Practical Digital and Social SellingHow to sell more if __% of purchasing decisions are done before the first contact?

@samilampinen

#valoafunneliin

Sami Lampinen

#1 in Cloud Computing and CRM

#1 World’s #1CRM

Cloud Computing

2011

2012

2013

Market LeaderEnterprise,

MidMarket, SMB & Sales Force Automation

Innovation

Hype

Yeah! Lets all do blogging and tweeting!

Not.

Hype is gone. Thank g@d!

Reality

One Hit Wonder? Game Changer?

They are saying: …And they are saying:

Yes. Social is a Game Changer

Practical Digital and Social Sales

Learnings: It is a Source and it is a Tool

UPSIDE DOWN

Old tricks still valid. Just apply new learning’s

STOP HOLD

CLOSE

STOP

Pre-STOP Actions:- Targeting- Prospecting- Campaigning

- Old ways- New ways

HOLD

- Automated lead nurturing - keep connected

- Your solution to the Prospect problem

- Why? Why now?

CLOSE- In the Hook?

Challenge- Adjust the timing- Make prospect tell you

why they need you- Give and get- Socialize closing

So how to be early and sell more?

Start Fast and Small. Fail Fast and Small. Iterate

1. As a company and individual, go Digital and Social. Start to listen

2. Sales is teamwork. Internally and externally

3. Results require genuine engagement at all levels

4. Old dog, new tricks. No fundamental changes to the basic laws of sales – your methodology works

5. Its not just a tool thing, tho great tools help a lot