Bus Routes in Destin Florida - Other Transportation in Destin
Net New Business Summit 16 0920 Destin Forida
34
A NEW METRIC FOR SALES AND MARKETING EFFECTIVENESS
-
Upload
larry-levine -
Category
Business
-
view
80 -
download
0
Transcript of Net New Business Summit 16 0920 Destin Forida
A NEW METRIC FOR SALES AND MARKETING EFFECTIVENESS
Websites | SEO | Blogging | Social
Social SalesMajor Account Coaching Inbound Marketing
About Us
HOW DO YOU MEASURE SALES AND MARKETING EFFECTIVENESS?
Deal Exposure
What % of the deals in your market in which you are involved?
Deals
InvolvedUnaware
How Can You Measure Deal Exposure?
Deal Exposure
Total Deals in Market
Deals You Played In= ÷
BEQI ÷Average
Units/Deal
Example
20%Deal Exposure
5,000Total Deals in
Market
1,000Deals You Played In
= ÷
12,500 units ÷2.5 Units per
Deal
TWO WAYS TO MEASURE AND TRACK DEAL EXPOSURE
94% of buying decisions begin online
Acquity Group, 2014 B2B Procurement Study
Marketing
How many people came to my website?
MARKETING
How many people came to my website1. From the local
market 2. Through
search engines? 230
Deal Exposure Calculation: Marketing
BEQI: 0.00303857 X 2,485,137* = 7,551 units/year 7,551 / 12 = 629 units in market/month629 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
Deal Exposure Calculation: Sales
BEQI: 0.00303857 X 2,485,137* = 7,551 units/year 7,551 / 12 = 629 units in market/month629 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
HOW CAN YOU IMPROVE YOUR DEAL EXPOSURE?
Two Types of Prospects
The Newest Members of Your Sales Team
SALES:INTEGRATE SOCIAL SELLING
84% of C-level and VP decision makers admit to using social in their decision-making process.IDC, 2014 study of B2B buying habits
Buyers are vetting sales professionals online
Traditional sales prospecting strategies are becoming less effective
Buyers are younger Millennial’s are entering
the sales force
DOES LINKEDIN REALLY WORK IN THE FIELD?
RESEARCHFind companies and contacts in your territory.
FOLLOWLearn about your prospect
CONNECTSend a personalized invitation.
NURTUREBuild relationship with content
MEETAsk for a conversation.
The Social Selling Process
MARKETINGAN INBOUND LEAD GEN STRATEGY
1. Get Found Online
BlogsSocial
Keywords
Calls-to-Action
Landing Pages
NurturingCRM
IntegrationSignals
Event-Driven Marketing
2. Convert Visitors to Customers
ATTRACT CONVERT CLOSE DELIGHT
DO PEOPLE BUY COPIERS ONLINE?
Inbound Lead Gen in Action
10:13 Found dealer in GoogleVisited 19 pages on dealer’s website/blog
10:40 Downloaded special report
10:41 Sales rep notified
4 day sales cycle2 imageRunners-$19,669Regional food producer
SALES
SALES
MAJOR ACCOUNTSTRATEGY
MARKETING
MARKETING
57%IN PERSON
DIGITAL PROSPECTING
DIGITAL MARKETING
ONLINE
BLOGWRITING
SOCIALMEDIA
SEARCHENGINES
RESOURCEWEBSITE
INBOUNDMARKETING
SOCIALSALES SKILLS
Discussion
How can you measure and track deal exposure?
What three sales or marketing actions could you implement to increase your deal exposure?
Questions?Darrell [email protected] x.101/in/darrellamy@darrell_amy
Larry [email protected] x. 302/in/larrylevine1992@larry1levine
John [email protected] x. 301/in/johnpulley@johnpulley
![0920 Fuss-Symposium Kopie.ppt [Kompatibilitätsmodus]](https://static.fdocuments.net/doc/165x107/6254e99a12c04a1d10515b28/0920-fuss-symposium-kopieppt-kompatibilittsmodus.jpg)
![0900-0920 Peter Stevenson [Kompatibilitetstilstand]](https://static.fdocuments.net/doc/165x107/61f994b8722ccd632579def9/0900-0920-peter-stevenson-kompatibilitetstilstand.jpg)
