OgilvyOne Worldwide's new offering, “Social Selling,” will help companies drive top-line growth through the use of social media, following new research that reveals a “social media adoption gap” exists between salespeople and sales organizations.
17. WHAT DO SALES PROFESSIONALS SAY?
Full-time sales professionals
Sample = 1,007
USA, UK, Brazil, China
#sellorelse
18. THE CUSTOMER IS KING
70% 70%
% AGREE 61%
56%
USA UK BRAZIL CHINA
BUYERS AREN’T RELYING ON SALES PEOPLE FOR
INFORMATION BEFORE MAKING A PURCHASE.
Source: OgilvyOne "Future of Selling" study, Oct 2010
19. THE CUSTOMER IS KING
70%
66% 67%
% AGREE 61%
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
20. SOCIAL MEDIA HELPS SELL
73%
65%
15%
20%
% AGREE 49%
30%
11% 33%
STRONGLY 27%
5% 26%
18% 3%
MOSTLY 7% 10%
28%
SOMEWHAT 20% 17% 18% 19%
TOTAL USA UK BRAZIL CHINA
IMPORTANCE OF SOCIAL MEDIA LIKE TWITTER, FACEBOOK
AND YOUTUBE IN SUCCESS AS A SALESPERSON
Source: OgilvyOne "Future of Selling" study, Oct 2010
21. SOCIAL MEDIA USE VARIES BY COUNTRY
Facebook (or equivalent)
LinkedIn
Twitter
47%
YouTube (or equivalent) 45%
Own Blog 40%
38%
25% 26%
22% 23%
20% 21%
17%
13%
9%10% 10%
8% 7%
5%
3%
N/A
USA UK Brazil China
USA UK BRAZIL CHINA
Source: OgilvyOne "Future of Selling" study, Oct 2010
22. TOP PERFORMING SALESPEOPLE ARE
ADOPTING SOCIAL MEDIA
Total
2010 Sales +>25%
70% 73% 71%
65% 65%
% AGREE 54%
49%
38%
33%
28%
Total USA UK Brazil China
TOTAL USA UK BRAZIL CHINA
SOCIAL MEDIA ARE IMPORTANT IN MY SUCCESS AS A SALESPERSON
Source: OgilvyOne "Future of Selling" study, Oct 2010
23. SALES IS DESPERATE FOR HELP...
% AGREE 82% 84% 55%
48%
68% 69%
41% 42%
USA UK BRA CHN USA UK BRA CHN
THE BUYING PROCESS IS CHANGING MY COMPANY IS AFRAID OF
FASTER THAN SALES EMPLOYEES USING SOCIAL MEDIA
ORGANIZATIONS ARE RESPONDING
Source: OgilvyOne "Future of Selling" study, Oct 2010
24. ...REALLY DESPERATE
% AGREE
93% 85%
91%
75% 78% 70%
53%
46%
USA UK BRA CHN USA UK BRA CHN
MY COMPANY DOES NOT TRAIN OR I WISH MY COMPANY OFFERED MORE
EDUCATE ON HOW TO USE SOCIAL MEDIA HELP IN USING SOCIAL MEDIA
Source: OgilvyOne "Future of Selling" study, Oct 2010
25. The leads
SUCK!
No, YOU
suck!
SALES MARKETING #sellorelse
26. A WORLD RADICALLY TRANSFORMED
84%
79%
71%
% AGREE 66%
USA UK BRAZIL CHINA
BEING A SALESPERSON WILL BE RADICALLY DIFFERENT IN 5 YEARS
Source: OgilvyOne "Future of Selling" study, Oct 2010
27. “ SO CHANGE, OR ELSE ”
The 21st Century Guide to Selling
#sellorelse
28. NEW FRAMEWORK
Sales Funnel Customer Journey
The first sales and marketing funnel
was created in 1898 by Trigger Events
St. Elmo Lewis, the founder of the
Association of National Advertising. Share Research
Usage
Shop & Purchase
LESS MORE #sellorelse
29. SALES NEEDS TO STEP UP
LESS INFO MORE INSIGHT
#sellorelse
50. 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
#sellorelse
51. JOIN THE CONVERSATION
“
The good salesman
combines the
tenacity of a bulldog
with the manners of
a spaniel. If you
have any charm,
”
ooze it.
#sellorelse
#sellorelse
52. JOIN THE CONVERSATION
“
The good salesman
combines the
tenacity of a bulldog
with the manners of
a spaniel. If you
have any charm,
”
ooze it.
#sellorelse
#sellorelse
53. OGILVYONE ANNOUNCES . . .
“The 21st Century Selling” Partnership
Social Selling
Branded Selling
#sellorelse
54. PARTNERS
John Callies David Brock Todd Herman Lisa Haldeman Cheryl
PRESIDENT PRESIDENT AND CEO CONSULTANT EXECUTIVE CONSULTANT Ader Smith
CALLIES MANAGEMENT PARTNERS IN LEOPARD
EXECUTIVE DIRECTOR
CONSULTING EXCELLENCE OF STRATEGY
LEOPARD
#sellorelse
55. PARTNERS
John Bell Patou Phil Buehler Barney Michael Sean Muzzy
MANAGING DIRECTOR Nuytemans HEAD OF PLANNING Loehnis Lazerow MANAGING DIRECTOR
OGILVYPR OGILVYONE NEO@OGILVY
CHIEF DIGITAL OFFICER HEAD OF DIGITAL CEO
OGILVY & MATHER OGILVYONE HONG BUDDY MEDIA
EAME KONG
#sellorelse
56. 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!
#sellorelse