Keynote on Building a Sales Playbook

Shane Gibson keynote sales speaker shares the new sales competency map for hybrid sales organizations and how to build a sales playbook that will help you scale and sustain your sales success.

Covered in the sales keynote is:

- How AI is and isn't impacting sales
- The core competencies of the future for sales professionals
- How sales leaders can shift to develop future focused sales cultures
- How to build a lean sales playbook that systemizes your sales team and streamlines sales onboarding and sales coaching.

Transcript

1. @ShaneGibson @ShaneGibson Building a Sales Playbook for 2023 and Beyond With Shane Gibson Keynote Sales Speaker SalesAcademy.ca
2. @ShaneGibson @ShaneGibson Sales Shifts 2023 and Beyond Past Disrupted Reaction Digital replacing personal Sales using digital Sales enablement Cold prospecting and pitching Digital savvy ”Remote is the future" 2023 and beyond Resilient and agile Permanent redirection Digital being personal Hybrid sales culture Customer enablement (Level 5) Relationship and brand building Digital disciplines “Hybrid reality" SalesAcademy.ca
3. @ShaneGibson @ShaneGibson SalesAcademy.ca
4. @ShaneGibson @ShaneGibson Sales Mastery q Master of the basic selling skills q Mastery of relationship selling skills q Mastery of large complex and long sales cycle selling skills q Sales Technology Competencies SalesAcademy.ca
5. @ShaneGibson “Usually” : Lower Level of Buyer Sophistication/ Smaller Orders / Less Complicated Transactions / Shorter Sales Process / Price Focused / Needs Little Ongoing Support “Usually”: Higher Level of Buyer Sophistication / Larger Orders / More Complicated Transactions / Longer Sales Process / Quality Focused / Needs More Ongoing Support Levels Of Selling Partnership Selling Consultative Selling Needs Analysis Selling Pressure Selling Feature / Benefit Selling Order Taking Selling Multiple Contact Selling After Sales Servicing Selling Relationship Building Selling Customer & Solution Focused Product & Specific Service Focused Relationship Marketing Focused Customer & Solution Focused Product & Specific Service Focused Relationship Marketing Focused SalesAcademy.ca
6. @ShaneGibson @ShaneGibson SalesAcademy.ca
7. @ShaneGibson @ShaneGibson Social Networking q Online network building q Proactive online prospecting q Content creation q Content curation q Conversational (online) SalesAcademy.ca
8. @ShaneGibson @ShaneGibson High-value network KPIs Alignment Context Timing Value Ratio & Impact Engagement Size Growth SalesAcademy.ca
9. @ShaneGibson @ShaneGibson Discovery Consumption Interaction Connection Consent The 5 Stages of Consent (The Social Sales Funnel) SalesAcademy.ca
10. @ShaneGibson @ShaneGibson Technology Fluency q Speaks in Tech q Data interpretation q Systems and process design q A proactive and curious problem solver q Understands the sales tech stack q Capable of assessing tech tools q Learns new programs and tools SalesAcademy.ca
11. @ShaneGibson @ShaneGibson Virtual Communications q Information Dissemination q Digital broadcast capacity q Multiformat multi-screen Multiplatform writing skills SalesAcademy.ca
12. @ShaneGibson @ShaneGibson Video Meetings Work! “Gong.io recently analyzed the audio and video of more than 100,000 sales meetings to understand the effect using a webcam has on closing deals. For the closed/won deals, webcams were used 41% more frequently throughout the sales cycle.” SalesAcademy.ca
13. @ShaneGibson @ShaneGibson Top Virtual Sales Reps: 1. Have pre-planned needs analysis questions 2. Offer an agenda and stay on- track 3. Listen more than they talk 4. Look for 3-4 key problems / goals 5. Present ROI / Benefits in order of importance 6. Plan for objections and react to them at an easy pace 7. Leave the price discussion until the end 8. Close and discuss the next step early and often 9. Take their time SalesAcademy.ca
14. @ShaneGibson @ShaneGibson Soft Skills are Hard Assets “If your emotional abilities aren't in hand, if you don't have self-awareness, if you are not able to manage your distressing emotions, if you can't have empathy and have effective relationships, then no matter how smart you are, you are not going to get very far.” - Daniel Goleman SalesAcademy.ca
15. @ShaneGibson @ShaneGibson Virtual Soft Skills & Cognitive Skills (Right Brain Sales Skills) q Trendspotting q Pop culture and business culture awareness q Research skills q Collaboration q EQ / SI q Dynamic thinking q Right brain sales skills SalesAcademy.ca
16. @ShaneGibson SalesAcademy.ca
17. @ShaneGibson
18. @ShaneGibson @ShaneGibson Move from being a someone that explains value - to being a peer and businessperson that leads and creates business value. SalesAcademy.ca
19. @ShaneGibson @ShaneGibson Leading Remote / Hybrid Teams • A 4 can’t lead a 7 • One part CTO one part Mentor/Leader • Frequent structured engagement • Leverage platforms that drive informal engagement • Build a sales tech stack that supports your process but allows people to play to their strengths • Build content that enables sales at each funnel stage for each market/segment SalesAcademy.ca
20. @ShaneGibson @ShaneGibson Your Lean Sales Playbook 1. Defines your target market and personas 2. Maps key steps to your sales process that are aligned with your buyers process 3. List of core sales tech tools and where or from whom to learn them 4. Has a “Discovery Cheat Sheet” on each vertical 5. Has a well documented discovery (qualification) and demo process 6. Templates for outreach and client nurturing (cadences) 7. Provides talking points on key objections and closes 8. Ready to use stories and UVP talking points for key segments 9. Has a 3Q sales scorecard 1. Quantitative 2. Qualitative 3. Quantum 10. KPI’s broken down from annual to monthly to weekly and daily disciplines SalesAcademy.ca
21. @ShaneGibson @ShaneGibson Sales Score Card SalesAcademy.ca
22. @ShaneGibson @ShaneGibson Tools you need for your Sales Tech Stack: 1. SaaS based social CRM like Nimble, Zoho, or MS Dynamics 2. Auto-scheduler like Calendly 3. LinkedIn Sales Navigator + LinkedIn Learning 4. Docusign, Adobe Sign 5. Sales workflow and prospect management tool like Outreach.io or SalesLoft SalesAcademy.ca
23. @ShaneGibson @ShaneGibson Keynote Speaker Shane Gibson SalesAcacademy.ca shane@salesacademy.ca https://linkedin.com/in/shanegibson https://Instagram.com/shanegibson