6. Cold calls are dead.
Sales Strategies in a Social & Mobile World @Sales20Conf
7. Belly-to-belly selling is dead.
Buyers complete 80% of the buying cycle before
interacting with sales.
85% of buyer-seller conversations will occur
online by 2020.
Face-to-face meetings are a key factor in
successfully building and maintaining
professional relationships.
—Source: HBR, Gartner
Sales Strategies in a Social & Mobile World @Sales20Conf
9. What happened?
Selling has become faceless
Sales Strategies in a Social & Mobile World @Sales20Conf
10. Traditional technology is ineffective.
• Buyers receive 200+ emails per day
• 97% are unwanted
• Ignored voicemails + meeting requests
—Source: Microsoft
Sales Strategies in a Social & Mobile World @Sales20Conf
11. Everything is a commodity.
• More ways to speak
at customers
• Harder to speak with
them
—Source: BtoB Magazine
70% of marketing + sales execs rank ‘inability to
differentiate’ as primary inhibitor to growth
Sales Strategies in a Social & Mobile World @Sales20Conf
12. The critical link = Your face
• People want to buy from
people
• Yesterday’s door-to-door sale
now happens online
89%: Face-to-face
meetings are essential
for sealing the deal
—Source: Harvard Biz
Sales Strategies in a Social & Mobile World @Sales20Conf
13. Enter video.
• More information per minute
• How 95% of public best processes
information
—Source: Marketo
Sales Strategies in a Social & Mobile World @Sales20Conf
14. Video is exploding.
• YouTube: Fastest-growing media platform
ever. Over 2 billion views each day.
• Facebook: 3 billion videos/photos daily.
Sales Strategies in a Social & Mobile World @Sales20Conf
15. It’s like Woody Allen said…
• 80% of success is
showing up.
• Not listening up!
Sales Strategies in a Social & Mobile World @Sales20Conf
16. Focus on the basics
• Up to 93% of
communication is
non-verbal
• See true reactions
+ overcome
objections
• See into actual
working
environment in a Social & Mobile World
Sales Strategies @Sales20Conf
17. Rapidly establish common ground
• Speed through
intros
• Share hobbies and
visual
demonstrations
Sales Strategies in a Social & Mobile World @Sales20Conf
18. Socially connect in real-time
Sales Strategies in a Social & Mobile World @Sales20Conf
19. Sales office in the cloud
Progressive companies invest in online video
communication tools to engage customers in real-time.
The result: business isn’t just done faster; it’s
done better—for all parties involved.”
—Gerhard Gschwandtner
Sales Strategies in a Social & Mobile World @Sales20Conf
20. Your eyes are the window to the sell.
Companies that use video for sales
report an average ROI of 120%.
—Source: Aberdeen
Sales Strategies in a Social & Mobile World @Sales20Conf
21. Put your best face forward online
• Use a warm + professional photo
• Place camera where you actually look
• Ignore your dual monitor
• Send a consistent message with your
office
…more tips at Blog.Pgi.com
Sales Strategies in a Social & Mobile World @Sales20Conf
22. Summary
When customers see the white of your
eyes, they remember you and trust you
Sales Strategies in a Social & Mobile World @Sales20Conf
Technology failed to deliver. Despite all these new tools, there’s been NO ANNUAL INCREASE in the number of reps who meet quota. And sales forecasts are still inaccurate 50% of the time. (CSO Insights)
If we continue to do business as we’ve done it in the past, we’ll be out of business
TellAminu’s story here. Summary: A sales rep met on iMeet with a Social Media Pastor of the largest church in San Antonio, TX. After showing him how the platform integrated with Facebook, the pastor sent a message out to his Facebook page. No more than two minutes later, a colleague from Arkansas joined the meeting. The sales rep closed the deal with the TX pastor, and is now closing a substantial deals with his AK colleague.
Pages with profiles pictures are SEVEN TIMES more likely to be viewed online (Wall Street Journal)
