Review of The New Rules of Sales and Service

For those of us in the new world of inbound marketing, the idea of social selling is not new. In fact, several marketing automation and sales automation providers have bought or created systems to aid in real time conversations.

But have salespeople really caught on? Beyond the vendor anecdote or testimonial, can we really say salespeople have embraced social selling? I personally have yet to see this with most of my clients.

David Meerman Scott SpeakingDavid Meerman Scott suggests this revolution is not yet complete. On August 27, he released his latest book, The New Rules of Sales and Service. I suspect many of you have already read his bestseller, The New Rules of Marketing & PR, which is the basis for concepts like real time marketing. David offered me an advance copy of The New Rules of Sales and Service to review and I am excited to share with you some of his insights as well as how social selling can work with marketing automation.

The book is a great guide for salespeople, especially sales vice presidents, who want to understand this new world of social selling and service. David describes this new world with a series of compelling anecdotes, illustrating how real time sales and service work, and why it works. The principles work at large and small organizations, and David shows how with detailed stories and interviews from around the world.

The New Rules of Sales and ServiceSalespeople should view this as advice from a fellow salesman, not a marketer. David started out in Sales and moved into marketing only to go back into sales for himself. (This is a path I followed as well). The New Rules of Sales and Service is an important new Sales manual, akin to yesteryear’s Cold Calling Techniques That Really Work, How I Learned the Secrets of Success in Selling, and How to Win Friends and Influence People. The principles of interaction are much the same, but today the tools are different and the starting point is different.

If you read David’s blog often, you will be familiar with many of the ideas in the book. There are a few new stories here that highlight how real-time Sales and Marketing work. So the book may not be the best buy for you, but it is a great gift for your favorite salesperson, sales team, or business owner. The primary benefit for the reader is that the lessons of the past several years are packed into 248 pages instead of 10,000 articles scattered throughout the web.

“Just as online content is the primary driver for successful marketing and public relations, online content is quickly becoming a dominant driver for sales and service as well.” – David Meerman Scott (Scott, 12)

The book takes what the leaders of content marketing and marketing automation have been saying since 2006 and gears it toward how salespeople think and what they do. Since the book covers a range of sales stories, the guide should resonate with Sales, just as much as it can for marketers too. The best part is David provides clear instructions for how a salesperson can take advantage of these new opportunities to close deals.

Key lessons from The New Rules of Sales and Service include:

  • People (Consumers) control the Buying Process and while Marketing may know this already, Sales needs to know it too.
  • The Buying Process is the new normal – not the Sales Process, so stop selling and start helping. As David noted, when he is ready to buy, most sales people assume he knows nothing about the industry or product. I’ve experienced this too, even when buying marketing automation. At the B2B level, salespeople should help connect the Buyer with the Solution, providing confirmation of the narrative as well as additional details and customizations only a one-to-one conversation can make.
  • Authentic storytelling creates content that your audience will care about and connect with. Sales and service people should act and speak congruently with this narrative.
  • Big Data can help collate and analyze patterns in buying behavior that can help Sales adapt to needs and the Buyer.
  • Real time engagement is critical. Sales happen now. Buyers ask questions now. Failure to respond to my email or Contact request means that I go find your competitor. Real time Sales also means being “agile,” which is another way of saying, “Be at the right place, at the right time.” Of course, being agile requires finesse, lest the effort is misperceived.

“While marketing is the provision of content to many potential customers, sales and service are now about the provision of content to buyers one at a time based on their needs.” (Scott, 11)

Thus Sales is content on a one-to-one basis, personalized for each situation as Greg Alexander of Sales Benchmark Index put it. I would go beyond that to say salespeople bring the marketing narrative—the authentic story—to life, confirming to the Buyer the reality of the company story. Because people buy from people–people they like–the salesperson provides the detail that cannot come through in marketing copy or manuals. The salesperson also is responsible for guiding the Buyer to a Yes or No, and closing skills are still highly valuable, and useful.

David reminds us that Sales’ stories and actions must be congruent with the company narrative. He uses the example of a hotel asking him to re-use towels to save the environment, except the hotel has a giant atrium that costs a fortune to cool in the hot summer. Likewise, if your narrative is one of unparalleled luxury and you hire the classical smarmy used-car salesman, it is unlikely you will see many repeat buyers. Thus your narrative, culture, and people go hand in hand (see Zappos). Over the years, I have noticed that many of the best sales people are former Buyers or Users who are enthusiastic about the company, its narrative, and message. Such sales people find it easier to connect with Buyers because they “lived it” and “have been there before.” Remember that the next time you hire a sales team.

Marketing and sales content is about teaching others enough about what you do so they trust you and want to take action of some type, even if it is to do nothing. Buyers will remember you taught them something useful. Both Marketo and HubSpot taught me much about the new way of Marketing and I will remember that fondly whenever I use those tools or discuss the topic with others.

