Emerging trends in sales teams show that traditional sales tactics like phone calls and emails are becoming less effective as buyers now do most of their research online before engaging with sales reps. This is leading reps to struggle with quotas and constant lead generation. The key is for reps to add value from the start by engaging buyers online through social media and content where most research is now done, rather than relying on traditional tactics after the majority of the buying process is already complete. Social selling approaches that focus on relationship building and influencing buyers early in their journey have been shown to significantly increase sales quotas, revenue, and deal sizes for organizations that train their reps properly.

1. What are emerging trends with sales teams?

2. Reps are hitting a sales roadblock
In 2012, 40% of B2B sales reps didn’t hit quota!
The phone & email has become less effective.

3. Reps sick of scratching & clawing for deals
Every month, the sales rep feels like they start at 0
Few reps have a perpetual lead gen machine

4. Reps struggling with cold calling
Part of the job description – but HATED!

5. Reps are seen as… just sales reps!
“No Value – sales rep” “Invisible – sales rep”

6. But the Fundamental Challenge is:
Your buyer has changed!
70% of their buying process is done,
BEFORE your sales reps involvement
Decision-Makers need corporate buy-in (committees)

7. Result: You’re losing deals, long before
you’ve realized they’re lost!
Clients are discovering & trusting your competition
first, because they’re adding value online.
Long before your reps start a phone relationship.

8. The buyer is discovering –
with or without you!
83% of B2B buyers, began their journey online.
Your competitor’s planting Inception right now.

9. First to shape the buyer – wins!
65% of buyers choose the company that was first
to add VALUE

10. 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

11. XO Communications Story – the buying
process in a SOCIAL world
NOVEMBER 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.

12. 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.

13. December 10th, 2012
The Decision-Maker planned on
choosing a vendor by mid-January.
He began to invite top vendors to
present 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.

14. Question to ask your team…
Are you not leaving “Social Breadcrumbs”?
How will you add value EARLY, and be found?

15. 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 size
Social Selling teams always outperform!

16. Example with “Sphere of Influence”
Client Success Story
Competitive Insights
Followers
The Decision-Maker @ your Client
1st Degree
Connections

18. “Sphere of Influence” Grows

21. Client Success Story – Monitoring Triggers
User of Cision
Uses Competitor
Look to fire incumbent
“Hello, we missed you”
Win for

22. Social Selling Training
How do we add value for your team?
• Turn reps into personal branding machines
• Help create Inception + value with prospects
• Create new sales leads never thought possible