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New Tactics for Selling Next-Gen Tech
Business Success SymposiumSponsored by
Luanne Tierney, Managing Member Fivesky, Channel Marketing Advisor, Speaker
Capturing Marketing Trendsto impact your Business
Driving Sales & Marketing through Digital Engagement
• Delivered 100 Social Media Workshops Globally
• Created comprehensive channel and field marketing campaigns programs for sales to drive 30% pipeline for sales (Cisco, Juniper, Fortinet, Proofpoint)
• Led re-brand and repositioning initiative, grew Proofpoint’s PR, digital, and brand awareness by 265% contributing to 35% of pipeline
• Developed innovative Partner Conferences, Advisory Boards, Enablement programs globally.
Americans Check Their Phones 8 Billion Times a Day
We check our phones 1500 times a week
Average 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
Facebook Stats | NPR
Impact of Technology
37% US workforce75% 2025
Millennials
CEOsare changing too
74%of B2B buyers
conduct more
than half of their
research online
before talking to a
sales person.
5.4people are now
involved in the
average B2B
buying decision.
75%of B2B buyers
now use social
media to research
vendors.
90%of decision
makers say they
never respond to
cold outreach.
74%of buyers choose
the sales rep that
was FIRST to add
value and insight.
The Reality of the Modern Buyer
76% MARKETERSTHINK MARKETING
HAS CHANGED
MORE in LAST 2 YEARS
THAN THE PAST 50 YEARS
• Interactive Content
• Influencer Marketing
• Mobile First Strategy
• Mobile Video
• Chatbots
• Short Lived Content
• Social Selling
• The Future 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 & PR
Will 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: Security BasicsProtection from Within
Thursday, Sept 29, 20132:30 pm CEST
Register NOW
ABC Tech
Register now
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
Its st
• 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 your
website, or
LinkedIn feed
Write an article
highlighting
your perspective
on one of the major
challenges 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
Monthly
Quarterly
Weekly
8# AI & Voice Technology will play a bigger role
IBM, “BIG DATA AND ANALYTICS” http://www.ibm.com/big-data/us/en/big-data-and-analytics/ IBM, “Big Data And Analytics” 2013
COMMUNICATION
SHIFT
Questions: Contact, [email protected]
41
Social Selling, Channel Marketing,
Enablement & Marketing Program expertise
led by Luanne Tierney
Innovative multi-channel marketing programsWe have a team of channel marketing experts & channel program managers
Contact: [email protected]
c: 408 718 1062
THANK YOU!
Position your business for future