Transcript
Page 1: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

HOW TO ALIGN SALES AND MARKETINGTO CONNECT WITH THE MODERN BUYER

Darrell AmyChief Innovation [email protected] x.101

Larry LevineSocial Sales [email protected] x.302

Jon MitchellSocial Media [email protected] x.207

Page 2: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

Page 3: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

WHO IS BUYER 2.0?

Page 4: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

1995: ANALOG TO DIGITAL

Page 5: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

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BUYER 2.0

Researches Online

1. Empowered with information2. Afraid of making bad

decisions3. Pressed for time

Page 6: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

Buyers 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

Page 7: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

57%Sales Rep Engaged

THE NEW BUYING PROCESS

Page 8: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

94% of buying decisions begin online

Digital content IS becoming a deal breaker for consumers (especially younger buyers) who are looking for information online. Companies that aren’t 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

Page 9: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

84% of C-level/VP executives surveyed use social media to make purchasing decisions.IDCSocial Buying Meets Social SellingApril 2014

Page 10: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

FIRST IN WINSHow do you get in first?

Page 11: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

SALES

SALES

LINKEDINCOACHING

MARKETING

MARKETING

57%

IN PERSON

DIGITAL PROSPECTING

DIGITAL MARKETING

ONLINE

BLOGWRITING

SOCIALMEDIA

SEARCHENGINES

WEBSITEDESIGN

Page 12: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

ALIGN AROUND BUYER2.0’S QUESTIONS

Do you understand

my business?

Who else have you helped?

Can I trust you?

Page 13: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

WHAT DOES BUYER 2.0 WANT? • A proven path to success.• Ideas that others have tried.

Page 14: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

FOUR THINGS MARKETING CAN DO TO HELP SALES

Page 15: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

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1. ORIGINAL CONTENT• Blog articles• Social posts• Website content• Special reports

Page 16: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

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2. WRITE CASE STUDIES • Make complex concepts seem

simple.• Boosts credibility

Page 17: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

3. GO TO SCHOOL• Find out what is important to your

prospects– Interview them– Read their magazines– Take business classes online

Page 18: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

4. FIELD RIDES WITH REPS

Page 19: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

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WHAT MARKETING SHOULD NOT DO

Page 20: How to Align Sales and Marketing to Connect With the Modern Buyer

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LINKEDIN SALES TRAINING • This needs to be

done by someone with in-the-field sales experience.

.net

Page 21: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

FOUR THINGS SALES CAN DO TO HELP MARKETING

Page 22: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

HOW SALES CAN HELP MARKETING

Help Identify Content Topics

Amplify Dealership

Social Media Posts

Learn How to Use LinkedIn

Handle Online Leads

Correctly

Page 23: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

ACTION ITEMSMARKETING

• Go on a field ride• Start creating original

content that answers prospects’ questions

• Write case studies

SALES

• Help marketing by come up with good topics

• Share company social media posts on your LinkedIn and Twitter

• Learn how to use LinkedIn

Page 24: How to Align Sales and Marketing to Connect With the Modern Buyer

www.dealermarketing.net214.224.0050

dealer-marketing-systems@DlrMktgSys

Darrell AmyChief Innovation [email protected] x.101

Larry LevineSocial Sales [email protected] x.302

Jon MitchellSocial Media [email protected] x.207

www.dealermarketing.net/linkedin-guide www.socialsalesacademy.net


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