MBA 6350

Advances in Personal Selling

Chapter 1 and Introduction
Perfect Storm
• Technology
• Data
Disruption = Opportunity
• Analytical Innovation
• Integration with Marketing
Data
Sales Analytics Evolution
Sales Funnel - Marketing Interaction
SEO, Online ads, direct mail,
Sales Lead email, social media

Prospect Case studies, white papers,

videos, drip campaign,
Qualified Prospect emails, webinars
Versatile
Selling
Committed
Trial, demonstrations
Purchase

Loyalty
Google Analytics, Website Data, Cookies
Analytically Based Sales Force Decisions

Sales Strategy

Marketing
Organization IT
Product

People

Activity Enablement
Sales Decisions 2.0
• Questions for Sales Leaders?
• Technology
• Analytics
• Marketing Integration
• Questions for Front Line Managers?
• Technology
• Analytics
• Marketing Integration
• Questions for Salespeople?
• Technology
• Analytics
• Marketing Integration
Benefits of Sales Decisions 2.0

Proactive Support Diagnose Design Partner

Technology + Data + Analytical Innovation + Marketing Integration

Customer Sales Sale Force Territory Hiring Incentive Goal Performance

Potential Process Structure Design Training & Comp Setting Management