We created this quick video to share a philosophy of ours on sincere selling. Enjoy:
Hi everybody, Kyle Porter here with SalesLoft. We’ve been thinking a lot about how sales people will operate in the future and have come up with this graph to share our thoughts on the next generation of marketing and sales.
On the bottom axis, we have reach, ranging from low to high. Think low as 1 to 1 and high as 1 to many. On the left hand side, we have the continuem of sincerity, ranging low to high. Here low is going to mean cold and non-sincere relationships. And high is going to mean warm, strong, connected people.
First thing’s first if you have low reach and low sincerity, it’s basically the same thing as tele-prospecting. Folks who call one by one by one with a non-sincere message and a non-tailored approach. This is terrible in marketing and sales.
On the bottom right hand corner you have traditional marketing, high reach but low sincerity. Think traditional news paper advertisements, tv, radio, or even a large email list.
In the top left hand side, this is your traditional sales role. And this is what’s driven enterprise software for years. Think someone who hops on a plane to see their sales prospect, golf meetings, lunch meetings, gifts, knowing the buyers wife’s name. All this information is high sincerity but low reach.
Now this fourth quadrant, this is what we’re focused on. This is the new revenue generator. It’s the company who is able to reach a high level of people with a high level of sincerity. Think about marketing automation, this fits the bill. Email’s sent based on who they are and what they do. Think about sales intelligence, knowing information on the mass of your CRM contacts in one automated swoop.
So, we’re moving toward this ultimate revenue generator and their are tools and technologies that are coming and if your still in the upper left hand side, or bottom right hand side, or god-forbid the lower left hand side, you’re getting passed up.
just wanted to share this with you all. Hope you enjoyed it and we’ll talk to you soon.
- How to Sell with Sincerity and Reach