SlideShare a Scribd company logo

Selling in the Age of the Customer

Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process. This presentation is from a webinar I delivered back in June. You can view the on-demand recorded session using this link: http://bit.ly/2ggxYCj

1 of 25
Selling in the Age of the Customer
Selling in the Age of the Customer
"In the Age of the Seller,
salespeople were the
original Internet of
prospects and customers."
--Jim Blasingame
and the world changed
opportunity knocks
cc: Shootingsnow - https://www.flickr.com/photos/30126014@N04
ways to engage
• phone
• email
• social media
• referrals
• events
• sharing content
• speaking
• handwritten notes
Ad

Recommended

17 Ways to Become a Content Concierge
17 Ways to Become a Content Concierge17 Ways to Become a Content Concierge
17 Ways to Become a Content ConciergeBarbara Giamanco
 
Social Selling - Origins, Overview, and Examples
Social Selling - Origins, Overview, and ExamplesSocial Selling - Origins, Overview, and Examples
Social Selling - Origins, Overview, and ExamplesSandra Long
 
Suffering from follow up burn out? How to Reverse It.
Suffering from follow up burn out? How to Reverse It.Suffering from follow up burn out? How to Reverse It.
Suffering from follow up burn out? How to Reverse It.Chris Spurvey
 
SlideShare for your Personal and Company Brand
SlideShare for your Personal and Company Brand SlideShare for your Personal and Company Brand
SlideShare for your Personal and Company Brand Sandra Long
 
An entrepreneur's journey - the start up
An entrepreneur's journey - the start upAn entrepreneur's journey - the start up
An entrepreneur's journey - the start upJim Ferguson
 
How to achieve mind-blowing Content Marketing ROI
How to achieve mind-blowing Content Marketing ROIHow to achieve mind-blowing Content Marketing ROI
How to achieve mind-blowing Content Marketing ROIJeremy Cabral
 
Employer Branding: Do you Know the Origins?
Employer Branding: Do you Know the Origins?Employer Branding: Do you Know the Origins?
Employer Branding: Do you Know the Origins?Sandra Long
 
LinkedIn Mobile: Top Apps for 2017
LinkedIn Mobile: Top Apps for 2017LinkedIn Mobile: Top Apps for 2017
LinkedIn Mobile: Top Apps for 2017Sandra Long
 

More Related Content

What's hot

Don't Waste Money On Your PPC Ads
Don't Waste Money On Your PPC AdsDon't Waste Money On Your PPC Ads
Don't Waste Money On Your PPC AdsJim Banks
 
LinkedIn Speaker Sandra Long
LinkedIn Speaker Sandra Long  LinkedIn Speaker Sandra Long
LinkedIn Speaker Sandra Long Sandra Long
 
4 Simple Steps to Profits through a Painless Pricing Framework
4 Simple Steps to Profits through a Painless Pricing Framework4 Simple Steps to Profits through a Painless Pricing Framework
4 Simple Steps to Profits through a Painless Pricing FrameworkMichael Nelson
 
Personal Branding: Do you Know the Origins?
Personal Branding: Do you Know the Origins?Personal Branding: Do you Know the Origins?
Personal Branding: Do you Know the Origins?Sandra Long
 
Every Entrepreneur Should Write
Every Entrepreneur Should WriteEvery Entrepreneur Should Write
Every Entrepreneur Should WriteChris Spurvey
 
Six Simple Steps to Rejection-proof Closing
Six Simple Steps to Rejection-proof ClosingSix Simple Steps to Rejection-proof Closing
Six Simple Steps to Rejection-proof ClosingBenjamin Brown
 
The 20 competencies of great leaderships
The 20 competencies of great leaderships The 20 competencies of great leaderships
The 20 competencies of great leaderships Anthony Chaine
 
LMT Marketing - Massage Therapy Marketing - 5 Essential Pillars
LMT Marketing - Massage Therapy Marketing - 5 Essential PillarsLMT Marketing - Massage Therapy Marketing - 5 Essential Pillars
LMT Marketing - Massage Therapy Marketing - 5 Essential PillarsMore Massage Marketing
 
LinkedIn Training from Sandra Long of Post Road Consulting LLC
LinkedIn Training from Sandra Long of Post Road Consulting LLCLinkedIn Training from Sandra Long of Post Road Consulting LLC
LinkedIn Training from Sandra Long of Post Road Consulting LLCSandra Long
 
