optimizando las ventas en un - sage españa/media/markets/es/landings/forum2016/pdf...requisitos...
TRANSCRIPT
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Optimizando las ventas en un mundo conectado
SageForumMadridApril 5th, 2016
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La evolución del rol del comercial
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4
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La evolución de la dificultad comercial
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5.4 personasInvolucradas en un decisión de compra
media en entornos B2B
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75%compradores B2B pasan por las diferentes etapas del proceso de compra antes de llegar a hablar
con un vendedor
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8
Los decisiores B2B consideran que los comerciales no aportan valor
Are vendor sales people frequently prepared for your meetings in the following ways?
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90%
De decisores B2B nunca responden llamadas a
puerta fría.
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10
La Digitalización
nos hace más
IMPACIENTES
AUTOSUFICIENTES
EXIGENTES
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y…. Que vamos a hacer?
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BillonesDe relaciones profesionales
414M+miembros
2B+updatesmiembrossemanal
LinkedIn tiene abundante información de las personas & compañías con las que queréis establecer relaciones
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The Social Selling Era
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Social selling is simply the process of helping social buyers become customers.
Sales people need to learn new ways to reach prospects through their own social networks,
to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.
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Social selling is simply the process of helping social buyers become customers.
Sales people need to learn new ways to reach prospects through their own social networks,
to create and share valuable content and ultimately, to grow their personal brand. And it is about growing your social connections.
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Social selling defined
MarcaPersonal
Encontrar a lasPersonas adecuadas
GestionarInfluencia
Relacionesde confianza
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LideresRezagados
1000 20 40 60 80
Social Selling Index (SSI)
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Podéis ver vuestro SSI personal en: www.linkedin.com/sales/ssi
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26.5
SSI Globally
Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.
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28.2NAMER
19.6LATAM
23.8APAC
26.7EMEA
SSI por region
Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.
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28.2NAMER
19.6LATAM
23.8APAC
26.7EMEA
25.84España
Source: LinkedIn Internal Data The charts above represents a regional view of SSI. Because the LinkedIn "Sales Definition" (who constitutes as a sales person) changes, we only display a time series view of SSI for members who were deemed as Sales Professionals back in January 2015. By doing this we are comparing apples to apples and are able to truly measure growth in SSI.
y como estamos en España?
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Los Comerciales que utilizan Social Selling
51% más probable de superar cuota
Superan Cuota
45% más oportunidades
Más oportunidades
Promocionan17 meses más rápido
Se promocionan antes
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Basado en la Experiencia de Linkedin Requisitos para el éxito
MétricasEducaciónApoyoEjecutivo
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25
Radiografía de como estás
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26
El pez grande ya no se come al pequeño
Ahora, el pez rápido se come al pez lento
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¿Cuando empiezo?
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LinkedIn Sales Solutions Mission
Connect the world’s buyers and
sellers to build relationships.
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