Face-to-face in a Sales 2.0 World

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  • Technology failed to deliver. Despite all these new tools, there’s been NO ANNUAL INCREASE in the number of reps who meet quota. And sales forecasts are still inaccurate 50% of the time. (CSO Insights)
  • If we continue to do business as we’ve done it in the past, we’ll be out of business
  • TellAminu’s story here. Summary: A sales rep met on iMeet with a Social Media Pastor of the largest church in San Antonio, TX. After showing him how the platform integrated with Facebook, the pastor sent a message out to his Facebook page. No more than two minutes later, a colleague from Arkansas joined the meeting. The sales rep closed the deal with the TX pastor, and is now closing a substantial deals with his AK colleague.
  • Pages with profiles pictures are SEVEN TIMES more likely to be viewed online (Wall Street Journal)

Transcript

  • 1. Face-to-Face in a Social + Mobile World Todd McCormick PGi Sales Strategies in a Social & Mobile World @Sales20Conf
  • 2. Would you rather do business With this person…Sales Strategies in a Social & Mobile World @Sales20Conf
  • 3. Or this person?Sales Strategies in a Social & Mobile World @Sales20Conf
  • 4. The fact is:The game of selling has changed Sales Strategies in a Social & Mobile World @Sales20Conf
  • 5. Email is dying.Sales Strategies in a Social & Mobile World @Sales20Conf
  • 6. Cold calls are dead.Sales Strategies in a Social & Mobile World @Sales20Conf
  • 7. Belly-to-belly selling is dead. Buyers complete 80% of the buying cycle before interacting with sales. 85% of buyer-seller conversations will occur online by 2020. Face-to-face meetings are a key factor in successfully building and maintaining professional relationships. —Source: HBR, GartnerSales Strategies in a Social & Mobile World @Sales20Conf
  • 8. Superstars sell eyeball-to-eyeballWhen customers see your eyeballs, they trust you Sales Strategies in a Social & Mobile World @Sales20Conf
  • 9. What happened? Selling has become facelessSales Strategies in a Social & Mobile World @Sales20Conf
  • 10. Traditional technology is ineffective. • Buyers receive 200+ emails per day • 97% are unwanted • Ignored voicemails + meeting requests —Source: Microsoft Sales Strategies in a Social & Mobile World @Sales20Conf
  • 11. Everything is a commodity. • More ways to speak at customers • Harder to speak with them —Source: BtoB Magazine70% of marketing + sales execs rank ‘inability to differentiate’ as primary inhibitor to growth Sales Strategies in a Social & Mobile World @Sales20Conf
  • 12. The critical link = Your face • People want to buy from people • Yesterday’s door-to-door sale now happens online 89%: Face-to-facemeetings are essential for sealing the deal —Source: Harvard Biz Sales Strategies in a Social & Mobile World @Sales20Conf
  • 13. Enter video. • More information per minute • How 95% of public best processes information —Source: MarketoSales Strategies in a Social & Mobile World @Sales20Conf
  • 14. Video is exploding.• YouTube: Fastest-growing media platform ever. Over 2 billion views each day.• Facebook: 3 billion videos/photos daily. Sales Strategies in a Social & Mobile World @Sales20Conf
  • 15. It’s like Woody Allen said…• 80% of success is showing up.• Not listening up! Sales Strategies in a Social & Mobile World @Sales20Conf
  • 16. Focus on the basics• Up to 93% of communication is non-verbal• See true reactions + overcome objections• See into actual working environment in a Social & Mobile World Sales Strategies @Sales20Conf
  • 17. Rapidly establish common ground • Speed through intros • Share hobbies and visual demonstrations Sales Strategies in a Social & Mobile World @Sales20Conf
  • 18. Socially connect in real-timeSales Strategies in a Social & Mobile World @Sales20Conf
  • 19. Sales office in the cloudProgressive companies invest in online videocommunication tools to engage customers in real-time.The result: business isn’t just done faster; it’sdone better—for all parties involved.” —Gerhard Gschwandtner Sales Strategies in a Social & Mobile World @Sales20Conf
  • 20. Your eyes are the window to the sell. Companies that use video for sales report an average ROI of 120%. —Source: Aberdeen Sales Strategies in a Social & Mobile World @Sales20Conf
  • 21. Put your best face forward online• Use a warm + professional photo• Place camera where you actually look• Ignore your dual monitor• Send a consistent message with your office …more tips at Blog.Pgi.com Sales Strategies in a Social & Mobile World @Sales20Conf
  • 22. SummaryWhen customers see the white of youreyes, they remember you and trust you Sales Strategies in a Social & Mobile World @Sales20Conf
  • 23. Thank you.• Todd.McCormick@PGi.com• @TMcCormick2011• www.iMeet.com/ToddMcCormick Sales Strategies in a Social & Mobile World @Sales20Conf
  • 24. iMeet for SalesSales Strategies in a Social & Mobile World @Sales20Conf