The sales process has changed significantly in today's digital world. Modern buyers now begin their research online through searches and social media instead of engaging with salespeople directly. As a result, salespeople must adapt their approach by having a strong online presence, engaging with buyers early through multiple touchpoints like content sharing, and focusing social selling efforts on one or two key platforms. This allows salespeople to influence buyers earlier in their journey and remain relevant throughout the changing sales cycle.

1. Successful Selling In Today’s
Digital World

2. "It is not the strongest of
the species that survives,
nor the most intelligent
that survives. It is the one
that is the most
adaptable to change."
Charles Darwin

3. The Sales Process
Has Changed

4. Of decision makers say
they never respond to
cold outreach90%

5. 80% 20%
Traditional Sales
Process
Marketing
Sales
Where the sales person
would traditionally engage

7. Modern Sales
Process
Marketing
Sales
20% 80%
Sales
Marketing Engagement now happens
much later

8. Why Has This
Changed?

11. of B2B buyers
start with a
Google search

12. The Buyer Is In
Control

17. How Do You
Influence The Buyer?

19. Of B2B buyers now use
social media to be more
informed about vendors75%

20. People are involved in
the average B2B buying
process5.4

21. You Need Multiple
Touch Points

23. Don’t Forget Mobile

25. Mobile internet usage
08/13 – 08/14+67%

26. Smartphones in
• 254m - Western Europe
• 184m - Central & Eastern Europe

27. The Content Gap

30. User Statistics
Total Users 332m 300m 284m 70m (2013) 343m 1.35bn
YOT Change 19% 50% 17% N/A N/A 13%
Male Users 65% N/A 54% 17% 62% 45%
Female Users 35% N/A 46% 83% 38% 55%
Biggest Age
Group
25-23 (23%) 16-25 (41%) 18-29 (35%) 25 – 35 (34%) 25-34 (31%) 35-54 (31%)
North America
Users
152m 99m 68m 23m N/A 151m
Europe Users 80m 46m 71m 7m 15m 149m

31. Entertain
Videos
Articles
Inspire
Testimonials
Forums
Educate
Guides
Infographics
Convince
Events
Meetings

32. Amplification and
Sharing

33. The ‘Ripple Effect’

34. You STILL Need Sales

35. Social Selling
“The process of using Social Media to network, prospect,
research, engage, collaborate, teach and close – all with
the purpose of attaining quota and increasing revenue”.
- Barbara Giamanco
(President, Social Centered Selling LLC)

36. Believe their sales force
would be more
productive with a greater
social media presence80%

37. So what do I do now?

38. Focus on 1 or 2 platforms only

39. Start Sharing
Blog Posts

40. Join and Contribute

41. 1. Focus on 1 or 2 platforms only
2. Start Sharing
3. Join debates/forums and contribute

42. I don’t have time for all this
Hootsuite
Tweetdeck

43. "It is not the strongest of
the species that survives,
nor the most intelligent
that survives. It is the one
that is the most
adaptable to change."
Charles Darwin

44. Phone: +44 (0) 01633 279515
@kilfrew
steve.jones@branchingouteurope.com
www.branchingouteurope.com
How to get in touch