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Ogilvy One the future of selling

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Publié dans : Ventes, Formation
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Ogilvy One the future of selling

  1. THE FUTURE OF SELLINGBRIAN FETHERSTONHAUGH CHAIRMAN & CEO, OGILVYONE WORLDWIDE TODD HERMAN CONSULTANT, OGILVYONE WORLDWIDE
  2. DAVID OGILVY WE SELL, OR ELSE. “ ”#sellorelse
  3. #sellorelse
  4. #sellorelse
  5. #sellorelse THE EXPERTS
  6. ! ! #sellorelse
  7. ! ! #sellorelse JOHN CALLIES Callies Management Consulting
  8. ! ! #sellorelse JEN GROOVER
  9. ! ! #sellorelse RICHARD BRAVMAN
  10. ! ! #sellorelse TONY HSEIH
  11. ! ! #sellorelse
  12. #sellorelse THE WORLD’S GREATEST SALESPERSON
  13. #sellorelse THE ANATOMY OF A GREAT SALESPERSON #sellorelse
  14. #sellorelse Empathy Problem-Solver #sellorelse Communicator Beer-Worthy Trustworthy Relentless Energy
  15. #sellorelse ...BUT BUYING IS DIFFERENT (this changes everything)
  16. #sellorelse THE CUSTOMER IS KING
  17. #sellorelse WHAT DO SALES PROFESSIONALS SAY?   Full-time sales professionals   Sample = 1,007   USA, UK, Brazil, China
  18. 61% 70% 56% 70% THE CUSTOMER IS KING BUYERS AREN’T RELYING ON SALES PEOPLE FOR INFORMATION BEFORE MAKING A PURCHASE. USA UK BRAZIL CHINA Source: OgilvyOne "Future of Selling" study, Oct 2010 % AGREE
  19. THE CUSTOMER IS KING 61% 66% 70% 67% USA UK BRAZIL CHINA CUSTOMERS ARE OBTAINING MORE INFORMATION OF OUR PRODUCTS AND SERVICES, BUT NOT THE RIGHT KIND Source: OgilvyOne "Future of Selling" study, Oct 2010 % AGREE
  20. SOCIAL MEDIA HELPS SELL 20% 18% 11%STRONGLY MOSTLY SOMEWHAT 17% 18% 19% 28% 7% 10% 26% 30% 3% 5% 20% 15% USA UK BRAZIL CHINATOTAL IMPORTANCE OF SOCIAL MEDIA LIKE TWITTER, FACEBOOK AND YOUTUBE IN SUCCESS AS A SALESPERSON 27% 33% 65% 73% Source: OgilvyOne "Future of Selling" study, Oct 2010 49%% AGREE
  21. SOCIAL MEDIA USE VARIES BY COUNTRY USA UK BRAZIL CHINA 25% 26% 45% 40% 20% 21% 10% 8% 9% 22% 47% 7% 10% 17% 23% 3% 5% 13% 38% USA UK Brazil China Facebook (or equivalent) LinkedIn Twitter YouTube (or equivalent) Own Blog Source: OgilvyOne "Future of Selling" study, Oct 2010 N/A
  22. TOP PERFORMING SALESPEOPLE ARE ADOPTING SOCIAL MEDIA 49% 28% 33% 65% 73% 65% 38% 54% 70% 71% Total USA UK Brazil China USA UK BRAZIL CHINATOTAL Total 2010 Sales +>25% Source: OgilvyOne "Future of Selling" study, Oct 2010 SOCIAL MEDIA ARE IMPORTANT IN MY SUCCESS AS A SALESPERSON % AGREE
  23. 48% 55% 41% 42% SALES IS DESPERATE FOR HELP... 68% 69% 82% 84% THE BUYING PROCESS IS CHANGING FASTER THAN SALES ORGANIZATIONS ARE RESPONDING MY COMPANY IS AFRAID OF EMPLOYEES USING SOCIAL MEDIA USA UK BRA CHN USA UK BRA CHN Source: OgilvyOne "Future of Selling" study, Oct 2010 % AGREE
  24. 46% 53% 70% 85% ...REALLY DESPERATE 91% 93% 75% 78% I WISH MY COMPANY OFFERED MORE HELP IN USING SOCIAL MEDIA MY COMPANY DOES NOT TRAIN OR EDUCATE ON HOW TO USE SOCIAL MEDIA USA UK BRA CHN USA UK BRA CHN Source: OgilvyOne "Future of Selling" study, Oct 2010 % AGREE
  25. #sellorelse SALES MARKETING The leads SUCK! No, YOU suck!
  26. A WORLD RADICALLY TRANSFORMED 66% 71% 79% 84% USA UK BRAZIL CHINA BEING A SALESPERSON WILL BE RADICALLY DIFFERENT IN 5 YEARS Source: OgilvyOne "Future of Selling" study, Oct 2010 % AGREE
