Valoa funneliin 5.2.2014
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Presentation at the #valoafunneliin event in February 2014. More info in www.valoafunneliin.fi
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Valoa funneliin 5.2.2014
- 1. Practical Digital and Social Selling How to sell more if __% of purchasing decisions are done before the first contact? @samilampinen #valoafunneliin Sami Lampinen
- 2. #1 in Cloud Computing and CRM World’s #1 CRM Cloud Computing 2011 2012 2013 Market Leader Enterprise, MidMarket, SMB & Sales Force Automation Innovation
- 3. Hype
- 4. Yeah! Lets all do blogging and tweeting! Not.
- 5. Hype is gone. Thank g@d!
- 6. Reality
- 7. One Hit Wonder? Game Changer? They are saying: …And they are saying:
- 8. Yes. Social is a Game Changer
- 9. Practical Digital and Social Sales
- 10. Learnings: It is a Source and it is a Tool
- 11. Old tricks still valid. Just apply new learning’s STOP HOLD CLOSE
- 12. STOP Pre-STOP Actions: - Targeting - Prospecting - Campaigning - Old ways - New ways
- 13. HOLD - Automated lead nurturing - keep connected - Your solution to the Prospect problem - Why? Why now?
- 14. CLOSE - In the Hook? Challenge - Adjust the timing - Make prospect tell you why they need you - Give and get - Socialize closing
- 15. So how to be early and sell more?
- 16. Start Fast and Small. Fail Fast and Small. Iterate 1. As a company and individual, go Digital and Social. Start to listen 2. Sales is teamwork. Internally and externally 3. Results require genuine engagement at all levels 4. Old dog, new tricks. No fundamental changes to the basic laws of sales – your methodology works 5. Its not just a tool thing, tho great tools help a lot