While the book is aimed at entrepreneurs and business owners, the savvy sales or service leader will read it too. This real-time mindset should always be from the top-down because staff often feel they need permission to embrace new methods. The stories come from a range of owners and managers, yet I was surprised that a number of anecdotes came from people in Marketing, and several stories appeared in earlier works like New Rules of Marketing and PR and Real Time Marketing and PR. From my work in marketing automation, it is true that Marketing often is responsible for delivering the new social or data tools to Sales. At the same time, having the Marketing perspective could mean Sales teams ignore the core message of this important book.

In the past few years, Marketing teams have been exposed to a torrent of content exhorting marketers to install systems that deliver real time, high detail data to Sales. The idea that Sales should watch social signals such as LinkedIn, Twitter, Facebook, etc. to find new prospects and engage early and often is not new. Service people have also been told to get on this bandwagon or risk angry customers taking to the public channels to air dirty laundry, causing permanent harm to precious brand reputations.

All of this is true. But it may take more than success stories to help salespeople move out of their old habits. While I love David’s work, I was disappointed that this book had similar weaknesses to other business books: a reliance on anecdotes with limited data sets. I would worry that limited data could weaken David’s point in front of some leaders who are used to counting Calls, Meetings, and Dollars.

David does share an interview with ADP’s Matt Petitjean where there was a comparison of social salespeople vs. a control group. The social salespeople “consistently outperformed the control group.” While I don’t expect a rigorous regression analysis of 2,000 firms, I thought there could have been more data and similar stories. It also would have been very interesting to hear from individual sales managers who are actively conducting social sales and compare their revenue results and experiences against their peers who are not. Perhaps a more data driven conversation with HubSpot’s Mark Roberge on social selling?

The final question David poses is “How long will it be before sales incentives change to move teams to be social?” For Service Teams, the incentive is to avoid very public complaints in social media. Sales should also pay attention to public venting because Buyers are looking at online reviews, complaint sites, and bloggers for advice before ever picking up a phone to contact the company.

“Sales managers are being held to old standards and processes so they don’t move to the new ways, same with SVPs who want to change, but got to where they are with the old ways…I’m sympathetic, because it’s difficult when companies are still measuring them using old-school metrics and holding them accountable to yesterday’s business process execution. I talk to a lot of them in the course of my business, and while many of them tell me they want to use social selling, it’s difficult to find the time because their company requires them to do countless other things that consume 100 percent of their capacity.”  – Greg Alexander, Sales Benchmark Index (Scott, 242)

What might those new metrics and incentives look like? I considered what might be possible and like SBI’s thought that compensation plans should map to the Buying Process.

Old Metrics New Metrics Notes
Cold Calls per Day Connections per Day Includes phone, social platforms, responding to inbound requests. Size of “Rolodex” or Network (suggested in book)
Call Time Meaningful conversationsGoing above and beyondTurning detractors into promoters. Challenge is in measuring this in Sales, not just Service.
Meetings per Month Opportunities advanced More concerned with concrete discussions, not intro calls.
Opportunities Created Proposals sent More concerned with concrete discussions, not intro calls.
Revenue vs. Quota Revenue vs. Quota Revenue is still #1

In a previous role, I used many of David’s suggestions on real time marketing and social selling to empower my sales colleagues. I took the following actions, which David still recommends:

  • Adapted IBM’s Social Media Guidelines.
  • Training sessions to explain tools and how to engage.
  • Added tools like Hootsuite and LinkedIn.
  • Helped Salespeople get on social, even if it was just to monitor conversations.
  • Created more content to share.
  • Monitored my market and audience for ideas and content to share.

Did all of this work? Did sales go up dramatically in 6 months and was that attributable to social selling? No, I can’t say that. Social selling is a big mindset and habit shift for most decent salespeople. At least one of the salesmen said he was seeing more and more success by using LinkedIn, for prospecting and for sharing. I started a conversation in an industry discussion group on LinkedIn that lasted an entire month and brought in several luminaries in my space. That was pretty cool, but I can’t say it led directly to a sale.

Companies can go further and setup social monitoring systems (Hootsuite, Radian6) and loop in customer evangelists to participate in public conversations. Marketo does this well by inviting key customers to respond to questions about marketing automation and Marketo. When I participate, I always keep in mind what is best for the person who asked, and invite them to a deeper conversation. Sometimes (but not often enough), salespeople from Marketo and other firms join the conversation too. From the reactions I have seen on Twitter, firms have to be careful not to sell into these conversations, but to offer help.

