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Successful Selling In Today’s
Digital World
"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."
Charles Darwin
The Sales Process Has Changed
Of decision makers say they never respond to cold outreach90%
80% 20%Traditional SalesProcess
Marketing
SalesWhere the sales person would traditionally engage
Modern SalesProcess
Marketing
Sales
20% 80%
Sales
Marketing Engagement now happens much later
Why Has This Changed?
of B2B buyers start with a Google search
The Buyer Is In Control
How Do You Influence The Buyer?
Of B2B buyers now use social media to be more informed about vendors75%
People are involved in the average B2B buying process5.4
You Need Multiple Touch Points
Don’t Forget Mobile
Mobile internet usage 08/13 – 08/14+67%
Smartphones in• 254m - Western Europe• 184m - Central & Eastern Europe
Social Selling“The process of using Social Media to network, prospect, research, engage, collaborate, teach and close – all with the purpose of attaining quota and increasing revenue”.
- Barbara Giamanco(President, Social Centered Selling LLC)
Believe their sales force would be more productive with a greater social media presence80%
So what do I do now?
Focus on 1 or 2 platforms only
Start SharingBlog Posts
Join and Contribute
1. Focus on 1 or 2 platforms only
2. Start Sharing
3. Join debates/forums and contribute
I don’t have time for all this
Hootsuite
Tweetdeck
"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."