Engagement in the digital age
Engagement in the digital ageEngagement in the digital age
Engagement in the digital ageBen Lowndes
 
Quotes on Personal Branding from Dr. Seuss
Quotes on Personal Branding from Dr. SeussQuotes on Personal Branding from Dr. Seuss
Quotes on Personal Branding from Dr. SeussSandra Long
 
Why you should 10x your goals
Why you should 10x your goalsWhy you should 10x your goals
Why you should 10x your goalsJAMSO
 
Why You Need A Customer Persona: Stories need characters
Why You Need A Customer Persona: Stories need charactersWhy You Need A Customer Persona: Stories need characters
Why You Need A Customer Persona: Stories need charactersAllan Caeg
 
10-Step Checklist for Customer Onboarding
10-Step Checklist for Customer Onboarding10-Step Checklist for Customer Onboarding
10-Step Checklist for Customer OnboardingSkilljar
 
Social Media Marketing Your Summer Camp - what works right now
Social Media Marketing Your Summer Camp -  what works right nowSocial Media Marketing Your Summer Camp -  what works right now
Social Media Marketing Your Summer Camp - what works right nowTravis Allison
 
Boost Conversions: Market Research Without Analytics or Approaching Anyone
Boost Conversions: Market Research Without Analytics or Approaching AnyoneBoost Conversions: Market Research Without Analytics or Approaching Anyone
Boost Conversions: Market Research Without Analytics or Approaching AnyoneAllan Caeg
 
Customer Development for Technology Founders
Customer Development for Technology FoundersCustomer Development for Technology Founders
Customer Development for Technology FoundersAllan Caeg
 
Dove va il digital marketing? Trend e consigli.
Dove va il digital marketing? Trend e consigli.Dove va il digital marketing? Trend e consigli.
Dove va il digital marketing? Trend e consigli.Gianluca Diegoli
 

What's hot (20)

Don't Waste Money On Your PPC Ads
Don't Waste Money On Your PPC AdsDon't Waste Money On Your PPC Ads
Don't Waste Money On Your PPC Ads
 
LinkedIn Speaker Sandra Long
LinkedIn Speaker Sandra Long  LinkedIn Speaker Sandra Long
LinkedIn Speaker Sandra Long
 
4 Simple Steps to Profits through a Painless Pricing Framework
4 Simple Steps to Profits through a Painless Pricing Framework4 Simple Steps to Profits through a Painless Pricing Framework
4 Simple Steps to Profits through a Painless Pricing Framework
 
Personal Branding: Do you Know the Origins?
Personal Branding: Do you Know the Origins?Personal Branding: Do you Know the Origins?
Personal Branding: Do you Know the Origins?
 
Every Entrepreneur Should Write
Every Entrepreneur Should WriteEvery Entrepreneur Should Write
Every Entrepreneur Should Write
 
Six Simple Steps to Rejection-proof Closing
Six Simple Steps to Rejection-proof ClosingSix Simple Steps to Rejection-proof Closing
Six Simple Steps to Rejection-proof Closing
 
The 20 competencies of great leaderships
The 20 competencies of great leaderships The 20 competencies of great leaderships
The 20 competencies of great leaderships
 
LMT Marketing - Massage Therapy Marketing - 5 Essential Pillars
LMT Marketing - Massage Therapy Marketing - 5 Essential PillarsLMT Marketing - Massage Therapy Marketing - 5 Essential Pillars
LMT Marketing - Massage Therapy Marketing - 5 Essential Pillars
 
LinkedIn Training from Sandra Long of Post Road Consulting LLC
LinkedIn Training from Sandra Long of Post Road Consulting LLCLinkedIn Training from Sandra Long of Post Road Consulting LLC
LinkedIn Training from Sandra Long of Post Road Consulting LLC
 
Engagement in the digital age
Engagement in the digital ageEngagement in the digital age
Engagement in the digital age
 
Quotes on Personal Branding from Dr. Seuss
Quotes on Personal Branding from Dr. SeussQuotes on Personal Branding from Dr. Seuss
Quotes on Personal Branding from Dr. Seuss
 
Why you should 10x your goals
Why you should 10x your goalsWhy you should 10x your goals
Why you should 10x your goals
 
