Successful Selling In Today’s Digital World

"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."

The Sales Process Has Changed

80% 20%Traditional SalesProcess

Marketing

SalesWhere the sales person would traditionally engage

Modern SalesProcess

Marketing

Sales

20% 80%

Sales

Marketing Engagement now happens much later

You Need Multiple Touch Points

Why Has This Changed?

People in the UK have access to the internet36m

People in the UK have access to an internet phone53%

of B2B buyers start with a Google search78%

The Buyer Is In Control

How Do You Influence The

Buyer?

People are involved in the average B2B buying process5.4

Of B2B buyers now use social media to be more informed about vendors75%

Of decision makers say they never respond to cold outreach90%

You STILL Need Sales

Social Selling“The process of using Social Media to network,

prospect, research, engage, collaborate, teach and close – all with the purpose of attaining quota and

increasing revenue”. - Barbara Giamanco

(President, Social Centered Selling LLC)

Believe their sales force would be more productive with a greater social media presence80%

Of UK sales people think the buying process is changing faster than sales organisations are responding69%

Have received no training in using social media93%

"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."

Phone: +44 (0) 01633 279515

@kilfrew

steve.jones@branchingouteurope.com

www.branchingouteurope.com

How to get in touch