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Successful Selling In Today’s Digital World

Successful selling in today's digital world

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Page 1: Successful selling in today's digital world

Successful Selling In Today’s

Digital World

Page 2: 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

Page 3: Successful selling in today's digital world

The Sales Process Has Changed

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Of decision makers say they never respond to cold outreach90%

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80% 20%Traditional SalesProcess

Marketing

SalesWhere the sales person would traditionally engage

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Modern SalesProcess

Marketing

Sales

20% 80%

Sales

Marketing Engagement now happens much later

Page 8: Successful selling in today's digital world

Why Has This Changed?

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of B2B buyers start with a Google search

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The Buyer Is In Control

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How Do You Influence The Buyer?

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

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People are involved in the average B2B buying process5.4

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You Need Multiple Touch Points

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Don’t Forget Mobile

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

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

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The Content Gap

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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

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Entertain

Videos

Articles

Inspire

Testimonials

Forums

Educate

Guides

Infographics

Convince

Events

Meetings

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Amplification and Sharing

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The ‘Ripple Effect’

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You STILL Need Sales

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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)

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

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So what do I do now?

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Focus on 1 or 2 platforms only

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Start SharingBlog Posts

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Join and Contribute

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1. Focus on 1 or 2 platforms only

2. Start Sharing

3. Join debates/forums and contribute

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I don’t have time for all this

Hootsuite

Tweetdeck

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"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

Page 44: Successful selling in today's digital world

Phone: +44 (0) 01633 279515

@kilfrew

[email protected]

www.branchingouteurope.com

How to get in touch