The Future of Selling
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The document discusses the changing landscape of sales, emphasizing the increasing importance of social media and the shift in customer behaviors. It highlights findings from the OgilvyOne 'Future of Selling' study, revealing that customers are gathering more information independently and sales professionals need to adapt to these changes. The document concludes with recommendations for sales strategies in the digital age, urging organizations to evolve their approaches to remain successful.
The Future of Selling
- 1. THE FUTURE OF SELLING BRIAN FETHERSTONHAUGH CHAIRMAN & CEO, OGILVYONE WORLDWIDE TODD HERMAN CONSULTANT, OGILVYONE WORLDWIDE
- 2. “ SELL, OR ELSE. WE DAVID OGILVY #sellorelse ”
- 3. #sellorelse
- 4. #sellorelse
- 5. THE EXPERTS #sellorelse
- 6. ! ! #sellorelse
- 7. Callies Management Consulting JOHN CALLIES ! ! #sellorelse
- 8. JEN GROOVER ! ! #sellorelse
- 9. RICHARD BRAVMAN ! ! #sellorelse
- 10. TONY HSEIH ! ! #sellorelse
- 11. ! ! #sellorelse
- 12. THE WORLD’S GREATEST SALESPERSON #sellorelse
- 13. THE ANATOMY OF A GREAT SALESPERSON #sellorelse
- 14. Communicator Trustworthy Problem-Solver Beer-Worthy Empathy Relentless Energy #sellorelse
- 15. ...BUT BUYING IS DIFFERENT (this changes everything) #sellorelse
- 16. THE CUSTOMER IS KING #sellorelse
- 17. WHAT DO SALES PROFESSIONALS SAY? Full-time sales professionals Sample = 1,007 USA, UK, Brazil, China #sellorelse
- 18. THE CUSTOMER IS KING 70% 70% % AGREE 61% 56% USA UK BRAZIL CHINA BUYERS AREN’T RELYING ON SALES PEOPLE FOR INFORMATION BEFORE MAKING A PURCHASE. Source: OgilvyOne "Future of Selling" study, Oct 2010
- 19. THE CUSTOMER IS KING 70% 66% 67% % AGREE 61% USA UK BRAZIL CHINA CUSTOMERS ARE OBTAINING MORE INFORMATION OF OUR PRODUCTS AND SERVICES, BUT NOT THE RIGHT KIND Source: OgilvyOne "Future of Selling" study, Oct 2010
- 20. SOCIAL MEDIA HELPS SELL 73% 65% 15% 20% % AGREE 49% 30% 11% 33% STRONGLY 27% 5% 26% 18% 3% MOSTLY 7% 10% 28% SOMEWHAT 20% 17% 18% 19% TOTAL USA UK BRAZIL CHINA IMPORTANCE OF SOCIAL MEDIA LIKE TWITTER, FACEBOOK AND YOUTUBE IN SUCCESS AS A SALESPERSON Source: OgilvyOne "Future of Selling" study, Oct 2010
- 21. SOCIAL MEDIA USE VARIES BY COUNTRY Facebook (or equivalent) LinkedIn Twitter 47% YouTube (or equivalent) 45% Own Blog 40% 38% 25% 26% 22% 23% 20% 21% 17% 13% 9%10% 10% 8% 7% 5% 3% N/A USA UK Brazil China USA UK BRAZIL CHINA Source: OgilvyOne "Future of Selling" study, Oct 2010
- 22. TOP PERFORMING SALESPEOPLE ARE ADOPTING SOCIAL MEDIA Total 2010 Sales +>25% 70% 73% 71% 65% 65% % AGREE 54% 49% 38% 33% 28% Total USA UK Brazil China TOTAL USA UK BRAZIL CHINA SOCIAL MEDIA ARE IMPORTANT IN MY SUCCESS AS A SALESPERSON Source: OgilvyOne "Future of Selling" study, Oct 2010
- 23. SALES IS DESPERATE FOR HELP... % AGREE 82% 84% 55% 48% 68% 69% 41% 42% USA UK BRA CHN USA UK BRA CHN THE BUYING PROCESS IS CHANGING MY COMPANY IS AFRAID OF FASTER THAN SALES EMPLOYEES USING SOCIAL MEDIA ORGANIZATIONS ARE RESPONDING Source: OgilvyOne "Future of Selling" study, Oct 2010
- 24. ...REALLY DESPERATE % AGREE 93% 85% 91% 75% 78% 70% 53% 46% USA UK BRA CHN USA UK BRA CHN MY COMPANY DOES NOT TRAIN OR I WISH MY COMPANY OFFERED MORE EDUCATE ON HOW TO USE SOCIAL MEDIA HELP IN USING SOCIAL MEDIA Source: OgilvyOne "Future of Selling" study, Oct 2010
- 25. The leads SUCK! No, YOU suck! SALES MARKETING #sellorelse
