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Social selling is the next big trend, threatening to change the very way sales professionals prospect for leads and nurture existing customers. LinkedIn, Top Sales World, PGi and more share their insights into how social media, automation, data and online research are changing the sales organization - and what social media leaders and sales executives need to do for business success.
4. $400
$200
2010
$332
$134
$373
$143
$346
$135
2011 2012
$0
AVERAGE COST PER LEADINBOUND VS. OUTBOUND
lower cost
per lead
61%
outbound
marketing
outbound
marketing
outbound
marketing
outbound
marketing
inbound
marketing
inbound
marketing
inbound
marketing
inbound
marketing
INBOUND
NOW
INBOUND
NOW
5. 75%
57%
97%
of B2B purchases
are influenced by
social media7
of buying decisions are
made before a sales
rep is involved8
of cold calls do
not work9
How Have Today’s Enterprise Buyers Evolved?How Have Today’s Enterprise Buyers Evolved?How Have Today’s Enterprise Buyers Evolved?How Have Today’s Enterprise Buyers Evolved? Social Media Tips to Ensure Your SurvivalSocial Media Tips to Ensure Your SurvivalSocial Media Tips to Ensure Your SurvivalSocial Media Tips to Ensure Your Survival
BE SELECTIVE. Meaningful content only.
CHECK SOURCES. Never publish without reading.
NOT TOO MUCH (1 PER DAY). Never blast multiple posts in a row.
ADD YOUR POINT OF VIEW.
DON’T SELL.
Buyers no longer depend on sellers for education and information. Sellers must adapt
their processes, tools and training to this new reality.
6.
7. Forrester Research
found that only 13%
of
executive buyers believe
a salesperson can
clearly demonstrate an
understanding of their
business challenges
and articulate potential
solutions.10
AsmarketinghasevolvedintheDigitalEra,oneofthe
mostfrequentlyheardaxiomsis“contentisking;”andif
akingdomeverhadaqueen,“context”wouldruleright
alongsidecontent.
9. Anyonecansendawrittenemailtoprospectivebuyers,butvideo
enablesyoutoadaptyourmessageandaddamorepersonaltouchto
typicalsalesoutreach.
How can video help your sales performance?
Recent studies18
show that many high-performing companies have found
new ways to use video throughout the sales cycle in areas such as:
How can video help your sales performance?
Recent studies18
show that many high-performing companies have found
new ways to use video throughout the sales cycle in areas such as:
How can video help your sales performance?
Recent studies18
show that many high-performing companies have found
new ways to use video throughout the sales cycle in areas such as:
How can video help your sales performance?
Recent studies18
show that many high-performing companies have found
new ways to use video throughout the sales cycle in areas such as:
conversionsconversionsconversionsconversions lead nurturinglead nurturinglead nurturinglead nurturingclosing dealsclosing dealsclosing dealsclosing deals
post-sale
communications
post-sale
communications
post-sale
communications
post-sale
communications
10. iMeet Works For SalesiMeet Works For SalesiMeet Works For SalesiMeet Works For Sales
no guest
download
no guest
download
no guest
download
no guest
download
file and screen
sharing
file and screen
sharing
file and screen
sharing
file and screen
sharing
personalized
url
personalized
url
personalized
url
personalized
url
hd videohd videohd videohd video mobilemobilemobilemobile
TakeonelookatiMeetanditwillchange
thewayyouthinkaboutyoursalescalls.