Why You Need A Customer Persona: Stories need characters
Why You Need A Customer Persona: Stories need charactersWhy You Need A Customer Persona: Stories need characters
Why You Need A Customer Persona: Stories need characters
 
Video Intros & Outros
Video Intros & OutrosVideo Intros & Outros
Video Intros & Outros
 
10-Step Checklist for Customer Onboarding
10-Step Checklist for Customer Onboarding10-Step Checklist for Customer Onboarding
10-Step Checklist for Customer Onboarding
 
Becoming great managers?
Becoming great managers?Becoming great managers?
Becoming great managers?
 
Social Media Marketing Your Summer Camp - what works right now
Social Media Marketing Your Summer Camp -  what works right nowSocial Media Marketing Your Summer Camp -  what works right now
Social Media Marketing Your Summer Camp - what works right now
 
Boost Conversions: Market Research Without Analytics or Approaching Anyone
Boost Conversions: Market Research Without Analytics or Approaching AnyoneBoost Conversions: Market Research Without Analytics or Approaching Anyone
Boost Conversions: Market Research Without Analytics or Approaching Anyone
 
Customer Development for Technology Founders
Customer Development for Technology FoundersCustomer Development for Technology Founders
Customer Development for Technology Founders
 
Dove va il digital marketing? Trend e consigli.
Dove va il digital marketing? Trend e consigli.Dove va il digital marketing? Trend e consigli.
Dove va il digital marketing? Trend e consigli.
 

Similar to Selling in the Age of the Customer

The Experience Factor in Sales
The Experience Factor in SalesThe Experience Factor in Sales
The Experience Factor in SalesBarbara Giamanco
 
How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...
How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...
How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...Aman Raj
 
Digital Marketing Strategy: Truths & Fairy Tales
Digital Marketing Strategy: Truths & Fairy TalesDigital Marketing Strategy: Truths & Fairy Tales
Digital Marketing Strategy: Truths & Fairy TalesGeorge Tsiakas
 
Interview Mastery - Satoshi Takano, Humber College
Interview Mastery - Satoshi Takano, Humber CollegeInterview Mastery - Satoshi Takano, Humber College
Interview Mastery - Satoshi Takano, Humber CollegeSatoshi Takano
 
Six secrets-to-closing-sale
Six secrets-to-closing-saleSix secrets-to-closing-sale
Six secrets-to-closing-saleBenjamin Brown
 
Personal branding with a purpose
Personal branding with a purposePersonal branding with a purpose
Personal branding with a purposeColleen Hofmann
 
Creating in person communities in a highly connected world
Creating in person communities in a highly connected worldCreating in person communities in a highly connected world
Creating in person communities in a highly connected worldScott Oser Associates, Inc.
 
10 Modern Truths for B2B Sales
10 Modern Truths for B2B Sales10 Modern Truths for B2B Sales
10 Modern Truths for B2B SalesSandra Long
 
Enterprise +UX+Agile
Enterprise +UX+AgileEnterprise +UX+Agile
Enterprise +UX+AgileRebecca Baker
 
Enterprise, Agile, and UX: Making It Work Today, Tomorrow, and Beyond
Enterprise, Agile, and UX: Making It Work Today, Tomorrow, and BeyondEnterprise, Agile, and UX: Making It Work Today, Tomorrow, and Beyond
Enterprise, Agile, and UX: Making It Work Today, Tomorrow, and BeyondUXPA International
 
3 Key Steps to Improve Sales Revenue
3 Key Steps to Improve Sales Revenue3 Key Steps to Improve Sales Revenue
3 Key Steps to Improve Sales RevenueBenjamin Brown
 
How to Create a Social Media Strategy
How to Create a Social Media StrategyHow to Create a Social Media Strategy
How to Create a Social Media StrategyGabe Villamizar
 
Iowa REALTOR Convention - Digital Marketing
Iowa REALTOR Convention - Digital MarketingIowa REALTOR Convention - Digital Marketing
Iowa REALTOR Convention - Digital MarketingMaura Neill
 
Brand Extensions: Applying the Rules in a Digital World
Brand Extensions: Applying the Rules in a Digital WorldBrand Extensions: Applying the Rules in a Digital World
Brand Extensions: Applying the Rules in a Digital WorldHamutal Schieber
 
