Finding New Customers

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Finding New Customers

  1. 1. Finding New Customers Times Have Changed
  2. 2. Business leaders need to deliver results Companies need to find new clients
  3. 3. Current way of doing business Sales EVP VP Sales CEO Dir. Mktng. Show Show Get me Close We’re me me Leads Deals Trying Results Results
  4. 4. Current way of doing business Sales EVP VP Sales CEO Dir. Mktng. Show Show Get me Close We’re me me Leads Deals Trying Results Results But this approach is no longer effective.
  5. 5. Let’s look back a few years Information Information Information Problems Executives had problems to solve.
  6. 6. Opportunities for relationships Receptive to phone calls Read brochures Attended tradeshows
  7. 7. This is no longer the case Blocked Calls Screened Buyer Emails Filtered Trade Shows
  8. 8. Something has changed.
  9. 9. Something has changed. But what?
  10. 10. “In your most recent purchase, who found whom?” Survey by Marketing Sherpa
  11. 11. “In your most recent purchase, who found whom?” 20% Buyer found seller 80% Seller found buyer Survey by Marketing Sherpa
  12. 12. The culture of selling has changed Seller Buyer Seller Buyer
  13. 13. Why?
  14. 14. The Internet
  15. 15. Trade Sales Brochures Shows People The buyer no longer needs trade shows, brochures, or sales people for information.
  16. 16. They have the Internet.
  17. 17. Stages of Buying Past Identify Research Consid. Short List RFP Review Negotiate Select Need Vendor Contact Current/Future Identify Research Consid. Short List RFP Review Negotiate Select Need Vendor Contact
  18. 18. So what does this mean?
  19. 19. Web Presence A robust and findable web presence needs to become the informational hub of the company. It needs to be the go-to place for great educational and thought provoking content.
  20. 20. Our web presence needs to attract buyers of our products and services. The content needs to provide information that matches the stages of the buying process. Blog posts, podcasts, videos, slideshows, flash demos, case studies, etc.
  21. 21. The culture of selling has changed.

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