![]() ![]() Who said it: Matt Dixon, author of The Challenger Sale, The Challenger Customer, and The Jolt Effect “Stop being a bartender for your customers, and start being their personal trainer.” This is exactly what #DeepSales is all about. Instead, they do deep research to find the right people and build deep relationships with them throughout the sales cycle. Meaning, these people don’t smile and dial for hours on end, endlessly spamming whomever they can with offers to buy their product. Why it matters: Alyssa specifically cited the LinkedIn finding that the most successful sellers actually spend less time selling than their counterparts. Who said it: LinkedIn VP of Sales Alyssa Merwin Henderson Meaning that yet again, with the rise of digital, we see the heightened need for deeper, more meaningful conversations, aided by deeper sales intelligence. This raises the bar for sellers and forces them to have both a deep understanding of the customer and the industry. Instead, what they want is someone who can be a true strategic partner and add value to each conversation. ![]() Today, buyers don’t need sellers to run through their product offering – they can find almost all of that information online (or, at least, they should be able to). Why it matters: And herein offers one more challenge, exasperating the need for #DeepSales. Who said it: LinkedIn VP of Marketing Gail Moody-Byrd Buyers have access to more information than they used to before they ever talk to a salesperson.” That means enabling sellers to have a deeper understanding of a few sales tools, versus a shallow understanding of many sales tools. One of Jared's chief goals at Salesforce is to eliminate that confusion and make it easier for all Salesforce sellers to sell. That’s not only made the digital space convoluted for buyers – but, to Jared’s point, it has made it more convoluted for sellers as well. During the pandemic, there was an explosion of investment in sales tech. Why it matters: A second challenge facing sellers today, building off the context around Lindsey’s quote. Who said it: Salesforce SVP of Global Enablement Jared Litwin 2. “The biggest theme we think about for the future is simplicity and efficiency to help us drive growth.” The bottom line – buyers don't like it, and sellers are seeing diminishing returns. Even if their need does match the seller’s offering, the conversation is starting at effectively zero. ![]() That led to buyers being overwhelmed by largely irrelevant outreach. the person’s name, title, and a vague understanding of their industry. What’s “shallow” outreach mean? It means reaching out with the bare minimum amount of information – i.e. That led to more sales tech being used, which led to the exact problem Lindsey details – an avalanche of shallow outreach. Why it matters: A bit of context around the quote – Lindsey was referring to the pandemic’s effect on sales, and how it pushed sales organizations globally to go fully digital. ![]() Who said it: LinkedIn VP of Product Lindsey Edwards “This move to helping salespeople scale helped them go broad – but kept them quite shallow, in terms of establishing meaningful relationships with buyers.” But, at Dreamforce, we put on two shows around this very topic ( here and here) – and, in them, we heard eight quotes that help demystify Deep Sales and explain how it fits into what sales teams are already doing. Although I’m sure many of you are wondering – what is Deep Sales? And how does it apply to my day-to-day? At one point, the hashtag #DeepSales even broke, as so many posts around it overwhelmed the feed.Īmazing. The announcement made a lot of noise – particularly on LinkedIn. Last week, we announced Deep Sales, a new category designed to help sellers sell the way today's buyers want to buy. ![]()
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