Reach Hacking: Strategic Marketing for Startups
Reach Hacking: Strategic Marketing for StartupsReach Hacking: Strategic Marketing for Startups
Reach Hacking: Strategic Marketing for StartupsBlake Robinson
 
#CIMSocial How to make social media work for your business
#CIMSocial How to make social media work for your business#CIMSocial How to make social media work for your business
#CIMSocial How to make social media work for your businessmarketplace amp Ltd
 
Digital Marketing: The New Kid on the Block
Digital Marketing: The New Kid on the BlockDigital Marketing: The New Kid on the Block
Digital Marketing: The New Kid on the BlockMaura Neill
 
Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...
Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...
Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...Rockit Conference
 

Similar to Selling in the Age of the Customer (20)

The Experience Factor in Sales
The Experience Factor in SalesThe Experience Factor in Sales
The Experience Factor in Sales
 
How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...
How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...
How to make News and Noise as a startup by Aman Raj - AVP, Communications - I...
 
Digital Marketing Strategy: Truths & Fairy Tales
Digital Marketing Strategy: Truths & Fairy TalesDigital Marketing Strategy: Truths & Fairy Tales
Digital Marketing Strategy: Truths & Fairy Tales
 
Interview Mastery - Satoshi Takano, Humber College
Interview Mastery - Satoshi Takano, Humber CollegeInterview Mastery - Satoshi Takano, Humber College
Interview Mastery - Satoshi Takano, Humber College
 
Six secrets-to-closing-sale
Six secrets-to-closing-saleSix secrets-to-closing-sale
Six secrets-to-closing-sale
 
Personal branding with a purpose
Personal branding with a purposePersonal branding with a purpose
Personal branding with a purpose
 
Creating in person communities in a highly connected world
Creating in person communities in a highly connected worldCreating in person communities in a highly connected world
Creating in person communities in a highly connected world
 
10 Modern Truths for B2B Sales
10 Modern Truths for B2B Sales10 Modern Truths for B2B Sales
10 Modern Truths for B2B Sales
 
Enterprise +UX+Agile
Enterprise +UX+AgileEnterprise +UX+Agile
Enterprise +UX+Agile
 
Enterprise, Agile, and UX: Making It Work Today, Tomorrow, and Beyond
Enterprise, Agile, and UX: Making It Work Today, Tomorrow, and BeyondEnterprise, Agile, and UX: Making It Work Today, Tomorrow, and Beyond
Enterprise, Agile, and UX: Making It Work Today, Tomorrow, and Beyond
 
3 Key Steps to Improve Sales Revenue
3 Key Steps to Improve Sales Revenue3 Key Steps to Improve Sales Revenue
3 Key Steps to Improve Sales Revenue
 
How to Create a Social Media Strategy
How to Create a Social Media StrategyHow to Create a Social Media Strategy
How to Create a Social Media Strategy
 
Iowa REALTOR Convention - Digital Marketing
Iowa REALTOR Convention - Digital MarketingIowa REALTOR Convention - Digital Marketing
Iowa REALTOR Convention - Digital Marketing
 
Brand Extensions: Applying the Rules in a Digital World
Brand Extensions: Applying the Rules in a Digital WorldBrand Extensions: Applying the Rules in a Digital World
Brand Extensions: Applying the Rules in a Digital World
 
15 Career Questions Artists Must Ask
15 Career Questions Artists Must Ask15 Career Questions Artists Must Ask
15 Career Questions Artists Must Ask
 
Reach Hacking: Strategic Marketing for Startups
Reach Hacking: Strategic Marketing for StartupsReach Hacking: Strategic Marketing for Startups
Reach Hacking: Strategic Marketing for Startups
 
#CIMSocial How to make social media work for your business
#CIMSocial How to make social media work for your business#CIMSocial How to make social media work for your business
#CIMSocial How to make social media work for your business
 
Bestpracticeforux
BestpracticeforuxBestpracticeforux
Bestpracticeforux
 
Digital Marketing: The New Kid on the Block
Digital Marketing: The New Kid on the BlockDigital Marketing: The New Kid on the Block
Digital Marketing: The New Kid on the Block
 
Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...
Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...
Travis Wright - Data Driven Marketing Technologies, Tools & Tactics in the Ag...
 

