It’s Not a Memo, It’s the Future Of Sales

“It’s not a memo, it’s a mission statement” Jerry Maguire, 1996.

“A life is not worth living if you are sleepwalking through it. Because that is what feels like death. That is what causes athletes to, out of despair, get drunk and wrap their cars around a pole. Or lash out at someone they love. Or that is what might have caused Mimee to careen into another car in an oncoming lane of traffic. It is the feeling of sleepwalking. Of others living life around you, keeping their fists tightly wound around whatever dollars they can muster, caring little more than nothing about those around you. We cannot sleepwalk. We cannot just survive, anything goes. We can take control of our lives, we can quit sleepwalking, we can say — right now, these are our lives, it is time to start living it. It is time to not second guess, to move forward, to make mistakes if we have to, but to do it with a greater good in mind.

“Let us start a revolution. Let us start a revolution that is not just about basketball shoes, or official licensed merchandise. I am prepared to die for something. I am prepared to live for our cause. The cause is caring about each other. The secret to this job is personal relationships.”

 

“It’s not a memo, it’s the future of sales,” Chad Burmeister, @SalesHack™ 2017

“A sales career is not worth having if you aren’t equipped with the latest Iron Man suit for sales professionals. Because that is what feels like death. That is what causes wanna-be sellers to, out of despair, crash and burn and end up  in a channel sales role or in an overlay sales role as a specialist. Or lash out at their peers for underperformance. Or that is what might have caused me to get bored out of my mind, and frustrated having to manually dial people on the phone. It is the feeling of sleepwalking. Of others living life around you, keeping their fists tightly wound around whatever dollars they can muster, caring little more than nothing about those around you. We cannot sleepwalk. We cannot just survive, anything goes. We can take control of our lives, we can quit selling without the Iron Man suit, we can say — right now, these are our sales careers, it is time to start living, and crushing our sales quotas. It is time to not second guess, to move forward, to make mistakes if we have to, but to do it with a greater good in mind.

“Let us start a revolution. Let us start a revolution that is not just about cold calls, or lame mass emails. I am prepared to die for something. I am prepared to live for our cause. The cause is about creating the Iron Man suit for 2018. The secret to this job is combining the right people, process and yes TECHNOLOGY, to completely DOMINATE a market.”

 

The Iron Man Suit will deliver 5 – 20X productivity per sales professional, and at least 2X the bookings!

The components:

  1. SalesForce.com
  2. Outreach.io x ConnectAndSell – integrated for personalization AND speed (one Rep to the power of 4).  Note to Reps: If you can hold a true world class elevator pitch, you will be disrupted.
  3. LeadSpace x HG Data – There are “data providers” and then there is LeadSpace x HG Data.  The incumbents are about to be disrupted.  I plugged these tools into SalesForce, via self-service, and instantly I can see my total addressable market, my win rates by industry, which leads are worth more for me to call.  Note to Sales & Marketing Leaders: If you can’t  
  4. Hubspot – ActOn, Eloqua, Marketo, and then there is the disruptor, Hubspot.  Digital can take the buyer through the first part of the buyer journey, sales often not needed until 60% through the process?  (well, ok, let me call BS on this one for a minute – I believe that for commodity deals, but for enterprise deals, being their first to create the need in the first place is still where the game is played and won for 70% of a companies revenue, top 20 – 30% of the deals.)  Empower marketing to drive demand gen for 70% of the transactions, 30% of the revenue, let sales lead the charge on 30% of the transactions, and marketing provides the air cover.
  5. Artificial Intelligence – By the middle of 2018, one SDR, BDR, AE, will be able to deliver 5-20X the level of sales activities than they do today.  And, more important, their ability to customize communication to prospects will be 50 – 200% more effective, through AI.

So what?  

What does this disruption mean for SDRs?  It will mean that the “navigators” of phone trees, and gatekeepers will go away, ConnectAndSell wins. Dave Kurlan predicted this in 2015, he was right.  Our team of BDMs just went from 28 Reps to 20, and we’ll do more bookings this quarter than ever before.  Why, the Iron Man suite (that was a typo, but I hereby challenge someone to come out with the Iron Man Suite!).

What does this disruption mean for sales professionals? You snooze you lose!  If your company doesn’t provide you with the Iron Man Suite, go somewhere that does.  Keep in mind, Outreach without data is like a shoe without a foot.  You can’t just buy the Iron Man mask, you have the have the full suit to be effective.

What does this disruption mean for sales leaders? Sales leaders without sales ops skills will be left behind.  I’ve seen so many inside sales leaders take on a field team. Shelley McNary, VP Sales at Bill.com, great chat today – congrats on picking up a field team.  KPIs, funnel metrics, building a predictable revenue machine, sales leaders of the past often relies on a sales ops person to do the heavy lifting for them, VPs of the future, better know your s&*t when it comes to funnel metrics and predictability in the forecast.

 

@SalesHack

 

 

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