From my experience, I would absolutely continue to do social selling and service. Being out there in the crowd is hugely important today and will be in the future. For my business, I am always out there: writing posts, participating in LinkedIn Discussions, answering Marketo Community questions, etc. Does each post clearly lead to money? No! Immediate cash is not the point. By participating, sharing, and occasionally offering deeper help, I make a good living. People know who I am and know they can ask me a question publicly or privately and get a helpful answer. I love that. All of my business since 2012 has been from social selling and inbound marketing. I know this works. But it takes dedication and time to pay off. And you have to keep being a useful member of the community by helping people, not selling to them.

The New Rules of Sales and ServiceI am confident that The New Rules of Sales and Service will be assigned reading for major sales teams, university entrpreneurship courses, and corporate training. If you want to learn more, you will have to go and read it yourself.

Next week we’ll talk about how social selling and marketing operations work together.

P.S.: David put together this fantastic presentation about the ideas within the book

Tracking Video in Marketing Automation with Vidyard

Over the past several years of content marketing, video has been a much touted format and yet the least understood by most B2B marketers. With the advent of marketing automation, the need for compelling content is greater than ever before. Video can help fill the need, but it is often viewed as expensive, time consuming, and hard to measure. Many marketers continue to use video for “branding” instead of for lead nurturing and information transfer. Often this is because video is not easy to tie back to results. In the Marketo Community, I have seen several video consumption questions pop up. The tracking is difficult until Vidyard’s solution.

Tyler Lessard CMO of VidyardI recently spoke with Vidyard’s CMO, Tyler Lessard about his firm and how Vidyard integrates with marketing automation (and Marketo) to provide clear statistics and attribution for video consumption.

Josh: How did you become involved with Vidyard?

Tyler: In late 2013, I met Michael Litt and Devon Galloway, Co-Founders of Vidyard, through a mutual acquaintance in the Venture Capital community. Michael and Devon are two of the most reputable entrepreneurs in my home town of Kitchener, Ontario, and I found this to be a great opportunity to learn more about the evolving technology landscape right there in my own backyard.

What started as an innocent conversation about the growing tech scene and the state of local entrepreneurship quickly turned into a fascinating discussion about marketing technology, the power of online video as a marketing and sales tool, and the evolving role of video marketing platform technology in the B2B market.

Being passionate about both marketing and technology, and having spent over 15 years in various marketing and business development roles within B2B markets, it didn’t take long to gain an appreciation for what Vidyard had built and where the company was going. I got so excited about the business model, the market landscape, and what Vidyard was developing that we quickly began discussing career opportunities. One thing led to another, and not long after I decided to join Vidyard as Chief Marketing Officer.

Josh: I suspect most marketing automation admins and all campaign managers agree video is becoming essential to pulling leads through the funnel. All would agree video is expensive to make. What do you recommend for cash strapped marketers who know they need video, but are not sure how to do it well and for a reasonable cost.

Vidyard - Video Tracking for MarketoTyler: Video is becoming a mainstream component of the content marketing mix, yet many organizations still treat it as a special, one-off content medium reserved for major campaigns or projects. It’s time to move past that and to start thinking like a media publishing company within your own marketing organization. Hire one or two great video producers and you’ll be amazed at the volume, and quality, of video content that you can create and push out. That’s not to that agencies aren’t important – but you can’t rely on them for all of your video production needs or you’ll be second guessing every product video, customer testimonial, and campaign video that you want to produce.

Here at Vidyard, for example, we have an in-house Creative Director who is a whiz behind the camera and proficient in post-production software. He films and produces all of the videos on our website, including some of my favorites like the animated “Tale of Two Marketers” and the hilarious Back to the Future spoof. All the scripts and graphics are developed by our content marketing team. We inject video into almost everything we do, and the resulting engagement levels by our online audiences are remarkable as a result. Allocate the budget for one or two people dedicated to video and it will be worth every penny!

Josh: You are pioneering the concept of scoring leads based on percentage of content consumed. I know you do this for video, but how might one apply it to white papers, web pages, and even events?

Tyler: One of the reasons we are so passionate about video is that it’s an ideal content medium for marketers – not only because audiences love it and you can tell compelling stories through it, but because it is a highly measurable content medium that can offer amazing insight into customer intent. Because video content is streamed from your server, you can track every second of consumption if you have the right video technology in place. By doing that, you can actually score leads based on the percentage of the video they actually watched, not just based on whether or not they hit “play.” This type of progressive lead scoring allows you to dynamically score leads based on actual consumption of the content, rather than binary transaction like “clicked on a link” or “downloaded a whitepaper.” This is important because a lead that actually watches 3 minutes of a product video is likely a much hotter prospect than someone that downloads a white paper and never reads it.

