Evolution of Sales | The Social Selling Survival Guide

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Social selling is the next big trend, threatening to change the very way sales professionals prospect for leads and nurture existing customers. LinkedIn, Top Sales World, PGi and more share their insights into how social media, automation, data and online research are changing the sales organization - and what social media leaders and sales executives need to do for business success.

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Evolution of Sales | The Social Selling Survival Guide

  1. 1. Salesexecutivesmustadaptby harnessingvirtualandsocialtools tosurviveandthriveinmodern salesenvironments.
  2. 2. Research demonstrates that consumers typically complete most of the purchase journey before having any contact with sales.
  3. 3. Virtualtoolscanempowersalesprofessionalslikenever before,drivinganeweconomicequationforbusinessin thiseconomy.
  4. 4. $400 $200 2010 $332 $134 $373 $143 $346 $135 2011 2012 $0 AVERAGE COST PER LEADINBOUND VS. OUTBOUND lower cost per lead 61% outbound marketing outbound marketing outbound marketing outbound marketing inbound marketing inbound marketing inbound marketing inbound marketing INBOUND NOW INBOUND NOW
  5. 5. 75% 57% 97% of B2B purchases are influenced by social media7 of buying decisions are made before a sales rep is involved8 of cold calls do not work9 How Have Today’s Enterprise Buyers Evolved?How Have Today’s Enterprise Buyers Evolved?How Have Today’s Enterprise Buyers Evolved?How Have Today’s Enterprise Buyers Evolved? Social Media Tips to Ensure Your SurvivalSocial Media Tips to Ensure Your SurvivalSocial Media Tips to Ensure Your SurvivalSocial Media Tips to Ensure Your Survival BE SELECTIVE. Meaningful content only. CHECK SOURCES. Never publish without reading. NOT TOO MUCH (1 PER DAY). Never blast multiple posts in a row. ADD YOUR POINT OF VIEW. DON’T SELL. Buyers no longer depend on sellers for education and information. Sellers must adapt their processes, tools and training to this new reality.
  6. 6. Forrester Research found that only 13% of executive buyers believe a salesperson can clearly demonstrate an understanding of their business challenges and articulate potential solutions.10 AsmarketinghasevolvedintheDigitalEra,oneofthe mostfrequentlyheardaxiomsis“contentisking;”andif akingdomeverhadaqueen,“context”wouldruleright alongsidecontent.
  7. 7. SocialmediaisthefirepitoftheInternet.Digitalnativesgathertosharestoriesandtocreateand adaptthisvirtualworld.TheDigitalErahasgivenrisetodifferentdesignsanddifferentapplications, butonethingiscertain:socialmediaisheretostay. 89% 64% 71% of marketers report their social media activities help them gain awareness11 of marketers see lead generation benefits when they spend six hours a week on social media11 of marketers find increased market intelligence when they spend six hours a week on social media11
  8. 8. Anyonecansendawrittenemailtoprospectivebuyers,butvideo enablesyoutoadaptyourmessageandaddamorepersonaltouchto typicalsalesoutreach. How can video help your sales performance? Recent studies18 show that many high-performing companies have found new ways to use video throughout the sales cycle in areas such as: How can video help your sales performance? Recent studies18 show that many high-performing companies have found new ways to use video throughout the sales cycle in areas such as: How can video help your sales performance? Recent studies18 show that many high-performing companies have found new ways to use video throughout the sales cycle in areas such as: How can video help your sales performance? Recent studies18 show that many high-performing companies have found new ways to use video throughout the sales cycle in areas such as: conversionsconversionsconversionsconversions lead nurturinglead nurturinglead nurturinglead nurturingclosing dealsclosing dealsclosing dealsclosing deals post-sale communications post-sale communications post-sale communications post-sale communications
  9. 9. iMeet Works For SalesiMeet Works For SalesiMeet Works For SalesiMeet Works For Sales no guest download no guest download no guest download no guest download file and screen sharing file and screen sharing file and screen sharing file and screen sharing personalized url personalized url personalized url personalized url hd videohd videohd videohd video mobilemobilemobilemobile TakeonelookatiMeetanditwillchange thewayyouthinkaboutyoursalescalls.

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