More from Barbara Giamanco

Achieve Account-Based Selling Goals Solving the Alignment Dilemma
Achieve Account-Based Selling Goals Solving the Alignment DilemmaAchieve Account-Based Selling Goals Solving the Alignment Dilemma
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
 
Women in Sales Networking Event _ April 2018 Atlanta
Women in Sales Networking Event _ April 2018 AtlantaWomen in Sales Networking Event _ April 2018 Atlanta
Women in Sales Networking Event _ April 2018 AtlantaBarbara Giamanco
 
Social Selling to the C-Suite - ESMA
Social Selling to the C-Suite - ESMASocial Selling to the C-Suite - ESMA
Social Selling to the C-Suite - ESMABarbara Giamanco
 
Social Selling to the C-Suite - Top Sales World Auditorium
Social Selling to the C-Suite - Top Sales World AuditoriumSocial Selling to the C-Suite - Top Sales World Auditorium
Social Selling to the C-Suite - Top Sales World AuditoriumBarbara Giamanco
 
Implementing a Social Selling Strategy
Implementing a Social Selling StrategyImplementing a Social Selling Strategy
Implementing a Social Selling StrategyBarbara Giamanco
 
10 Reasons Sales Performance Isn't Measuring Up
10 Reasons Sales Performance Isn't Measuring Up10 Reasons Sales Performance Isn't Measuring Up
10 Reasons Sales Performance Isn't Measuring UpBarbara Giamanco
 
Discover How Sales Leaders Win on Social Media
Discover How Sales Leaders Win on Social MediaDiscover How Sales Leaders Win on Social Media
Discover How Sales Leaders Win on Social MediaBarbara Giamanco
 
eFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in SaleseFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in SalesBarbara Giamanco
 
Social Selling Case Study - Fortune 500 Telecommunications Company
Social Selling Case Study - Fortune 500 Telecommunications CompanySocial Selling Case Study - Fortune 500 Telecommunications Company
Social Selling Case Study - Fortune 500 Telecommunications CompanyBarbara Giamanco
 
Scheduling Speaking Engagements
Scheduling Speaking EngagementsScheduling Speaking Engagements
Scheduling Speaking EngagementsBarbara Giamanco
 
The ROI of Trust in Social Selling
The ROI of Trust in Social SellingThe ROI of Trust in Social Selling
The ROI of Trust in Social SellingBarbara Giamanco
 
Random Rants About Sales and Social Selling
Random  Rants About Sales and Social SellingRandom  Rants About Sales and Social Selling
Random Rants About Sales and Social SellingBarbara Giamanco
 
Crack the Social Selling Code
Crack the Social Selling CodeCrack the Social Selling Code
Crack the Social Selling CodeBarbara Giamanco
 
9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social Selling9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social SellingBarbara Giamanco
 

More from Barbara Giamanco (15)

Achieve Account-Based Selling Goals Solving the Alignment Dilemma
Achieve Account-Based Selling Goals Solving the Alignment DilemmaAchieve Account-Based Selling Goals Solving the Alignment Dilemma
Achieve Account-Based Selling Goals Solving the Alignment Dilemma
 
Women in Sales Networking Event _ April 2018 Atlanta
Women in Sales Networking Event _ April 2018 AtlantaWomen in Sales Networking Event _ April 2018 Atlanta
Women in Sales Networking Event _ April 2018 Atlanta
 
Social Selling to the C-Suite - ESMA
Social Selling to the C-Suite - ESMASocial Selling to the C-Suite - ESMA
Social Selling to the C-Suite - ESMA
 
Social Selling to the C-Suite - Top Sales World Auditorium
Social Selling to the C-Suite - Top Sales World AuditoriumSocial Selling to the C-Suite - Top Sales World Auditorium
Social Selling to the C-Suite - Top Sales World Auditorium
 
Implementing a Social Selling Strategy
Implementing a Social Selling StrategyImplementing a Social Selling Strategy
Implementing a Social Selling Strategy
 
10 Reasons Sales Performance Isn't Measuring Up
10 Reasons Sales Performance Isn't Measuring Up10 Reasons Sales Performance Isn't Measuring Up
10 Reasons Sales Performance Isn't Measuring Up
 
