How to Align Sales and Marketing to Connect With the Modern Buyer

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<p>PowerPoint Presentation</p> <p>How to align sales and marketingto connect with the modern buyer</p> <p>Darrell AmyChief Innovation Officerdamy@dealermarketing.net214.224.0050 x.101Larry LevineSocial Sales Coachllevine@dealermarketing.net214.224.0050 x.302Jon MitchellSocial Media Directorjmitchell@dealermarketing.net214.224.0050 x.207</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysWho is buyer 2.0?</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys1995: Analog to Digital</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>Buyer 2.0Researches Online</p> <p>Empowered with informationAfraid of making bad decisionsPressed for time</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysBuyers are 57% of the way through the buying process before engaging with a vendor or sales rep.Consumer Economics BoardSurvey of 1,400 business decision makersHarvard Business Review, July 2012</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>57%Sales Rep EngagedThe New Buying Process</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>94% of buying decisions begin onlineDigital content IS becoming a deal breaker for consumers (especially younger buyers) who are looking for information online. Companies that arent there with answers to prospects questions will fall off the radar, while brands that anticipate questions and provide useful resources will win brand awareness and, eventually, conversions.Acquity Group, 2014 B2B Procurement Study</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>84% of C-level/VP executives surveyed use social media to make purchasing decisions.</p> <p>IDCSocial Buying Meets Social SellingApril 2014</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysMore from the IDC Study:Complex decisions are fraught with risk. To increase trust and confidence in making high-stakes company purchase decisions, B2B buyers leverage their professional networks. Social media makes accessing these networks more efficient. New global research, conducted by IDC in February 2014, finds that online social networks play a vital role in the purchase process of 84% of the most senior B2B buyers. In the final stage of the purchasing process, when stakes are highest, online networks are the number one preference of buyers.</p> <p>Sales professionals are advised to pay attention to this trend. The rise of digital communications has already eroded the opportunity to sell face to face. For example, IDC's 2012 IT Buyer Experience study reported that an average of nearly 50% of the purchasing process for technology solutions is complete before a salesperson becomes involved. Reduced face-to-face time is not the only change salespeople need to worry about now. Relationship building, referrals, and recommendations are also shifting online. To succeed today, sales professionals must answer their social phones.9</p> <p>First in winsHow do you get in first?</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>SALESSALES</p> <p>LINKEDINCOACHING</p> <p>MARKETINGMARKETING</p> <p>57%IN PERSON DIGITAL PROSPECTING</p> <p> DIGITAL MARKETING</p> <p>ONLINE</p> <p>BLOGWRITINGSOCIALMEDIA</p> <p>SEARCHENGINES</p> <p>WEBSITEDESIGN</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>Align around buyer2.0s questions</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysWhat does buyer 2.0 want? A proven path to success.Ideas that others have tried.</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysFour things marketing can do to help sales </p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys1. Original contentBlog articlesSocial postsWebsite contentSpecial reports</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys2. Write case studiesMake complex concepts seem simple.Boosts credibility</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>3. Go to schoolFind out what is important to your prospectsInterview themRead their magazinesTake business classes online</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>4. Field Rides with reps</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysWhat marketing should not do</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysLinkedIn sales trainingThis needs to be done by someone with in-the-field sales experience.</p> <p>.net</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysFour things sales can do to help marketing </p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysHow sales can help marketing</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSysAction itemsMarketingGo on a field rideStart creating original content that answers prospects questionsWrite case studiesSalesHelp marketing by come up with good topicsShare company social media posts on your LinkedIn and TwitterLearn how to use LinkedIn</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p> <p>Darrell AmyChief Innovation Officerdamy@dealermarketing.net214.224.0050 x.101Larry LevineSocial Sales Coachllevine@dealermarketing.net214.224.0050 x.302Jon MitchellSocial Media Directorjmitchell@dealermarketing.net214.224.0050 x.207</p> <p>www.dealermarketing.net/linkedin-guide</p> <p>www.socialsalesacademy.net</p> <p>www.dealermarketing.net214.224.0050dealer-marketing-systems@DlrMktgSys</p>

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