
needs to master this complexity
to serve the customer.
(This person could be you.)

5. 2. Marketing took over sales
Picture source: http://ingenexdigital.com/media/ingenexfunnel.png
… and it’s not fake news.
Marketing automation is indeed
taking over the sales profession.
It’s automating parts of the relationship
away that used to be covered by sales.

6. 3. Everybody kept screaming louder

7. What can we do?
How to avoid total sales mayhem.

8. Let’s reclaim sales!
Let’s take back the lead from marketing.
Let’s create time for more human relationships.
Let’s automate all the robotic
sales tasks and focus on people.

9. Let’s change sales goals!
Push products
to as many people as possible
Develop trusting relationships
with as many people as possible
empowered by automation

10. How can we do it?
Let’s make this happen.

11. Three ways to develop relationships
1. Outbound : you contact people
2. Inbound : people contact you
3. Retargeting : you stay in contact
I’ll structure the guide in these three parts.

12. 1 - Outbound
You contact people.

13. Focus on relationships

14. Relate first. Avoid selling early.

15. Be original
& make people laugh

16. XXXXX, Luke Skywalker wants you to make sales! 🌠
1
2
(For the enthusiasts, the video version: https://youtu.be/awaMz-fO0lc)

17. 3
4
5
6
The start of a
relationship

18. Target based on
lots of hard data

19. LinkedIn Sales Navigator
The easiest way to start building data driven target lists

20. Automate
as much as possible

21. Export with
DuxSoup
When email
answered, zap
with Zapier
When email
found, zap
with Zapier
Lead list
Sequence
of emails
New sales lead!
Prospection can be fully automated

22. 2 - Inbound
People contact you.

23. Be where your
customers look

24. Quora, Reddit, review sites, …
attract a lot of searching customers

25. Be where your
customers spend time

26. Where do people spend too much time?
Right, Facebook.

27. Automate
as much as possible

28. Everything you see here is automated,
even the sending of the emails

29. Always
stay human

30. In the land of digital, chat is king.
All-round messengers In-app/website messengers

31. 3 - Retargeting
You stay in contact.

32. Maximize your
return on relationships

33. A relationship is built on
meaningful contacts.
Not surprisingly, in sales:
48% of sales people never follow up with a prospect
25% of sales people make a second contact and stop
12% of sales people make more than three contacts
2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact
Figures source: A popular sales meme. The statistics may be slightly off… but that’s not the point.

34. Keep activating
your network

35. LinkedIn posts have great visibility

36. Develop your
relationships

37. Facebook ads & custom audiences
The cheapest & best way to keep your audience in the loop

38. One more thing…
My final advice :

39. The robots are coming.
Embrace them. Automate. And be more human again.

40. Feel free to contact me.
About sales automation. Or anything else.
Just don’t be salesy.
Jeroen Corthout
Co-Founder Salesflare
twitter @JeroenCorthout
email jeroen@salesflare.com
phone +32 499 21 77 82