www.dealermarketing.net www.socialsalesacademy.net THREE STRATEGIES TO GROW SALES IN 2016 Darrell Amy Dealer Marketing Larry Levine Social Sales Academy
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
www.dealermarketing.net
www.socialsalesacademy.net
THREE STRATEGIES
TO GROW SALES IN 2016Darrell Amy
Dealer Marketing
Larry Levine
Social Sales Academy
www.dealermarketing.net
www.socialsalesacademy.net
THREE STRATEGIES TO GROW SALES
Enhance your digital prospecting
Attract top sales talent
Get found online
www.dealermarketing.net
www.socialsalesacademy.net
1. ENHANCE DIGITAL PROSPECTING
www.dealermarketing.net
www.socialsalesacademy.net
“The brutal fact is the
number one reason for
failure in sales is an empty
pipe, and the root cause of
an empty pipeline is failure to
prospect”
www.dealermarketing.net
www.socialsalesacademy.net
2016: ANALOG TO DIGITAL
Analog Prospecting Digital Prospecting
www.dealermarketing.net
www.socialsalesacademy.net
84% of C-level/VP
executives surveyed
use social media to
make purchasing
decisions.
IDC
Social Buying Meets Social Selling
April 2014
www.dealermarketing.net
www.socialsalesacademy.net
www.dealermarketing.net
www.socialsalesacademy.net
5.4 peopleAre now involved in the average
B2B transaction
Creates 5.4 different buying
criteria & personalities
Corporate Executive Board, 2012
www.dealermarketing.net
www.socialsalesacademy.net
SOCIAL SELLING DEFINED
Using social networks to leverage your
personal brand to fill your pipeline with the
right people, insights and relationships.
www.dealermarketing.net
www.socialsalesacademy.net
THE SOCIAL PROSPECTING PROCESS
RESEARCH
Find companies and contacts in your territory.
FOLLOW
Learn about your prospect
CONNECT
Send a personalized invitation.
NURTURE
Build relationship with content
MEET
Ask for a conversation.
www.dealermarketing.net
www.socialsalesacademy.net
2. ATTRACT THE BEST SALES REPS
www.dealermarketing.net
www.socialsalesacademy.net
WHAT IS THE LIFETIME VALUE
OF A GREAT SALES REP?
www.dealermarketing.net
www.socialsalesacademy.net
ATTRACTING THE BEST CANDIDATES
• Have a current web presence
• Include a careers section– How can you grow your career?
– What training is available?
– What are the benefits?
– Current job openings with descriptions
• Build your corporate culture
on Facebook – Showcase what a great place this is to work
www.dealermarketing.net
www.socialsalesacademy.net
SALES MANAGERS ON LINKEDIN• Create a compelling profile
– What’s your philosophy of business?
– How do you help reps succeed?
• Training
• Tools
• Marketing
www.dealermarketing.net
www.socialsalesacademy.net
3. GET FOUND ONLINE
www.dealermarketing.net
www.socialsalesacademy.net
94% of buying decisions
begin onlineAcquity Group, 2014 B2B Procurement Study
www.dealermarketing.net
www.socialsalesacademy.net
GIVE GOOGLE WHAT THEY WANT
Link Farms
Invisible Text
Keyword Stuffing
Forum Posts
Poor Content
Link Buying
www.dealermarketing.net
www.socialsalesacademy.net
FEED GOOGLE WITH GOOD FOOD
www.dealermarketing.net
www.socialsalesacademy.net
SALES
SALES
COACHING
MARKETING
MARKETING
57%
IN PERSON
DIGITAL PROSPECTING
DIGITAL MARKETING
ONLINE
BLOG
WRITING
SOCIAL
MEDIA
SEARCH
ENGINES
WEBSITE
DESIGN
www.dealermarketing.net
www.socialsalesacademy.net
ACTION ITEMS1. Get active with digital
prospecting
2. Look at your online presence
through the eyes of a
prospective employee
3. Get active in blogging and
social media
Darrell Amy
/in/darrellamy
214.224.0050 x.101
Larry Levine
/in/larrylevine1992
805.586.3245 x.302
Related Documents
