Welcome Introduction to: Inbound Marketing and Sales 2.0 Stop Pointing Fingers and Get To Work!
About Me Independent consultant, with specialization in developing online lead generation systems and strategies for small and medium sized business Certified HubSpot Consultant Founding member of Hold Hands Chicago, a CPS educational consulting firm 10 year career in Sales and Distribution at IBM responsible for managing over $400M over career. Served such clients as United Airlines, WW Grainger, Hyatt, Kellogg’s, CDW, United Stationers, Anixter, Archer Daniels, to name a few. Investment banker at Morgan Stanley Founder Vashion.com a virtual B2B apparel exchange Director of sales Gradschools.com and Studyabroad.com
Companies I’ve worked with
Questions to ask yourself……..
Questions to ask yourself Are you still cold calling with no reason to speak to the other person that adds value?
Are you promoting your personal brand?
Do you understand the business landscape of your clients. -No I mean really understand it?
When people seek out knowledge about your Industry do they come to you?
Do people call you and ask to do business with you?
Customer 2.0? The Challenges of Working with Today’s Customer
Don’t want to be sold too
Customer controls the conversation (they may be smarter then you on your products!)
Customer to customer conversations = more influence
Expect instant response and feedback
Include your company at the tail end of the sales process
They control the rhythm of the sale: End of the quarter is the best time to buy
Value of Inbound Marketing Inbound marketing pulls buyers into your business
Outbound Marketing Isn’t Working 800-555-1234 Annoying Salesperson
Sales 2.0? People, Process and Technology “Sales 2.0 is a more efficient and effective way of selling for the buyer and the seller enabled by technology.” Sales + Web 2.0 = Sales 2.0
You will find by incorporating Sale 2.0 into your business…..
Your opportunity pipeline will significantly increase
Your deals will accelerate to closure faster
You’ll be viewed as an expert in your field
Your calls will be much more friendly and warm
You’ll have more time to prospect and close business
You’ll know exactly when to engage with your clients
But ultimately this is what we salespeople truly care about….
Expected Benefits of Incorporating Sales 2.0 into your business Increasing our commissions!!!!!
Why Should I care about Social Media?
Because 3 out of 4 Americans use social technology
2/3 of global internet population visit social networks
Visiting social sites is now the 4th most popular online activity—Ahead of personal email
Visitors spend 5 million minutes per day on Facebook!
Your customers are making relationships with your competitors on social media sites!!
Pitfalls to Avoid on Social Media
Sales 2.0 is about Acceleration Prioritize buyers and focus on the most promising prospects Contact the right prospects at the right time Automate lead nurturing to free salespeople from calling on ready prospects …to accelerate sales velocity and volume.
Using Personnel Change Triggers CIO and VP of IT moves in Fortune 5000 Bank United: Eddie Buitrago, SVP, Systems Integration, has left the company GE Capital: Martha Poulter has been named VP & Chief Information Officer Quicken Loans: LingLong He has been named Chief Information Officer, replacing Frank Laura who is now on product side ING Americas: Gary Baxter promoted to Chief Information Officer post Walt Disney: Andy Schwalb, Chief Information Officer left Disney for Nascar. Microsoft: Ted Cahall named Corporate Vice President, MSN Online Portal Netjets: Alan Cullop has left as Chief Information Officer. Replacement is Ken Green
Setting Trigger Alerts
Sales 2.0 is about Collaboration Transform into a smarter and better informed sales organization by… Harness the collective intelligence of the sales organization Leverage online collaboration solutions Extract timely and relevant insights from the “Social Media” …to sell more effectively to smarter and better informed prospects.
How IBM Collaborates
Confusing Professional and Personal
Not converting online to Face to Face
Failing to search engine
Searching for companies instead of people
Things you can to do to get started If you have a marketing department get in synch with their activity. Use Linkedin and Twitter as tools to promote yourself, use less email! Subscribe to a newsfeed service and set your “Triggers” and reasons to call Become an expert in your field, develop content, blog and share with the world Hire an expert to help you put in a process in place
T Shape Solutions Services Drive Traffic to your site: SEO Strategy and Health-checks Website Development using Wordpress Keyword Strategy Blog Strategy Social Media Integration Content Creation Services Create and manage monthly editorial calendars Ghost Blogging Email Newsletter creation and distribution Video Production Content Promotion Inbound Marketing Execution Social Media Marketing Search Engine Marketing Convert and Analyze Landing Pages Campaign Analytics Full Marketing to Sales Process Strategy
THANK YOU! Scott Taback Scott.firstname.lastname@example.org @TshapeScott 773-398-3823 www.tshapesolutions.com Connect with me on:
Inbound Marketing Is More Important Source: State of Inbound Marketing Report - http://bit.ly/aewfHr
Small Companies Do More Inbound Source: State of Inbound Marketing Report - http://bit.ly/aewfHr
Blogging More Often Drives Results Source: State of Inbound Marketing Report - http://bit.ly/aewfHr
Create Great Content by Blogging Source: Data from over 1,500 small businesses - http://bit.ly/XDkQV
Blogging Attracts More Links Source: Data from over 1,500 small businesses - http://bit.ly/XDkQV
Leads by Indexed Web Pages Source: State of Inbound Marketing Lead Generation Report - http://bit.ly/cVMpkn