successful selling in today's digital world
TRANSCRIPT
Successful Selling In Today’s
Digital World
"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
80% 20%
The Sales Process has Changed
Sales
Where the sales person would
traditionally engage
20% 80%
Engagement now happens much later
in Sales cycle
Marketing
Of decision makers say they never respond to cold outreach90%
People are involved in the average B2B buying process5.4
Why has this changed?
The Internet & Search Engines
The Buyer Is In Control
You can become knowledgeable about anything you want.You will also be Influenced by someone
Of B2B buyers now use social media to be more informed about vendors75%
How do YOU influence the Buyer?
You need Multiple Touch Points
The ‘Ripple Effect’You don’t know the effect you may have
It’s about Amplification and Sharing
Entertain
Videos
Articles
Inspire
Testimonials
Forums
Educate
Guides
Infographics
Convince
Events
Webex
Your Content must have Context
Social Media
What it’s not
Social Media is about human to human – NOT broadcast.
It’s not about broadcasting about your widgets to the world
It’s not owned by Marketing – it’s you
What’s the best platform?
It Depends
Fish where the Fish are
15%
80%
5%
Curated Content
Own Content
Promo Content
posts/week posts/week posts/week
10 20 40
Own Content 15% 2 3 6
Curated Content 80% 8 16 32
Promo Content 5% 1 1 2
How much content?
80/20 Rulestill applies
You still need Sales Skills
“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)
By @LinkedIn
You don’t have to be perfect, but you need to out run your
competition
You Don’t Need to be Perfect
You need a mix of
You
People buy from
people
Your Business
People need to understand
a little
Inbound
Content –both yours and others
Outbound
Personalised relevant messages
Activity
You need to do it
daily
Success
I don’t have time for all this
Some Great FREE tools to help
https://uk.linkedin.com/in/kilfrew
https://www.bebee.com/bee/steve-jones
@kilfrew
How to get in touch