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hello everyone welcome to spatocast and we have shannon j greg with us today she's the president of cloud adoption solutions a woman owned salesforce consultancy focused on change management and user adoption she can be described as a sales tech geek and is someone who is very passionate about sales her keynote talks and workshops on sales productivity and time management are quite famous with her audience she's also the author of it's about time how to do more of what matters in the time you have and she is here with us today to share her insights on redefine sales funnel future quarter playout and sales operations welcome to the show shannon be so happy that you agreed to be a part of this and i'm super excited hey thank you so much for having me i'm also super excited to be here especially now we're in the dawn of something brand new in sales right the past quarter in sales has changed more than the past 10 years i think in terms of what we're faced with the challenges that we have and how we're going to respond to those challenges so thank you so much for having me all right so without further ado let's uh begin with our session um so it's completely over to you shannon great so what we've been seeing in the face of a global pandemic is that even the most traditional industries are looking at ways to take their sales virtual and this provides a big challenge for people who are used to belly-to-belly face-to-face sales how do you do that when you can't meet somebody in person you can't go to the networking events you can't shake their hand and let your eyes sit on each other as you start to develop that sort of relationship and so i'm excited to talk to you today about ways that our sellers can get out there and make themselves known without relying on the traditional tried and true methods of sales all right okay so uh just before we getting into that topic i'm just very curious to understand what would be the future of virtual sales taking this current pandemic into uh consideration well i hope that the future of virtual sales is definitely in response to what we're seeing in the pandemic because what we've seen is people be even more creative with their methods of prospecting developing relationships finding people who really need their value as a trusted advisor as a seller and so we're seeing people start to play with things that we haven't seen them play with before automation and their crm systems video for prospecting video meetings just like we're doing now and i think what it's doing is opening up a brand new possibility so people are likely to say yes if you want a video meeting you can meet people halfway across the world and it really is expanding our networks and i love the implications for the future all right so apart from these video recordings uh like what he suggested how else can we be creative in uh building relationship and sales right now at this point that is such a good question and i'm so glad that you're talking specifically about building relationships because that's what it comes down to sales is always and has always been about building relationships so the transactional order taker seller that person has gone away right we've been seeing this development where sales people are becoming even more educated about their topic they're transitioning into sales from being really deep subject matter experts and their their prospects and their clients are looking to them to be the one to say i know all the research i know what's keeping you up at night and so i think now what we're looking at is how do i creatively convey to you that i'm the one who has the expertise that you have and so that that deeper relationship becomes even more critical and important as we say how do we reach out to you how do we best find you and sometimes it's as simple as asking your prospect or your customer hey how do you prefer to be reached do you like zoom calls it's okay if you don't have your video on should i be texting you because that those are the questions we've been asking for the past 10 years anyway with this fourth digital revolution coming along i think we're saying these are the things that we've been wanting to know and now our audience is so much more willing to hear it great so um that's all about building the sales relationship but when it comes to uh coordinating between different departments since everybody's working from home house how can we smoothen that point of action so or how can we just coordinate between different departments to smoothen a sales process with the current situation you're doing such a good job of tapping into all of the biggest challenges our sales people have right now how do you reach your your prospects and your customers when we're living in this virtual environment and then once you do that how do you transition that information to the rest of the organization so it used to be our field salesperson could come into the office bring a bag of bagels and say thank you so much to my sales support team or my finance team or my delivery team who's taking all the things i'm saying are possible and making them true and that is even more challenging now and so i think it's all about intention you asked before about building relationships the same thing has to be done in internal organizations as with external clients and prospects right so the salesperson now has to say what can i do for you how could i make this better as we do the sales to service handoff or what sort of information do you need for your financial production and analysis what can i be doing as a sales person to make your job easier and so i think when we start to be really serious about that intention and take it to the people who are internal to our organizations they're gonna start to see that the feedback loop is beginning to be closed and we'll be able to value and deepen those relationships as we're looking for smoother inter-departmental negotiations all right okay that was uh really great uh shannon so um while i was just i mean browsing through your articles which you have posted in linkedin so most famous or most trending one comes to uh time management so just to sum it up for the audience would you like to share some tips and tricks for time management for us today i think time management is the tool of the best seller so when you look at the way that you're managing your time it has to also be super intentional when you're a salesperson and one of the things i think about is early assembly lines right so whenever people would assemble cars what they found is when one person would be putting every single component onto the car it took longer it was an onerous process and it was really challenging for one person to keep shifting their brain to say how can i put each component on and make them safe and make this a really valuable product and so sales is the same way if you can batch your activities and say okay for the next 60 minutes i'm going to be prospecting this is my prospecting piece of the assembly line you get into a rhythm your body starts to respond to that your brain responds to that and whenever you batch in that sort of way it gives you an efficiency and effectiveness in your process and your approach that allows you to do more with the time that you have and so i think when you're a salesperson and you're looking at what do i spend my time on doing if you're reactive to everything that comes in you're going to spend all that mental time transitioning from one activity to the other whereas if you can batch your time and you get into that sort of productive assembly line process all of a sudden you're going to find that you are completing more activities you're doing more of the things that you need to to be a really critical seller in today's environment all right so shannon that was truly an amazing session sean christmas sweet so i'm sure that our audience to appreciate the insights and thoughts which you just shared with us today so let me just summarize the key takeaways from a session today so first one which i think uh as you can summarize was uh it helps you exhibit better creativity and lets you start an interaction or build a relationship with someone you haven't met in person second one would be video prospecting and deep research helps you build a relationship on actual data third one would be best sales people are the ones who know how to do their time and fourth one would be the intentional bridges between all the other departments in the organization is critical for sales once again thanks for your time and for sharing your thoughts shannon and we shall see you again in the next spiral cast thank you so much for having me i really enjoyed it [Music]