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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
The Sales Process Has Changed
Of decision makers say they never respond to cold outreach90%
80% 20%Traditional SalesProcess
Marketing
SalesWhere the sales person would traditionally engage
Modern SalesProcess
Marketing
Sales
20% 80%
Sales
Marketing Engagement now happens much later
Why Has This Changed?
of B2B buyers start with a Google search
The Buyer Is In Control
How Do You Influence The Buyer?
Of B2B buyers now use social media to be more informed about vendors75%
People are involved in the average B2B buying process5.4
You Need Multiple Touch Points
Don’t Forget Mobile
Mobile internet usage 08/13 – 08/14+67%
Smartphones in• 254m - Western Europe• 184m - Central & Eastern Europe
The Content Gap
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
Entertain
Videos
Articles
Inspire
Testimonials
Forums
Educate
Guides
Infographics
Convince
Events
Meetings
Amplification and Sharing
The ‘Ripple Effect’
You STILL Need Sales
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)
Believe their sales force would be more productive with a greater social media presence80%
So what do I do now?
Focus on 1 or 2 platforms only
Start SharingBlog Posts
Join and Contribute
1. Focus on 1 or 2 platforms only
2. Start Sharing
3. Join debates/forums and contribute
I don’t have time for all this
Hootsuite
Tweetdeck
"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
Phone: +44 (0) 01633 279515
@kilfrew
www.branchingouteurope.com
How to get in touch
