Webinar april 2nd_2014 bm updates

The Future of SellingH O W S E L L I N G H A S C H A N G E D

Heather Nairn-RandSenior ConsultantSalesHub

@hnairnrand

Doug O’GradySales DirectorSalesForce Search

@DougOGrady

The Future of SellingS p e a k e r s

Matthew CookCEO, SalesForce SearchCEO, SalesHub

@MattCookSales

The Future of SellingA g e n d a

• The Future of Selling

• Introduction to SalesHub

• Case Study – How SalesForce Search has Adapted to the Future of Selling

T H I S I S Y O U R N E W B U S I N E S S C A R D

Who is online? On Google, Bing, Yahoo?

Worldwide . . .88,000,000,000 searchesper month on Google

PER SECOND…………………………………………… 34,000

PER MINUTE…………………………………………… 2,000,000

PER HOUR………………………………………………. 121,000,000

PER DAY………………………………………………….. 3,000,000,000

Who is online?

46% of daily

searchesare for

information onproducts

orservices

Who is buying online?

Social Media

1 billion + users on Facebook

650,000,000 users on Twitter

300,000,000 LinkedIn Profiles

How people look to buy• The Internet has forever fundamentally changed the way people find,

discover, share, connect and buy

• Most buyers begin their purchasing process online, even if they ultimately make the purchase either in person or over the phone

• 60% of the traditional sales process has disappeared because of the Internet (Source: Google and CEB The Digital Evolution in B2B Marketing )

• Customers are well educated on products and services well before they engage a seller

• Customers want control over the buying process. Selling has changed

The Future of SellingR E T H I N K I N G S A L E S

Old Marketing

o Website

o Brochure

o Company Centric

o Hope People Come

o Static

o Manual

New Marketing

o Web Asset

o Answers Questions

o Customer Centric

o Drives Visits

o Dynamic

o Automated

The Future of SellingR E T H I N K I N G S A L E S & M A R K E T I N G

Old “interruption selling”

o Cold Calling

o Trade Shows

o Direct Mail

o Email Blasts

o Print Ads

o TV/Radio Ads

New “permission selling”

o Blogging

o Social Media

o Lead Nurturing

o SEO / SEM

o Free Tools / Trials

o Videos

The Future of SellingR E T H I N K I N G S A L E S & M A R K E T I N G

Old School Saleso Cold Calling

o Follow up Calls

o Send information

o Follow up Calls

o Try to Book Meeting

o Interest or Not

New Way of Sellingo Website Visit

o Education

o Download or Inbound Call

o Further Education

o Close

o Customer Service

The Traditional Hunter The New Farmer

Inbound efforts cost 62% lessper lead than traditional, outbound efforts

Outbound:AVG COST/LEAD: $373

Inbound:AVG COST/LEAD: $143

The Future of SellingR e a c h i n g Y o u r A u d i e n c e

• You need a Web Asset that will attract people

• The message needs to resonate with your buyer...quickly

• Content needs to provide answers to customer problems

• Content needs to continually be produced

• Your message needs to be spread to reach your

audience

The Future of SellingR E A C H I N G Y O U R A U D I E N C E

The Future of SellingT h e C r e a ti o n o f S a l e s H u b

Common Selling Problems

If you are not reaching your audience . . .

and answering their questions or solving their problems . . .

your competitors will !

• Your website is little more than a product brochure• Your website isn’t getting found

• Cold calling isn’t effective• Difficult to connect live with prospects (call display, voice mail)

• Because they have adapted to the future of selling and are educating your prospects

• Competitors are on page 1 of a Google search and you are not

Common Website Problems

• You have a website but does anyone come?

• Do you track who they are and how they got there?

• If they are not finding you, who are they finding and why?

• How much are you spending on conferences, cold calls

etc...What is your cost of acquiring a new customer?

The sooner you answer these questions, the faster you will grow

revenue

The Future with SalesHubSalesHub transforms your website into an automated virtual internet sales team which attracts customers and increases your closing rates

Deliverables:

• Increases size of your sales funnel

• Weeds out unprofitable prospects

• Persuade Undecided Prospects More Effectively

• Find Better Prospects

• Increase the Speed of your funnel

• Replenish your funnel every week

SalesHub

New Role of SalesHub New Role of your Seller

SalesHub

• We are a One Stop Shop. We Develop, Design and Build. We Manage, Create and Execute...Accountable

• Transform Your Website into a Web Asset• Drive Customers to Your Web Assets• Generate Key Messages and Content that answer Customer Questions

and Problems• It’s Our Job to Keep you on the Cutting Edge• SalesHub is your Virtual Sales Team automating the first 60% of the

sales process• All for about the cost of one sales person

SalesHub is a virtual sales team designed to optimize a company’s web

assets, drive down the cost of acquisition and improve the effectiveness of your sales team.

MEDIUM

• WEB ASSETS• FACEBOOK• TWITTER• LINKEDIN• LEAD NURTURING• PR

MESSAGE

• CONTENT TRANSLATION • CUSTOMER CENTRIC• KEY MESSAGES• BUYER PERSONAS• COMMUNITIES• SEARCHWORDS

METRICS

SalesHubOne Stop Shop

Development• Website development • Blog development• Social profile set up• CRM Set Up

Execution• SEO / technical

optimization• Blog writing, editing,

publishing• Linked In, Facebook and

Twitter sharing• Lead Nurturing & Lead

Generation • Tracking and accountability

Case StudyS a l e s F o r c e S e a r c h

• Our story:• Profit Magazine Hot 50 list in 2010 & 2011• 442,000 Website Visits since March 2012• Ranked in top 3 search results for 193 Keywords • 12,421 organic search visits last month• Lead to the creation of SalesHub.ca

The Future of SellingO u r S t o r y

Year 1 - our Starto Cold Calling

o Base Salaries

o Business Developers

o 10 leads a month

o 1000 Website Visits a

month

o 14 new Customers

Nowo Inbound Leads

o 100% Commission

o Account Managers

o Over 200 Leads a month

o 30,000 Website Visits a

month

o 226 New Customers in

2013

The Future of SellingO u r S t o r y

Cumulative Growth: April 2011 – April 2014

The Future of SellingW h a t N o w ?

The Future of SellingO u r S t o r y

• Companies that adapt to the Future of Selling will succeed• Look critically at your website and content and make sure it

speaks to your customers pain• Embrace the new way companies buy

– Buyers Buying vs. Sellers Selling

The Future of SellingF r e e W e b A s s e s s m e n t

• Free Offer

• Web Asset Audit for all attendees

• Email Heather Nairn-Rand to receive your free offer: [email protected]

Thank YouC O N T A C T I N F O R M A T I O N

ON THE WEB

Matthew Cook

[email protected]

www.SalesForceSearch.comwww.SalesHub.ca

@MattCookSales

Heather Nairn-Rand

[email protected]@hnairnrand

Doug O’Grady

[email protected]@DougOGrady