We do this here at Vidyard where we will often assign 5 points if someone starts a video, another 5 points if they make it past 50%, and another 10 points if they it past 90% of the video. That said, it is difficult to do consumption-based scoring on whitepapers and web pages because they are not streamed content types. There is no meaningful way to know how much of a web page someone actually read. And with whitepapers, there is no way to track engagement in a PDF unless you are using a third party technology that is presenting the document over the web in a proprietary format and tracking page clicks. Still, it’s hard to know if someone actually read the content, or if they simply skipped past numerous pages to the end.

Josh: Vidyard encourages scoring by percentage of content consumed as well as total content consumed per day. Would you really say that a lead who watches 2 hours of video this week indicates the lead is as highly qualified as one who requests a call back?

Tyler: Every organization is different in how they associate value to different actions taken by a prospect, but the most important thing is to be able to track the most relevant qualification data available and attribute points that best correlate to intent-to-purchase.

I would definitely argue that a lead that watches 2 hours of video in a week is more qualified than one that visits several web pages and downloads two whitepapers, yet most marketers don’t score video views today and thus the lead that watched a lot of video will walk away unnoticed while the other will likely surface as a marketing qualified lead for immediate follow up. A prospect that requests a call back is certainly well qualified, as is one that consumes a great deal of video content. Marketers need to be smart in what data they track and how they assign points to ensure that each of these leads get flagged for follow up at the appropriate time. It’s also worth noting that not all pieces of content, nor all videos, are created equal. We typically assign more points to views of videos that are further down the sales funnel. For example, we may only assign 10 points to a lead that watches the entire brand awareness video, while we will assign 30 or more points to a lead that watches more than 5 minutes of product demonstration videos.

Josh: Marketing automation managers often struggle with measuring video content. A common question on the Marketo Community is “How do I score based on length of view time?” Would you tell us more about how Vidyard helps you do this without being a programmer?

Tyler: This is one of the core functions that Vidyard is built for. When you publish a video to your website via the Vidyard platform, it automatically tracks every second of every video view by visitors to your website. Through its integration with Marketo, it automatically identifies if the viewer is a known prospect in your Marketo system, and if they are, the Vidyard platform pushes the video viewing results right into the associated lead record in Marketo. It’s really as simple as that. The activity log of a Marketo lead record is now updated with the name of the video they watched, how many seconds they watched, and what percentage of the video that represents. Using the standard tools in Marketo, you can specify custom rules for assigning lead scores, for segmenting users based on their viewing history, or for initiating automated nurture activities in response to a viewing activity. It’s a very powerful solution, and it leverages the native tools in Marketo so the marketing operations team doesn’t need to learn new technology or do any custom programming.

Josh: Tyler, you place an emphasis on the CTA in the video. With YouTube and other platforms offering this rich experience, how can a marketer use a CTA effectively? Should a video CTA always say, “Call us now?” or can you weave together several videos and CTAs to let the lead create his experience that tells (sells) him your story?

Tyler: We always say, “Never let your video fade to black.” If a viewer has made it to the end of the video, they have demonstrated interest and intent, and now is the time to ask them to take the next step.

With Vidyard we make it easy to add a Call-to-Action (CTA) to the end of the video without having to edit the video itself. A CTA may tell the viewer to call a number, visit a URL, or to download a certain content asset. We also enable automated post-roll actions to jump to another place on the web page upon video completion or to auto-start another video that is next in the playlist. The right CTA depends entirely on what the intent of the video is, and what action you want the viewer to take next on the path to conversion.

Josh: Now that you’ve closed the loop on video and marketing automation, what other technologies and content formats do you see on the horizon?

Tyler: Many of our customers are now expanding usage of Vidyard beyond the walls of marketing and out into the Sales team. We offer a comprehensive integration with Salesforce.com, enabling individual sales reps to track the viewing habits of their prospects within CRM records and even send videos directly to clients and track if (or when) they actually view it. This can be a very powerful sales prospecting tool for both inside sales reps and account executives.

We’ve also seen customers use Vidyard for distributing internal sales training videos, with the ability to track which sales reps have actually viewed which training videos. This gives managers better insight into how engaged different reps are, and to correlate consumption of sales training to effectiveness in the field. Last, but not least, by tracking video viewing history inside the CRM’s leads and opportunities, we enable the sales and marketing teams to report on the actual ROI of each video asset. Through a simple Salesforce.com report, they can see which videos have influenced the most pipeline and closed revenue. Having this data handy can be critical to understanding what’s working, and to justify additional investments in video content production.

Josh: What do you do for fun?

Tyler: I love to watch superhero movies, go to the local water park, read Fancy Nancy books, and take long trips to Disney World. Sometimes, even with my kids!! Oh, and if I ever find time to golf again, we’ll add that to the list. But don’t hold your breath.

Josh:

Stay tuned in for a tutorial on how video content is tracked inside Marketo using Vidyard. How have you been tracking video? Let us know in the comments below!