B2B Sales Has changed - now it is no longer possible (if it ever was in the first place) to generate demand. This is the age of the uber-informed customer. Social Selling is the way to get into their eye-line

1. The Death Of
Demand
Generation
Branding >>
Buzz >>
Business Outcomes
B2B Sales Process Now●
What Has Changed●
Social Selling ●
Key Takeaways ●

3. Image Courtesy :B2B Marketing Directions
Awareness – Information Gathering Evaluation Selection

4. Research
• Database Creation of
"Suspect Universe"
Initial Contact
• First contact for
awakening interest
First Meeting
• F2F or Remote – Detailed
communication of “Value
Proposition”
FollowThru’
• Establish if a “Need” exists
and that you can address
that “Need”
Bid Preparation
• Submit your technical /
commercial proposal,
Objection handling,
Negotiations
Customer Acquisition
• Contract Signup, Project
Kick-off,Timelines etc.
Customer Retention
• Build Ongoing relationship
with customer

6.  80% B2B Buyers confirm taking more time to research &
82% view more sources
 53% of them said Social Media played a role in their purchase
decision
 52% viewed 2 – 4 pieces of content before making a decision
and a further 28% viewed 5 – 7 pieces of content
 83% of B2B Marketers use content marketing for lead
generation
 81% of businesses report their blog as “useful” or “critical” to
B2B Lead Generation
 65% of companies acquired B2B customers through LinkedIn
in 2013……………..
 (All stats from CMI & 2015 B2B Buyers Survey Report by DemandGen Report)

7.  No one likes to be sold to – everyone likes to
Buy
 Better informed prospects - sales person no
longer the sole controller of information
 Level playing field – your content as likely as
anyone else’s to be “found”
 Answer the Qs. your target audience has
 Direct access to decision makers
 Engage first on social media & prove your
credentials – warmer connection

11.  Create a perception of your B2B brand
on social media that reflects your
positioning
 Social Media Strategy
 Find and engage with communities of your
target customers – it’s a conversation
▪ For example: LinkedIn groups
 LeverageContent
 Build an “Inbound” engine

12.  Your customers will likely find you
before you find them
 Your content has to do the talking for you
 Engage with your customers at their
level – answer their questions
 Your customers ARE on social media –
don’t let anyone tell you different
 Have a strategy for the long term

13. Image Courtesy: Boomity

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Sanjeev.n@i-midastouch.com
@sanjeevnambudir
)