6. Do You Remember
the 8 Exponential
Technologies?
DoYouRemember
the8Exponentia
Technoogies?
7.
8.
9.
10.
11.
12.
13.
14.
15. The convergence of marketing and sales,
combined with the wealth of data that
modern technology has made available
to prospects, has led to the emergence of
new ideas like “social selling” and
“smarketing.”
- HubSpot.com
16. Let’s Check Out Your
Social Selling Index (SSI):
linkedin.com/sales/ssi
17.
18.
19. The sales rep is no longer in charge; in fact, it’s
quite the opposite, as prospects now hold the
power. This change in the buyer-seller power
structure demands a corresponding change in
the way sales reps interact with prospects. It’s
no longer about selling, it’s about helping.
- Hubspot.com
36. When Was the Last Time
You Asked Your Client,
“How do you like to
be sold or marketed to?”
37.
38. 9'of'the'top'11'effective'ways'of'getting'a'
of'involve'Thought'
Leadership'Marketing
How would you rate the effectiveness of the following marketing vehicles in getting your attention?
Mean Rating (N~344)
Speech or presentation at a conference or trade show
Case studies describing successful customer solution implementations
Article in the business or trade press
Invitation to a Webinar, seminar, or workshop
Sporting or cultural event sponsorship
Online advertisement
Vendor's blog
TV or print advertisement
Phone call from a sales representative from the service firm
Email from a sales representative from the service firm
Direct mail brochure
Conference sponsorship
Electronic newsletter from the service firm
White paper offered on the Internet
Search engine hits when doing research or surfing the Web
Analyst firm recommendation (such as Gartner/IDC/Forrester)
Speech or presentation at a conference or trade show
Case studies describing successful customer solution implementations
Article in the business or trade press
Invitation to a Webinar, seminar, or workshop
Sporting or cultural event sponsorship
Online advertisement
Vendor's blog
TV or print advertisement
Phone call from a sales representative from the service firm
Email from a sales representative from the service firm
Direct mail brochure
Conference sponsorship
Electronic newsletter from the service firm
White paper offered on the Internet
Search engine hits when doing research or surfing the Web
Analyst firm recommendation (such as Gartner/IDC/Forrester)
2.0
2.2
2.3
2.3
2.3
2.3
2.5
2.8
2.9
3.1
3.2
3.3
3.4
3.4
3.7
3.7
40. sked to rate the value of various marketing
activities on a five-point scale, meetings/
conferences and research/surveys top the list.
Today B2B providers view a broad array of
sponsored programmes, such as conferences and
white papers, as a valuable means of capturing
attention and persuading decision makers.
This is not to say that traditional advertising
has lost its appeal. Instead, the conclusion is that
organisations seeking to promote their businesses
are increasingly relying on a range of channels,
including print.
user communities) and passive (print) promotional
channels.
The way forward is clearly a heavier reliance on
creating a programme of thought leadership that
takes advantage of multiple-entry-point messaging.
The shift to 360º thought leadership
1. How important are the following non-traditional categories
of marketing activity to your organisation?
(Mean score out of 5)
Meetings/conferences
Research/surveys
White papers, executive summaries, articles
3.76
3.85
3.61
1M E G A T R E N D O N E
A
41. Thought Leadership Defined
The term was first coined in 1994, by Joel Kurtzman, editor-in-
chief of the magazine, Strategy+Business
“Thought leaders are individuals or organisations that are
recognised by peers, customers and industry experts as
someone who deeply understand the business they are in, the
needs of their customers, and the broader marketplace in which
they operate.”
“Thought leaders have a distinctively original idea,
a unique point of view or an insight.”
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manager.
75%
43.
44.
45. Social Selling Index (SSI)
Create a
professional
brand
Find the
right people
Engage with
insights
Build strong
relationships
46. %
of B2B Buyers use social media to
make purchasing decisions
48. More likely to engage with sales
professionals via warm introduction
than cold outreach.
49. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• Achieved more than 120% of quota (#1 rep)
• Has built over 100 new clients in pipeline
“If it wasn’t for LinkedIn, I would not have built the
existing network I have with some large NFP
organizations…LinkedIn Navigator is addictive. It is like
having a strategy manager working for me 24/7. ”
SSI
64
50. 3X more likely to go
to club
Go to Club
51% more likely to
exceed quota
Exceed Quota
Promoted to VP 17
months faster
Get Promoted Faster
Sales Professionals Who Are Social Selling
• President’s Club FY 2014
• Finished the year at 166% of Quota
“I put it down to LinkedIn; when I track down my lead
sources for deals I closed LinkedIn had a profound effect
on how I engaged with decision makers and how I went
about identifying those individuals.”
SSI
71
51.
52.
53.
54.
55.
56.
57.
58. Create a Thought Leader’s Linkedin Profile
Professional photo is your first impression
Tagline should be action oriented, not just a title
Summary should describe your passions
Rich media should illustrate your story
Educate potential buyers who visit your profile