- 26. A WORLD RADICALLY TRANSFORMED 84% 79% 71% % AGREE 66% USA UK BRAZIL CHINA BEING A SALESPERSON WILL BE RADICALLY DIFFERENT IN 5 YEARS Source: OgilvyOne "Future of Selling" study, Oct 2010
- 27. “ SO CHANGE, OR ELSE ” The 21st Century Guide to Selling #sellorelse
- 28. NEW FRAMEWORK Sales Funnel Customer Journey The first sales and marketing funnel was created in 1898 by Trigger Events St. Elmo Lewis, the founder of the Association of National Advertising. Share Research Usage Shop & Purchase LESS MORE #sellorelse
- 29. SALES NEEDS TO STEP UP LESS INFO MORE INSIGHT #sellorelse
- 30. CONTENT = DIGITAL BAIT #sellorelse
- 31. DIGITAL BODY LANGUAGE #sellorelse
- 32. NEW SALES + MARKETING “I WIN” “YOU LOSE” LESS MORE #sellorelse
- 33. THE EVOLUTION OF SELLING WHERE DO GET ON YOU WANT THE BUS! TO GO? #sellorelse
- 34. SOCIAL SELLING #sellorelse
- 35. BEHAVIORAL ECONOMICS THE $300 MILLION BUTTON #sellorelse
- 36. EXAMPLES OF 21 ST CENTURY SELLING #sellorelse
- 37. VW - REAL RACING GTI 80% JUMP IN LEADS AND DOUBLED SALES TO NEW VW OWNERS. #sellorelse
- 38. IKEA - TAG, I WIN! 16% OF TRAFFIC FROM FACEBOOK, OVER $112,000 IN REVENUE IN FIRST WEEK ALONE #sellorelse
- 39. CAPTAIN MORGAN - DARE THE CAPTAIN DOUBLED SALES YEAR ON YEAR #sellorelse
- 40. 622 NORTH - OWNER FRANK PERKOVICH FILLED THE RESTAURANT WITH 150 CUSTOMERS #sellorelse
- 41. PONDS AGE MIRACLE GREW SALES REVENUE BY 42% #sellorelse
- 42. CHAMPION’S CHALLENGE #sellorelse
- 43. CHAMPION’S CHALLENGE 118 173 491 Referring Sites Direct Traffic Search Engines 59% OF ALL CUSTOMERS COME VIA SOCIAL MEDIA. #sellorelse
- 44. FORD 10,000 PRE-ORDERS ONE MONTH AWAY FROM FULL PRODUCTION #sellorelse
- 45. CENTURY 21 “SELLING OR BUYING” SOCIAL MEDIA LEADS DOUBLED SINCE LAUNCH OF “SELLING/ BUYING” TAB #sellorelse
- 46. SALESFORCE.COM CHATTER #sellorelse
- 47. IBM SOFTWARE ‘HOW TO BUY’ Dominate Search ONE SINGLE SALE PAYS FOR ENTIRE PROGRAM Digital Bait #sellorelse
- 48. PROCTER & GAMBLE AND FACEBOOK P&G Opens Facebook store selling 29 top brands – Oct 5, 2010 E-COMMERCE TARGET = $4B #sellorelse
- 49. ARE YOU READY? #sellorelse
- 50. FIVE THINGS TO DO RIGHT NOW: 1. Walk in the buyer’s digital footsteps 2. Create digital bait 3. Get Marketing and Sales in the same room 4. Test one social selling initiative 5. Join the new selling conversation #sellorelse
- 51. JOIN THE CONVERSATION “ The good salesman combines the tenacity of a bulldog with the manners of a spaniel. If you have any charm, ” ooze it. #sellorelse #sellorelse
- 52. JOIN THE CONVERSATION “ The good salesman combines the tenacity of a bulldog with the manners of a spaniel. If you have any charm, ” ooze it. #sellorelse #sellorelse
- 53. OGILVYONE ANNOUNCES . . . “The 21st Century Selling” Partnership Social Selling Branded Selling #sellorelse
- 54. PARTNERS John Callies David Brock Todd Herman Lisa Haldeman Cheryl PRESIDENT PRESIDENT AND CEO CONSULTANT EXECUTIVE CONSULTANT Ader Smith CALLIES MANAGEMENT PARTNERS IN LEOPARD EXECUTIVE DIRECTOR CONSULTING EXCELLENCE OF STRATEGY LEOPARD #sellorelse
- 55. PARTNERS John Bell Patou Phil Buehler Barney Michael Sean Muzzy MANAGING DIRECTOR Nuytemans HEAD OF PLANNING Loehnis Lazerow MANAGING DIRECTOR OGILVYPR OGILVYONE NEO@OGILVY CHIEF DIGITAL OFFICER HEAD OF DIGITAL CEO OGILVY & MATHER OGILVYONE HONG BUDDY MEDIA EAME KONG #sellorelse
- 56. FUTURE OF SELLING CHECKLIST VISIT SELLORELSE.COM TALK TO US ABOUT AN OPPORTUNITY AUDIT WITH 21ST CENTURY SELLING PARTNERS I’M JUST HERE FOR THE DRINKS! #sellorelse