How to Align Sales and Marketing to Connect with Today's Modern Buyer

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  1. 1. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys HOW TO ALIGN SALES AND MARKETING TO CONNECT WITH THE MODERN BUYER Darrell Amy Chief Innovation Officer damy@dealermarketing.net 214.224.0050 x.101 Larry Levine Social Sales Coach llevine@dealermarketing.net 214.224.0050 x.302 Jon Mitchell Social Media Director jmitchell@dealermarketing.net 214.224.0050 x.207
  2. 2. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys
  3. 3. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHO IS BUYER 2.0?
  4. 4. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 1995: ANALOG TO DIGITAL
  5. 5. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys BUYER 2.0 Researches Online 1. Empowered with information 2. Afraid of making bad decisions 3. Pressed for time
  6. 6. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys Buyers are 57% of the way through the buying process before engaging with a vendor or sales rep. Consumer Economics Board Survey of 1,400 business decision makers Harvard Business Review, July 2012
  7. 7. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 57% Sales Rep Engaged THE NEW BUYING PROCESS
  8. 8. www.dealermarketing.net 214.224.0050 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 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
  9. 9. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 84% of C-level/VP executives surveyed use social media to make purchasing decisions. IDC Social Buying Meets Social Selling April 2014
  10. 10. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys FIRST IN WINS How do you get in first?
  11. 11. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys SALES SALES LINKEDIN COACHING MARKETING MARKETING 57% IN PERSON DIGITAL PROSPECTING DIGITAL MARKETING ONLINE BLOG WRITING SOCIAL MEDIA SEARCH ENGINES WEBSITE DESIGN
  12. 12. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys ALIGN AROUND BUYER2.0S QUESTIONS Do you understand my business? Who else have you helped? Can I trust you?
  13. 13. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHAT DOES BUYER 2.0 WANT? A proven path to success. Ideas that others have tried.
  14. 14. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys FOUR THINGS MARKETING CAN DO TO HELP SALES
  15. 15. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 1. ORIGINAL CONTENT Blog articles Social posts Website content Special reports
  16. 16. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 2. WRITE CASE STUDIES Make complex concepts seem simple. Boosts credibility
  17. 17. www.dealermarketing.net 214.224.0050 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
  18. 18. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys 4. FIELD RIDES WITH REPS
  19. 19. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys WHAT MARKETING SHOULD NOT DO
  20. 20. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys LINKEDIN SALES TRAINING This needs to be done by someone with in-the-field sales experience. .net
  21. 21. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys FOUR THINGS SALES CAN DO TO HELP MARKETING
  22. 22. www.dealermarketing.net 214.224.0050 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
  23. 23. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys ACTION ITEMS MARKETING 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
  24. 24. www.dealermarketing.net 214.224.0050 dealer-marketing-systems @DlrMktgSys Darrell Amy Chief Innovation Officer damy@dealermarketing.net 214.224.0050 x.101 Larry Levine Social Sales Coach llevine@dealermarketing.net 214.224.0050 x.302 Jon Mitchell Social Media Director jmitchell@dealermarketing.net 214.224.0050 x.207 www.dealermarketing.net/linkedin-guide www.socialsalesacademy.net

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