1. Finding New Customers
Times Have Changed

2. Business leaders need to deliver results
Companies need to find new clients

3. Current way of doing business
Sales
EVP
VP Sales
CEO
Dir. Mktng.
Show Show Get me Close We’re
me me Leads Deals Trying
Results Results

4. Current way of doing business
Sales
EVP
VP Sales
CEO
Dir. Mktng.
Show Show Get me Close We’re
me me Leads Deals Trying
Results Results
But this approach is no longer effective.

5. Let’s look back a few years
Information
Information Information
Problems
Executives had problems to solve.

6. Opportunities for relationships
Receptive to phone calls
Read brochures
Attended tradeshows

7. This is no longer the case
Blocked
Calls
Screened
Buyer
Emails
Filtered
Trade
Shows

8. Something has changed.

9. Something has changed.
But what?

10. “In your most recent
purchase, who found whom?”
Survey by Marketing Sherpa

11. “In your most recent
purchase, who found whom?”
20%
Buyer found
seller
80%
Seller found
buyer
Survey by Marketing Sherpa

12. The culture of selling has changed
Seller Buyer
Seller Buyer

13. Why?

14. The Internet

15. Trade Sales
Brochures
Shows People
The buyer no longer needs trade shows, brochures, or
sales people for information.

16. They have the Internet.

17. Stages of Buying
Past
Identify
Research Consid. Short List RFP Review Negotiate Select
Need
Vendor Contact
Current/Future
Identify
Research Consid. Short List RFP Review Negotiate Select
Need
Vendor Contact

18. So what does this mean?

19. Web Presence
A robust and findable web presence needs to become the
informational hub of the company. It needs to be the
go-to place for great educational and thought provoking
content.

20. Our web presence needs to attract buyers of our products
and services.
The content needs to provide information that matches the
stages of the buying process.
Blog posts, podcasts, videos, slideshows, flash demos,
case studies, etc.

21. The culture of selling has changed.