  27. #sellorelse “ SO CHANGE, OR ELSE ” The 21st Century Guide to Selling
  28. #sellorelse NEW FRAMEWORK Customer Journey Research Usage Share Shop & Purchase Trigger Events MORELESS Sales Funnel The first sales and marketing funnel was created in 1898 by St. Elmo Lewis, the founder of the Association of National Advertising.
  29. #sellorelse SALES NEEDS TO STEP UP LESS INFO MORE INSIGHT
  30. #sellorelse CONTENT = DIGITAL BAIT
  31. #sellorelse DIGITAL BODY LANGUAGE #sellorelse
  32. #sellorelse MORE NEW SALES + MARKETING LESS “I WIN” “YOU LOSE”
  33. #sellorelse THE EVOLUTION OF SELLING GET ON THE BUS! WHERE DO YOU WANT TO GO?
  34. #sellorelse SOCIAL SELLING
  35. #sellorelse BEHAVIORAL ECONOMICS THE $300 MILLION BUTTON
  36. #sellorelse EXAMPLES OF 21ST CENTURY SELLING
  37. #sellorelse VW - REAL RACING GTI 80% JUMP IN LEADS AND DOUBLED SALES TO NEW VW OWNERS.
  38. #sellorelse IKEA - TAG, I WIN! 16% OF TRAFFIC FROM FACEBOOK, OVER $112,000 IN REVENUE IN FIRST WEEK ALONE
  39. #sellorelse CAPTAIN MORGAN - DARE THE CAPTAIN DOUBLED SALES YEAR ON YEAR
  40. #sellorelse 622 NORTH - OWNER FRANK PERKOVICH FILLED THE RESTAURANT WITH 150 CUSTOMERS
  41. #sellorelse PONDS AGE MIRACLE GREW SALES REVENUE BY 42%
  42. #sellorelse CHAMPION’S CHALLENGE
  43. #sellorelse CHAMPION’S CHALLENGE 59% OF ALL CUSTOMERS COME VIA SOCIAL MEDIA. 491 173 118 Referring Sites Direct Traffic Search Engines
  44. #sellorelse FORD 10,000 PRE-ORDERS ONE MONTH AWAY FROM FULL PRODUCTION
  45. #sellorelse CENTURY 21 “SELLING OR BUYING” SOCIAL MEDIA LEADS DOUBLED SINCE LAUNCH OF “SELLING/ BUYING” TAB
  46. #sellorelse SALESFORCE.COM CHATTER
  47. #sellorelse IBM SOFTWARE ‘HOW TO BUY’ ONE SINGLE SALE PAYS FOR ENTIRE PROGRAM Digital Bait Dominate Search
  48. #sellorelse E-COMMERCE TARGET = $4B P&G Opens Facebook store selling 29 top brands – Oct 5, 2010 PROCTER & GAMBLE AND FACEBOOK
  49. #sellorelse ARE YOU READY?
  50. #sellorelse FIVE THINGS TO DO RIGHT NOW: 1. Walk in the buyer’s digital footsteps 2. Create digital bait 3. Get Marketing and Sales in the same room 4. Test one social selling initiative 5. Join the new selling conversation
  51. #sellorelse JOIN THE CONVERSATION #sellorelse The good salesman combines the tenacity of a bulldog with the manners of a spaniel. If you have any charm, ooze it. “ ”
  52. #sellorelse JOIN THE CONVERSATION #sellorelse The good salesman combines the tenacity of a bulldog with the manners of a spaniel. If you have any charm, ooze it. “ ”
  53. #sellorelse OGILVYONE ANNOUNCES . . . “The 21st Century Selling” Partnership Social Selling Branded Selling
  54. #sellorelse PARTNERS David Brock PRESIDENT AND CEO PARTNERS IN EXCELLENCE John Callies PRESIDENT CALLIES MANAGEMENT CONSULTING Cheryl Ader Smith EXECUTIVE DIRECTOR OF STRATEGY LEOPARD Lisa Haldeman EXECUTIVE CONSULTANT LEOPARD Todd Herman CONSULTANT
  55. #sellorelse PARTNERS Michael Lazerow CEO BUDDY MEDIA Patou Nuytemans CHIEF DIGITAL OFFICER OGILVY & MATHER EAME Phil Buehler HEAD OF PLANNING OGILVYONE Sean Muzzy MANAGING DIRECTOR NEO@OGILVY John Bell MANAGING DIRECTOR OGILVYPR Barney Loehnis HEAD OF DIGITAL OGILVYONE HONG KONG
  56. #sellorelse FUTURE OF SELLING CHECKLIST VISIT SELLORELSE.COM TALK TO US ABOUT AN OPPORTUNITY AUDIT WITH 21ST CENTURY SELLING PARTNERS I’M JUST HERE FOR THE DRINKS!

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