BTA West Capture the Magic 2015

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The document discusses how sales professionals can use digital tools like LinkedIn to generate leads and close sales with modern buyers. It emphasizes adapting to Buyer 2.0, who now researches online extensively before engaging with salespeople. Specifically, it recommends social selling techniques like mining connections on LinkedIn, building credibility through one's online profile, and requesting meetings with prospects in order to generate appointments, assessments, proposals and close sales.

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW TO CREATE LEADS AND CLOSE
NET-NEW BUSINESS WITH BUYER 2.0
Larry Levine
Social Sales Strategist
Dealer Marketing

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MY STORY – STARTING OVER
• 27 ½ years in the industry
• Los Angeles sales “rat race”
• Zero account base
• 2014 Results
– >$600,000 in net new business
– $1,250,000 in sales revenue
against a $840,000 budget
– $1,600,000 pipeline leveraging
LinkedIn relationships
www.linkedin.com/in/larrylevine1992

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
1995: ANALOG TO DIGITAL

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
2015: ANALOG TO DIGITAL
Analog Prospecting Digital Prospecting
Analog Marketing Digital Marketing

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
BUYER 2.0
Researches Online
1. Empowered with information
2. Afraid of making bad
decisions
3. Pressed for time

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
Buyers are 57% of the way
through the buying process
before engaging with a vendor
or sales rep.
Consumer Economics Board
Survey of 1,400 business decision makers
Harvard Business Review, July 2012

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MEET THE NEWEST MEMBERS OF
YOUR SALES TEAM

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
84% of C-level/VP
executives surveyed
use social media to
make purchasing
decisions.
IDC
Social Buying Meets Social Selling
April 2014

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW WILL YOU ADAPT TO BUYER 2.0?
57%
In Person
Sales
Marketing
Online

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITAL
PROSPECTING

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
1. 375 million users
2. 200 conversations per
minute in LinkedIn
groups
3. 12th most popular site
in United States
Alexa

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
97 million unique
visitors each month
July 2015, LinkedIn Q2 Earnings Report

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
REPS USING SOCIAL SELLING REALIZE A 66%
GREATER QUOTA ATTAINMENT
THAN TRADITIONAL PROSPECTING MEANS
Sales Benchmark Index

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HOW DO YOU TAKE ADVANTAGE?

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
DIGITALLY ENHANCED SALES SKILLS
Mine
Connections
Connect
Build
Credibility
Request
Meeting
New Sales Skills Needed
Go Deep &
Wide

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINING CONNECTIONS LINKEDIN
SALES MOMENT
Guthy-Renker

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINE CONNECTIONS
Advanced Search

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
MINECONNECTIONS
Second Level
Connections &
Group Members
Title
Location

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
235 Results
MINECONNECTIONS

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
WARNING: THIS COULD BE HAZARDOUS

llevine@dealermarketing.net
214.224.0050 x. 302
/in/larrylevine1992
@Larry1Levine
DIGITALLY ENHANCED SALES SKILLS
Mine
Connections
Connect
Build
Credibility
Request
Meeting
New Sales Skills Needed
Go Deep &
Wide

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
Sales
Funnel
1. Connect
2. Communicate
3. Convert
4. Get Meeting
1. Appointments
2. Assessments
3. Proposals
4. Sales
Relationship
Funnel

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
SOCIAL SELLING SEES A 15%
CONVERSION RATE
Sales Benchmark Index

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
LINKEDIN SALES MOMENT
Charter School

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
EXTRAORDINARY SALES
PROFESSIONALS FOCUS ON
DIFFERENTIATING THEMSELVES

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
BUILD CREDIBILITY

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
HEADLINE
Business
Head Shot
(First
Impression)
Personal
URL
Headline: What You Do
(Not Your Title)

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
“Sales Connect
Conference –
LinkedIn 2014”

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
WHAT SHOULD YOU DO?

www.dealermarketing.net
214.224.0050
dealer-marketing-systems
@DlrMktgSys
NEXT STEPS
Larry Levine
Social Selling Coach
llevine@dealermarketing.net
214-224-0050 x.302

First in wins! However, these days, being first in usually involves connecting online rather than in person. Learn how to integrate online marketing, social media, traditional marketing and your sales team to engage modern buyers early in the buying process. Join Darrell Amy and special guests, Larry Levine and Jon Mitchell in a high-impact session packed with practical ideas to align marketing and sales to drive results.

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