The Six Imperatives of Digital Selling Success by Mike Kunkle

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    23-Aug-2014
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    Sales

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This is the slide deck from my webinar presentation for Sales & Marketing Management with Dave Stein on 5/15/2014. As soon as I have the link to the recording, I'll add it.

Transcript of The Six Imperatives of Digital Selling Success by Mike Kunkle

  • selling through digital channels: is it right for you? to what degree? The right answer is always about your customer finding trigger events sales intelligence :: mike kunkle :: :: transforming sales results :: may 2014 digital selling success
  • that was then digital selling success 2 http://wronghands1.wordpress.com/2013/03/31/vintage-social-networking/ :: mike kunkle :: transforming sales results ::
  • this is now digital selling success 3 http://wronghands1.files.wordpress.com/2012/07/social-media1.jpg :: mike kunkle :: transforming sales results ::
  • digital selling overview http://wronghands1.wordpress.com/gallery-3/#jp-carousel-1422 digital selling success 4:: mike kunkle :: transforming sales results ::
  • digital selling overview the ticket for entry six imperatives
  • digital selling overview context yes, digital selling = social selling think tool in my sales utility belt not religion the semantics / shock value around cold calling digital selling success 6:: mike kunkle :: transforming sales results ::
  • digital selling overview advice context and nuance trump absolutes new doesnt always replace old (additive) take a balanced, practical approach digital selling success 7:: mike kunkle :: transforming sales results ::
  • digital selling overview selling through digital channels is it right for me? to what degree? digital selling success 9 the right answer is always about your customers :: mike kunkle :: transforming sales results ::
  • digital selling overview selling through digital channels is it right for me? to what degree? The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to others. If you are in an industry where social selling has high applicability, peddle faster. If you are in an industry where social selling has low applicability, ignore it. http://www.salesbenchmarkindex.com/bid/104840/Social-Selling-Applicability-by-Industry digital selling success 10 the right answer is always about your customers :: mike kunkle :: transforming sales results ::
  • digital selling overview selling through digital channels is it right for me? to what degree? finding trigger events sales intelligence the right answer is always about your customers where are they? where are their influencers? digital selling success 11:: mike kunkle :: transforming sales results ::
  • digital selling overview selling through digital channels is it right for me? to what degree? finding trigger events sales intelligence the right answer is always about your customers blogs digital selling success 12:: mike kunkle :: transforming sales results ::
  • digital selling overview selling through digital channels is it right for me? to what degree? finding trigger events sales intelligence the right answer is always about your customers digital selling success 13:: mike kunkle :: transforming sales results ::
  • ticket for entry presence profiles participation digital selling success 14 blogs :: mike kunkle :: transforming sales results ::
  • ticket for entry presence profiles participation digital selling success 15:: mike kunkle :: transforming sales results :: http://marketingthink.com/social-branding-how-to-create-the-perfect-linkedin-profile-blueprint/
  • presence profiles participation ticket for entry digital selling success 16 begin by sharing relevant content in your field and building relevant contacts blog comments tweets shares discussions posts RTs likes :: mike kunkle :: transforming sales results ::
  • presence profiles participation ticket for entry digital selling success 17 begin by sharing relevant content in your field and building relevant contacts blog comments tweets shares discussions posts RTs likes :: mike kunkle :: transforming sales results :: professors competitor companies analyst companies analysts customers prospective customers researchersengineers other experts centers of influence
  • presence profiles participation ticket for entry digital selling success 18 consider automation :: mike kunkle :: transforming sales results ::
  • six imperatives of digital selling conduct research make a connection generate awareness create interest build relationships convert r2r / revenue digital selling success 19:: mike kunkle :: transforming sales results ::
  • six imperatives of digital selling research awareness interestrelationship connection revenue
  • six imperatives of digital selling research awareness interestrelationship connection revenue
  • six imperatives of digital selling research awareness interestrelationship connection revenue
  • six imperatives of digital selling research awareness interestrelationship connection revenue nurture cycle
  • six imperatives of digital selling research awareness interest connection revenue relationship nurture cycle
  • six imperatives of digital selling research awareness interestrelationship connection revenue nurture cycle
  • six imperatives of digital selling research awareness interestrelationship connection revenue nurture cycle
  • six imperatives of digital selling research awareness interest connection revenue relationship nurture cycle
  • six imperatives of digital selling research awareness interest connection revenue relationship nurture cycle trigger sales cycle
  • six imperatives of digital selling research awareness interestrelationship connection revenue nurture cycleacquisition sales cycle trigger
  • one :: research digital selling success 30:: mike kunkle :: transforming sales results ::
  • one :: research look familiar? digital selling success 31:: mike kunkle :: transforming sales results ::
  • one :: research look familiar? are the same you use to research prospects & clients digital selling success 32:: mike kunkle :: transforming sales results :: the tools to decide whether you should focus on digital selling
  • one :: research social research review profiles (LinkedIn and other social sites) see who theyre connected to note LinkedIn groups and discussions observe which companies they follow watch status updates and comments beyond social search engine, alert service philanthropic ventures, personal interests, photo postings, alma mater ties, fraternal or association affiliations, community involvement and more digital selling success 33:: mike kunkle :: transforming sales results ::
  • one :: research social research review profiles (LinkedIn and other social sites) see who theyre connected to note LinkedIn groups and discussions observe which companies they follow watch status updates and comments beyond social search engine, alert service philanthropic ventures, personal interests, photo postings, alma mater ties, fraternal or association affiliations, community involvement and more observe their social / digital footprint digital selling success 34:: mike kunkle :: transforming sales results ::
  • two :: connect digital selling success 35:: mike kunkle :: transforming sales results ::
  • two :: connect move from research to connect follow their digital footprint be where they are listen, observe, and learn about them look for hinges or commonalities reach out to connect be part of their world / multiple touch points note: not saying solicit through multiple channels digital selling success 36:: mike kunkle :: transforming sales results ::
  • two :: connect how to connect follow on Twitter leap from Twitter to LinkedIn leverage hinges / commonalities use LinkedIn open group discussions ask for LinkedIn referrals / introductions comment on blogs / tweets / discussions conferences / trade shows / associations see http://www.mikekunkle.com/connect unless