How many deals are your sales reps involved in within your marketplace? Companies must look credible online as well as their sales reps. How many deals are going down in your respective territories that you are not involved in?
11. Deal Exposure Calculation: Marketing
BEQI: 0.00303857 X 2,485,137* = 7,551 units/year
7,551 / 12 = 629 units in market/month
629 units / 2.5 units per deal = 251 deals
* 2015 OEM Shipment data from InfoTrends A4: 1,728,190 units A3: 756,947 units
230 local search visitors last month ÷ 251 deals
= 91.6% Deal Exposure
12. Deal Exposure Calculation: Sales
BEQI: 0.00303857 X 2,485,137* = 7,551 units/year
7,551 / 12 = 629 units in market/month
629 units / 2.5 units per deal = 251 deals
* 2015 OEM Shipment data from InfoTrends A4: 1,728,190 units A3: 756,947 units
95 pipeline deals ÷ 419 units
= 22.7% Deal Exposure
17. 84% of C-level and
VP decision makers
admit to using social
in their decision-
making process.
IDC, 2014 study of B2B buying habits
18. Buyers are vetting sales
professionals online
Traditional sales
prospecting strategies
are becoming less
effective
Buyers are younger
Millennial’s are entering
the sales force
22. RESEARCH
Find companies
and contacts in
your territory.
FOLLOW
Learn about your
prospect
CONNECT
Send a
personalized
invitation.
NURTURE
Build relationship
with content
MEET
Ask for a
conversation.
The Social Selling Process
31. Inbound Lead Gen in Action
10:13Found dealer in Google
Visited 19 pages on
dealer’s website/blog
10:40Downloaded special report
10:41Sales rep notified
4 day sales cycle
2 imageRunners-$19,669
Regional food producer
33. Discussion
How can you measure and track deal
exposure?
What three sales or marketing actions could
you implement to increase your deal
exposure?
More from the IDC Study:
Complex decisions are fraught with risk. To increase trust and confidence in making high-stakes company purchase decisions, B2B buyers leverage their professional networks. Social media makes accessing these networks more efficient. New global research, conducted by IDC in February 2014, finds that online social networks play a vital role in the purchase process of 84% of the most senior B2B buyers. In the final stage of the purchasing process, when stakes are highest, online networks are the number one preference of buyers.
Sales professionals are advised to pay attention to this trend. The rise of digital communications has already eroded the opportunity to sell face to face. For example, IDC's 2012 IT Buyer Experience study reported that an average of nearly 50% of the purchasing process for technology solutions is complete before a salesperson becomes involved. Reduced face-to-face time is not the only change salespeople need to worry about now. Relationship building, referrals, and recommendations are also shifting online. To succeed today, sales professionals must answer their social phones.