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The New SalesSales Productivity Tools, Social Selling & Real-Time Engagement
Kyle York, CMOBentley University /// April 2015
@kyork20
@kyork20 Street Cred
● 32-years-old, married to Katie (Bentley grad!), Dad to Henry (2.5 years) &Teddy (6 weeks)
● Bentley University, BS Marketing 2005; Four-Year Varsity Football Letterman● Career Ladder Climber – Intern to CMO● Dyn 2008 (15th employee) – Present (~430 employees globally)● Customers: WhatsApp, Twitter, LinkedIn, CNBC, Netflix, Angry Birds, Zappos &
thousands more● Managing Partner: York Fund – technology investment vehicle● Board Director: Datanyze: Sales Intelligence Company● Co-Founder: SaaS Syndicate on Angel List (6 investments)● Co-Founder: 1band 1brand – Music & Brand Alignment Agency● Co-Founder/Board Director: York Family Business v3● Advisor/Angel Investor: Distil, Catchpoint, Fastly, Orion Labs, UXPin & more● WSJ, USA Today, Techcrunch, Entrepreneur.com and more
Motivated by family, competition, legacy, money, community, growth, relationships, vengeance, impact.
@kyork20
The New Sales
57% of the buyer journey happens before a prospect engages with a brand (via CEB)
@kyork20
Critical Sales & Marketing AlignmentSeeds, Nets & Spears
*via Aaron Ross
@kyork20
Modern Well-Oiled Sales Machine
@kyork20
Sales (and marketing) Productivity Tools
CRM = Customer Relationship Management
6028 Sales/Marketing
Startups
$12.8B Spent in 2013 on Sales Acceleration Tools via InsideSales.com
@kyork20
Social Selling
FIND LISTEN RELATE CONNECT ENGAGE
@kyork20
Real-Time Engagement
GTM Strategy @Dyn
@kyork20
New ARR Upsell ARR Cross-Sell ARR Renewal ARR
Software-as-a-Service (SaaS) Business Model
@kyork20
Dyn Omni-Channel Experience
“Customer Choice”“Revenue Capture”
@kyork20
Dyn Buyer Experience
@kyork20
Dyn Acquisition Channels
Omni-Channel GTM Strategy
SMB Alexa 1M+ *Dev/Pro* Ecommerce & Inside Sales
Enterprise Alexa 1K-1M Inside Sales
Strategic Alexa 1K, F500,g2K Outside Sales
THANK YOU!
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