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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
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WHO IS BUYER 2.0?
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1995: ANALOG TO DIGITAL
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BUYER 2.0
Researches Online
1. Empowered with information2. Afraid of making bad
decisions3. Pressed for time
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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
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57%Sales Rep Engaged
THE NEW BUYING PROCESS
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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
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84% of C-level/VP executives surveyed use social media to make purchasing decisions.IDCSocial Buying Meets Social SellingApril 2014
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FIRST IN WINSHow do you get in first?
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SALES
SALES
LINKEDINCOACHING
MARKETING
MARKETING
57%
IN PERSON
DIGITAL PROSPECTING
DIGITAL MARKETING
ONLINE
BLOGWRITING
SOCIALMEDIA
SEARCHENGINES
WEBSITEDESIGN
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ALIGN AROUND BUYER2.0’S QUESTIONS
Do you understand
my business?
Who else have you helped?
Can I trust you?
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WHAT DOES BUYER 2.0 WANT? • A proven path to success.• Ideas that others have tried.
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FOUR THINGS MARKETING CAN DO TO HELP SALES
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1. ORIGINAL CONTENT• Blog articles• Social posts• Website content• Special reports
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2. WRITE CASE STUDIES • Make complex concepts seem
simple.• Boosts credibility
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3. GO TO SCHOOL• Find out what is important to your
prospects– Interview them– Read their magazines– Take business classes online
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4. FIELD RIDES WITH REPS
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WHAT MARKETING SHOULD NOT DO
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LINKEDIN SALES TRAINING • This needs to be
done by someone with in-the-field sales experience.
.net
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FOUR THINGS SALES CAN DO TO HELP MARKETING
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HOW SALES CAN HELP MARKETING
Help Identify Content Topics
Amplify Dealership
Social Media Posts
Learn How to Use LinkedIn
Handle Online Leads
Correctly
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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
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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