Reps are hitting a sales roadblockIn 2012, 40% of B2B sales reps didn’t hit quota!The phone & email has become less effective.
Reps sick of scratching & clawing for dealsEvery month, the sales rep feels like they start at 0Few reps have a perpetual lead gen machine
Reps struggling with cold callingPart of the job description – but HATED!
Reps are seen as… just sales reps!“No Value – sales rep” “Invisible – sales rep”
But the Fundamental Challenge is: Your buyer has changed!70% of their buying process is done,BEFORE your sales reps involvementDecision-Makers need corporate buy-in (committees)
Result: You’re losing deals, long before you’ve realized they’re lost!Clients are discovering & trusting your competitionfirst, because they’re adding value online.Long before your reps start a phone relationship.
The buyer is discovering – with or without you!83% of B2B buyers, began their journey online.Your competitor’s planting Inception right now.
First to shape the buyer – wins!65% of buyers choose the company that was firstto add VALUE
50% of deals are lost when reps add NO VALUE! ENTER THE DEADZONE! No value in asking “have you reviewed our proposal yet?”Interviewed 1,200 decision-makers of SME & Enterprise companies.These are the top problems they had with other sales reps. 30% = Too much contact via phone & email 8% = Far too aggressive in their approach 9% = Lacked conveying value to my needs
XO Communications Story – the buying process in a SOCIAL worldNOVEMBER 2012 • Realizes sales reps current sales tactics, will no longer sustain a competitive advantage. • Approaches management about new “Social Selling” process. He will train all 220+ sales reps world-wide.
Begins researching potential Solutions Early December 2012 Discovers a webinar on Social Selling “3 LinkedIn Tactics you didn’t know” Recording August 2012. Placed on LinkedIn Groups – now ranking high on Google Searches. Turns out, Vorsight is a trusted vendor. The “Sphere of Influence” is very important. After looking at our LinkedIn page, he notices Vorsight’s recommendation & a competitor.
December 10th, 2012The Decision-Maker planned onchoosing a vendor by mid-January.He began to invite top vendors topresent their solutions.70% of his buying process was done,And we haven’t met yet! .VS. The presentation is RFP like. The educated buyer knew exactly what he wanted in a vendor. Which vendor can demonstrate their ability to accomplish his goals? We won January 14th, 2013.
Question to ask your team…Are you not leaving “Social Breadcrumbs”?How will you add value EARLY, and be found?
Social Selling – constantly outperforms• 79% of sales reps hit sales quota (up 20%)• 16.3% increase in corporate revenue• 8.9% increase in average deal sizeSocial Selling teams always outperform!
Example with “Sphere of Influence”Client Success Story Competitive Insights FollowersThe Decision-Maker @ your Client 1st Degree Connections