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Partnered to Engage: 3 Ways Marketing Can Support Digital Selling
Speaker: Jamie Shanks, CEO @ Sales For Life
Partnered to Engage: 3 Ways Marketing Can Support Digital Selling
- 2. 3 ways marketingcan support the digital seller. Jamie Shanks CEO Sales for Life Inc.
- 3. FAILURE “Our greatest gloryis not in never failing, but in rising up every time we fail.” -RalphWaldoEmerson
- 4. Did not buildan ONLINE PRESENCE Did not build an SUSTAINABLE PIPELINE
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- 8. RISING FROM THEASHESOF FAILURE “It ain’t how hard you can hit, it’s about how hard you can get hit and keep moving” - Rocky Balboa
- 9. DIGITAL SELLING MATURITY ‘12-16‘17 ‘18-’19 ‘20-’21 ‘22+ Innovators and Early Adopters Early Majority Late Majority Laggards
- 10. DIGITAL SELLING SUCCESSIS EMPIRICAL B2B Digital Sellers Outperform Their Peers 72% of B2B social sellers Outperform their peers
- 11. DIGITAL SELLING SUCCESSIS EMPIRICAL deal conversion increase 27% higher quota than their non-social selling peers 66%
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- 13. CORRELATE DIGTIAL SELLINGTO REVENUE Completion of Social Selling Mastery® CFY Won Total Open Pipe $ 100% 80% 60% 40% 20% 0%>100% Completion $1,524,457.56 / $5,338,974.23 >70% Completion $1,300,383 / $4,678,675.00 >40% Completion $981,603.89 / $3,846,141.86 $6,000,000.00 $5,000,000.00 $4,000,000.00 $3,000,000.00 $2,000,000.00 $1,000,000.00 $0.00
- 14. WHAT IS DIGITALSELLING? Trigger Selling Referral Selling Digital Selling Insights Selling
- 15. How can marketingsupport the modern, DIGITAL SELLER?
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- 17. LISTEN FOR OPPORTUNITYVS. RISK
- 18. AVG EMPLOYEE CHANGESJOBS Every 2.5 Years
- 19. Monitor job changes incustomers & key accounts
- 20. BUILD TWITTER LISTSOF YOUR IDEAL BUYERS
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- 22. Develop “sales plays” forthe sellers to leverage as TRUSTED ADVISOR
- 23. Craft “deep insights” forthe sellers to drive buyers through “THE DEAD ZONE”
- 24. Build PointDrive templates that sellersuse to track buying intent & buying committee
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- 26. 4.2x greater chance ofopportunity, based on a personal relationship
- 27. Existing Clients Competitors Past Employees Vendors/ Partners Alumni
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- 29. SPHERE OF INFLUENCE:YOUR CUSTOMERS
- 30. SPHERE OF INFLUENCEMAPPING 1st degree connection Companies in his Sphere Shared connections in your Sphere
- 31. SPHERE OF INFLUENCE:ALUMNI
- 32. Jamie Shanks CEO Sales forLife Inc. E: Jamie@salesforlife.com M: +1 416-409-4999