What are emerging trends with sales teams?

Reps are hitting a sales roadblock

In 2012, 40% of B2B sales reps didn’t hit quota!

The phone & email has become less effective.

Reps sick of scratching & clawing for deals

Every month, the sales rep feels like they start at 0

Few reps have a perpetual lead gen machine

Reps struggling with cold calling

Part of the job description – but HATED!

Reps are seen as… just sales reps!

“No Value – sales rep” “Invisible – sales rep”

But the Fundamental Challenge is:Your buyer has changed!

70% of their buying process is done, BEFORE your sales reps involvement

Decision-Makers need corporate buy-in (committees)

Result: You’re losing deals, long before you’ve realized they’re lost!

Clients are discovering & trusting your competition first, because they’re adding value online.

Long before your reps start a phone relationship.

The buyer is discovering – with or without you!

83% of B2B buyers, began their journey online.

Your competitor’s planting Inception right now.

First to shape the buyer – wins!

65% of buyers choose the company that was first to add VALUE

50% of deals are lost when reps add NO VALUE!

ENTER THE DEADZONE!

No value in asking “have you reviewed our proposal yet?”

Interviewed 1,200 decision-makers of SME & Enterprise companies.These are the top problems they had with other sales reps.

30% = Too much contact via phone & email

8% = Far too aggressive in their approach

9% = Lacked conveying value to my needs

XO Communications Story – the buying process in a SOCIAL world

• Realizes sales reps current sales tactics, will no longer sustain a competitive advantage.

• Approaches management about new “Social Selling” process. He will train all 220+ sales reps world-wide.

NOVEMBER 2012

Begins researching potential Solutions

Discovers a webinar on Social Selling“3 LinkedIn Tactics you didn’t know”

Turns out, Vorsightis a trusted vendor.The “Sphere of Influence”is very important.

After looking at our LinkedIn page, he notices Vorsight’s recommendation & a competitor.

Early December 2012

Recording August 2012. Placedon LinkedIn Groups – now rankinghigh on Google Searches.

December 10th, 2012

The Decision-Maker planned on choosing a vendor by mid-January.

He began to invite top vendors topresent their solutions.

70% of his buying process was done,And we haven’t met yet!

.VS.

The presentation is RFP like. The educated buyer knew exactly whathe wanted in a vendor.

Which vendor can demonstrate their ability to accomplish his goals?

We won January 14th, 2013.

Question to ask your team…

Are you not leaving “Social Breadcrumbs”?

How will you add value EARLY, and be found?

Social Selling – constantly outperforms

• 79% of sales reps hit sales quota (up 20%)

• 16.3% increase in corporate revenue

• 8.9% increase in average deal size

Social Selling teams always outperform!

Example with “Sphere of Influence”

Client Success Story

The Decision-Maker @ your Client

Competitive Insights

Followers

1st Degree Connections

“Sphere of Influence” Grows

Client Success Story – Monitoring Triggers

“Hello, we missed you”

Uses Competitor

Look to fire incumbent

Win for

User of Cision

Social Selling Training

How do we add value for your team?• Turn reps into personal branding machines

• Help create Inception + value with prospects

• Create new sales leads never thought possible