Discover How Sales Leaders Win on Social Media
Discover How Sales Leaders Win on Social MediaDiscover How Sales Leaders Win on Social Media
Discover How Sales Leaders Win on Social Media
 
eFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in SaleseFactor: Why Customer Experience is the Next Big Thing in Sales
eFactor: Why Customer Experience is the Next Big Thing in Sales
 
Social Selling Case Study - Fortune 500 Telecommunications Company
Social Selling Case Study - Fortune 500 Telecommunications CompanySocial Selling Case Study - Fortune 500 Telecommunications Company
Social Selling Case Study - Fortune 500 Telecommunications Company
 
Scheduling Speaking Engagements
Scheduling Speaking EngagementsScheduling Speaking Engagements
Scheduling Speaking Engagements
 
The ROI of Trust in Social Selling
The ROI of Trust in Social SellingThe ROI of Trust in Social Selling
The ROI of Trust in Social Selling
 
Random Rants About Sales and Social Selling
Random  Rants About Sales and Social SellingRandom  Rants About Sales and Social Selling
Random Rants About Sales and Social Selling
 
Crack the Social Selling Code
Crack the Social Selling CodeCrack the Social Selling Code
Crack the Social Selling Code
 
9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social Selling9 Things You Need to Know About Social Selling
9 Things You Need to Know About Social Selling
 
11 Ways to WOW Now!
11 Ways to WOW Now!11 Ways to WOW Now!
11 Ways to WOW Now!
 

Recently uploaded

Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...mirajulislam1809
 
Trunks and Dresser you can use as Coffee table
Trunks and Dresser you can use as Coffee  tableTrunks and Dresser you can use as Coffee  table
Trunks and Dresser you can use as Coffee tablepeludoze
 
Rustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coatRustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coatpeludoze
 
Raisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdfRaisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdfHanyOaf
 
I - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night standI - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night standpeludoze
 
II - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - DoorsII - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - Doorspeludoze
 

Recently uploaded (6)

Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
Cactus Kingdom offers a diverse and extensive collection of cacti and succule...
 
Trunks and Dresser you can use as Coffee table
Trunks and Dresser you can use as Coffee  tableTrunks and Dresser you can use as Coffee  table
Trunks and Dresser you can use as Coffee table
 
Rustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coatRustic Armoire Antique Cloths shoes coat
Rustic Armoire Antique Cloths shoes coat
 
Raisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdfRaisecom Company Introduction 2023//.pdf
Raisecom Company Introduction 2023//.pdf
 
I - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night standI - Armoire - Shest - Dresser - Bed Room - Night stand
I - Armoire - Shest - Dresser - Bed Room - Night stand
 
II - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - DoorsII - Consolé- Desks - Dining Set - Doors
II - Consolé- Desks - Dining Set - Doors
 

