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OgilvyOne Worldwide's new offering, “Social Selling,” will help companies drive top-line growth through the use of social media, following new research that reveals a “social media adoption gap” exists between salespeople and sales organizations.
OgilvyOne Worldwide's new offering, “Social Selling,” will help companies drive top-line growth through the use of social media, following new research that reveals a “social media adoption gap” exists between salespeople and sales organizations.
THE CUSTOMER IS KING 70%
70% % AGREE 61% 56% USA UK BRAZIL CHINA BUYERS AREN’T RELYING ON SALES PEOPLE FOR INFORMATION BEFORE MAKING A PURCHASE. Source: OgilvyOne "Future of Selling" study, Oct 2010
THE CUSTOMER IS KING 70%
66% 67% % AGREE 61% USA UK BRAZIL CHINA CUSTOMERS ARE OBTAINING MORE INFORMATION OF OUR PRODUCTS AND SERVICES, BUT NOT THE RIGHT KIND Source: OgilvyOne "Future of Selling" study, Oct 2010
SOCIAL MEDIA HELPS SELL 73%
65% 15% 20% % AGREE 49% 30% 11% 33% STRONGLY 27% 5% 26% 18% 3% MOSTLY 7% 10% 28% SOMEWHAT 20% 17% 18% 19% TOTAL USA UK BRAZIL CHINA IMPORTANCE OF SOCIAL MEDIA LIKE TWITTER, FACEBOOK AND YOUTUBE IN SUCCESS AS A SALESPERSON Source: OgilvyOne "Future of Selling" study, Oct 2010
SOCIAL MEDIA USE VARIES BY
COUNTRY Facebook (or equivalent) LinkedIn Twitter 47% YouTube (or equivalent) 45% Own Blog 40% 38% 25% 26% 22% 23% 20% 21% 17% 13% 9%10% 10% 8% 7% 5% 3% N/A USA UK Brazil China USA UK BRAZIL CHINA Source: OgilvyOne "Future of Selling" study, Oct 2010
TOP PERFORMING SALESPEOPLE ARE ADOPTING
SOCIAL MEDIA Total 2010 Sales +>25% 70% 73% 71% 65% 65% % AGREE 54% 49% 38% 33% 28% Total USA UK Brazil China TOTAL USA UK BRAZIL CHINA SOCIAL MEDIA ARE IMPORTANT IN MY SUCCESS AS A SALESPERSON Source: OgilvyOne "Future of Selling" study, Oct 2010
SALES IS DESPERATE FOR HELP...
% AGREE 82% 84% 55% 48% 68% 69% 41% 42% USA UK BRA CHN USA UK BRA CHN THE BUYING PROCESS IS CHANGING MY COMPANY IS AFRAID OF FASTER THAN SALES EMPLOYEES USING SOCIAL MEDIA ORGANIZATIONS ARE RESPONDING Source: OgilvyOne "Future of Selling" study, Oct 2010
...REALLY DESPERATE % AGREE 93%
85% 91% 75% 78% 70% 53% 46% USA UK BRA CHN USA UK BRA CHN MY COMPANY DOES NOT TRAIN OR I WISH MY COMPANY OFFERED MORE EDUCATE ON HOW TO USE SOCIAL MEDIA HELP IN USING SOCIAL MEDIA Source: OgilvyOne "Future of Selling" study, Oct 2010
A WORLD RADICALLY TRANSFORMED 84%
79% 71% % AGREE 66% USA UK BRAZIL CHINA BEING A SALESPERSON WILL BE RADICALLY DIFFERENT IN 5 YEARS Source: OgilvyOne "Future of Selling" study, Oct 2010
NEW FRAMEWORK Sales Funnel Customer
Journey The first sales and marketing funnel was created in 1898 by Trigger Events St. Elmo Lewis, the founder of the Association of National Advertising. Share Research Usage Shop & Purchase LESS MORE #sellorelse
FIVE THINGS TO DO RIGHT
NOW: 1. Walk in the buyer’s digital footsteps 2. Create digital bait 3. Get Marketing and Sales in the same room 4. Test one social selling initiative 5. Join the new selling conversation #sellorelse
JOIN THE CONVERSATION “ The
good salesman combines the tenacity of a bulldog with the manners of a spaniel. If you have any charm, ” ooze it. #sellorelse #sellorelse
JOIN THE CONVERSATION “ The
good salesman combines the tenacity of a bulldog with the manners of a spaniel. If you have any charm, ” ooze it. #sellorelse #sellorelse
OGILVYONE ANNOUNCES . . .
“The 21st Century Selling” Partnership Social Selling Branded Selling #sellorelse
PARTNERS John Callies David Brock
Todd Herman Lisa Haldeman Cheryl PRESIDENT PRESIDENT AND CEO CONSULTANT EXECUTIVE CONSULTANT Ader Smith CALLIES MANAGEMENT PARTNERS IN LEOPARD EXECUTIVE DIRECTOR CONSULTING EXCELLENCE OF STRATEGY LEOPARD #sellorelse
PARTNERS John Bell Patou Phil
Buehler Barney Michael Sean Muzzy MANAGING DIRECTOR Nuytemans HEAD OF PLANNING Loehnis Lazerow MANAGING DIRECTOR OGILVYPR OGILVYONE NEO@OGILVY CHIEF DIGITAL OFFICER HEAD OF DIGITAL CEO OGILVY & MATHER OGILVYONE HONG BUDDY MEDIA EAME KONG #sellorelse
FUTURE OF SELLING CHECKLIST VISIT
SELLORELSE.COM TALK TO US ABOUT AN OPPORTUNITY AUDIT WITH 21ST CENTURY SELLING PARTNERS I’M JUST HERE FOR THE DRINKS! #sellorelse