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New Tactics for Selling Next-Gen Tech
Business Success SymposiumSponsoredby
LuanneTierney,ManagingMemberFivesky,ChannelMarketingAdvisor,Speaker
Capturing Marketing Trendsto impact your Business
Americans Check Their Phones 8 Billion Times a Day
We check our phones 1500 times a weekAverage user spends 40 min a day on Facebook
Instagram users now share 95 million photos & videos per day
Instagram is used by 48% of brands -to grow to 70% by 2017
FacebookStats|NPR
Impact of Technology
37% US workforce75% 2025
Millennials
CEOsare changing too
74%of B2B buyersconduct morethan half of theirresearch onlinebefore talking to asales person.
5.4people are nowinvolved in theaverage B2Bbuying decision.
75%of B2B buyersnow use socialmedia to researchvendors.
90%of decisionmakers say theynever respond tocold outreach.
74%of buyers choosethe sales rep thatwas FIRST to addvalue and insight.
The Reality of the Modern Buyer
76% MARKETERSTHINK MARKETING
HAS CHANGEDMORE in LAST 2 YEARS
THAN THE PAST 50 YEARS
• Interactive Content • Influencer Marketing • Mobile First Strategy• Mobile Video• Chatbots• Short Lived Content • Social Selling • AI & Voice Marketing
8 Trends
1#Interactive Content
Get readers to actively participate vs passively consume.
Quiz, polls, surveys, infographics, brackets, contests.
2# Influencer Marketing: Ad blocking on the rise
Provide product context and expertise through an inspirational person.
3#Mobile First StrategyMobile Video views – 6x faster than desktop views
Deloitte: 34% people check their phone in the middle of the night
More internet traffic coming from mobile devices than desktops
2019, 80% of worlds internet traffic will be video
Consumers Expect Content to Be in Video Format25% of consumers will lose interest in your brand
if you don’t have a video explaining your product or service
Salespeople record short video
Take an existing video, give to your sales team
Tip: Wistia, video voicemails, build deeper connections
Salespeople & PRWill Use More Personalized Video
Video is the new blogging...
Tip: Videolicious – Produce short videos, complete with narration and music – in minutes, using only your phone.
Aninmoto:
4# DESIGNMARKETING MATERIALS
FOR MOBILE DEVICES
Webinar:SecurityBasicsProtectionfromWithin
Thursday,Sept29,20132:30pmCEST
Register NOW
ABC Tech
Registernow
Mobile Messages Are Different
ABC Tech
Desktop: Poor Mobile: Best
Headlines
Less Text
Large Fonts
Visuals
MAKE MESSAGES “MOBILE FRIENDLY”
8.25 seconds average attention span
80% of people abandon website in less than 5 seconds
55% of web views get less than 15 secs of attention
5 #Short Lived Content
600 Million Users
Decision makers are getting younger,engage on their platforms
Introduce Your Engineers
Emojis work
“Content Snacking Generation”
AND be personalizedAutomation will help
Short Bursts of Content
Speaking of Snacking: Podcasts• Audiences Grew 25% in 2017 • Try 5-10 min podcast from your engineers• Topics from cloud, security, IOT
Your expectations have grown…
2020, 85% of customer experience will take place without speaking to a human
Where could Chatbots help you today?
Pivot towards B2H (Business to Human)By far, the most impactful technology innovation in the past five years has been the rise of social media. It has leveled the field of marketing—making it more ofa meritocracy than a financial game.” Guy Kawasaki
7# Social Selling-Company Wide Raise your online brand engagement & sales
Itsst
• Starts with you, scale to all employees• Show them how to engage• Serve them content• Real results 90 Days
Build the brand of you
• Professional photo• Use 3 words in your headline; not your title • Create a summary showing value you bring • List skills your customers will want to hear• Create Social Studio for your company:• Consistent photo, profile help, content • Assign “go-to expert” to help teams
Marketing News You Can Use
• Social Media Share
• Campaign Updates
• Global Press Coverage
It’s Easier Than You Think To Build YOUR Brand & Engage Online
.
Share an on-topic article – from a trusted source, from yourwebsite, or LinkedIn feed
Write an article highlighting your perspective on one of the majorchallenges in one of the markets you serve, & post it into LinkedIn
Review & update your LinkedIn summary, current role description,adding in new talking points & achievements respectively
MonthlyQuarterly
Weekly
8# AI & Voice Technology will play a bigger role
IBM,“BIGDATAANDANALYTICS”http://www.ibm.com/big-data/us/en/big-data-and-analytics/ IBM,“BigDataAndAnalytics”2013
COMMUNICATIONSHIFT
Questions:Contact,[email protected]
40
Social Selling, Channel Marketing, Enablement & Marketing Program Expertise
Innovative multi-channel marketing programsWe have a team of channel marketing experts & channel program managers
Contact: [email protected]
Position your business for future