Selling in the Age of the Customer

  • 1. Selling in the Age of the Customer
  • 3. "In the Age of the Seller, salespeople were the original Internet of prospects and customers." --Jim Blasingame
  • 4. and the world changed
  • 5. opportunity knocks cc: Shootingsnow - https://www.flickr.com/photos/30126014@N04
  • 6. ways to engage • phone • email • social media • referrals • events • sharing content • speaking • handwritten notes
  • 7. use social channels to increase visibility, add value and demonstrate business credibility to develop relationships with buyers early cc: Peter Ras - https://www.flickr.com/photos/48395185@N03
  • 8. getting to yes for a sales conversation
  • 9. prepare yourself • what do I know about the buyers business? • what problem do we solve? • why should the buyer care? • what happens if they do nothing? • what expertise do I need to show? • how do I gain their commitment to give me their valuable time? cc: Mark Sardella - https://www.flickr.com/photos/11125702@N00
  • 10. watch for early stage buying signals
  • 11. ditch the pitch cc: Thomás - https://www.flickr.com/photos/21862121@N04
  • 12. skip the gimmicks cc: mdverde - https://www.flickr.com/photos/9490254@N06
  • 13. “Seventy-nine percent of business buyers say it is absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.” - Salesforce State of Sales cc: deb & devin etheredge - https://www.flickr.com/photos/28831353@N03
  • 14. cultivate referrals • 72.6% of B2B buyers prefer to work with vendors recommended by someone they know. • 73.0% of B2B buyers prefer to works with sellers who have been referred by someone they know. • 63.9% of B2B buyers appreciate introductions to new people.
  • 15. message matters if you want to stand out cc: JASElabs - https://www.flickr.com/photos/8776396@N02
  • 16. "An average office worker gets 121 emails per day." -City A.M. "But 2/3 of all emails are completely ignored and never opened." -HubSpot cc: Thomas Hawk - https://www.flickr.com/photos/51035555243@N01
  • 17. grab interest what is in it for the buyer? cc: Overdaforest - https://www.flickr.com/photos/85943352@N00
  • 18. to succeed your email and phone messages should be tailored to each buyer cc: khora - https://www.flickr.com/photos/26774111@N00
  • 19. value and relevance • a business or economic trend that could impact their business • competitive insight • an industry study that provides insights into specific market segments the buyer's company may be targeting • new leadership best practices • trends in performance effectiveness cc: jjjj56cp - https://www.flickr.com/photos/25171569@N02
  • 20. NO! "Hi Barbara, Could I get a few minutes of your time to discuss about our lead generation service? We might be able to offer a different perspective on how our unique approach can get you in front of the prospective clients you are trying to reach. Are you the best person to speak with regarding this? If yes, do you have any availability today or Monday next week for a quick discovery call? Please let me know the best number to reach you." cc: nathangibbs - https://www.flickr.com/photos/57954193@N00
  • 21. YES! I show Sales VP's how to TRIPLE their team's sales meeting acceptance rates in as little as 6-weeks through better messaging, the right people skills and process. cc: Artotem - https://www.flickr.com/photos/27698646@N04
  • 22. adapt your sales approach to succeed with today’s buyer! cc: rennes_i - https://www.flickr.com/photos/49526657@N04
  • 23. in closing cc: Toastwife - https://www.flickr.com/photos/68697343@N00
  • 24. upcoming sessions • the biggest challenges sales managers face - steve rosen 6/19 • avoiding collateral damages to your business with system thinking - christian maurer 6/22 • objective based selling: sell more to more people - tibor shanto 6/22 cc: sridgway - https://www.flickr.com/photos/68132273@N00

Editor's Notes

  1. Thanks for joining me on the Sales Experts Channel to talk about selling in the age of the customer.
  2. There was a time when customers needed salespeople to provide them the data they needed about products and services to make decisions. We were, in fact, the original internet. When buyers knew they had a need, they checked available options, usually in their local geography and then invited salespeople to meet with them We were the primary educational vehicle in helping buyers make purchasing decisions.
  3. 27. 8. 2017
  4. 27. 8. 2017
  5. 27. 8. 2017
  6. This isn’t about trying to short-cut the buyer’s decision making process by using social channels to pitch. Sellers who do that sort of thing find themselves Missing out on sales opportunities. Buyers are looking for salespeople to add real value not just try to sell them something.
  7. This is certainly the main goal when pursuing targeted accounts and decision makers. Your goal is to create enough of a relationship and demonstrate enough credibility that decision makers want to talk to you. This is also the place where many sellers are making big mistakes. All interactions matter during the sales cycle but nothing is more important than the first impression you are creating with the first phone call you make or email that you send. It is all about the message. So before engaging…
  8. 27. 8. 2017
  9. 27. 8. 2017
  10. 27. 8. 2017
  11. 27. 8. 2017
  12. This is one of the most under utilized selling strategies today. When you need to establish credibility and trust quickly, nothing can do that faster than having someone refer you to a prospect who is respected and trusted by the person making the introduction. Many people don’t follow a process for cultivating referral opportunities nor do they ask even their own customers for referrals either into other departments in the company or to other buyers they know in other companies. To get the best expert advice on this topic, you should follow Joanne Black who wrote the book No More Cold Calling, which outlines her referral selling process which gets you sales meetings with one call. Joanne’s second book – Pick Up the Damn Phone is also a must read. When I’m trying to engage with a targeted buyer… my go to approach is to find a way to get an introduction to that person. Often salespeople are defaulting to cold emails and cold phone calls as a first approach. Done right, with the right message… many people do get results with these approaches, so I’m not saying don’t do it. I have just found from experience that referrals help to open doors more quickly and aids in shrinking the sales cycle.
  13. 27. 8. 2017
  14. 27. 8. 2017
  15. 27. 8. 2017