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Carri Bugbee

Top 5 Trends in Sales 2.0 - 0 views

www.totango.com/...top-5-trends-in-sales-2-0

sales trends software as a service SaaS

shared by Carri Bugbee on 26 Jan 12 - No Cached
  • 1 – Attract many, then focus on filtering If your prospects do research online, will they find your company, or your competitor? Mark Roberge, VP Sales from HubSpot argued that you should keep the top of your sales funnel as broad as possible.
  • #2 – Give all sales people a social media address Scott Holden, Senior Director at Salesforce.com argued that not just companies need to be discoverable, but also individual sales representatives. Social pages are often the first ones to come up in search results.
  • Scott Holden summarized this as moving from self-promotion to social referrals: “trust me, he is a great lover” and not “I am a great lover”.  I expressed a similar sentiment in my blog earlier this week on Genuine Customer Engagement.
  • ...4 more annotations...
  • 50%-70% of sales processes start long before a sales person ever gets involved. The most important deciding factor in the sales process was “online demos”, not sales person interaction.
  • #5 – Consider a territory model based on social proximity
  • leads are assigned based on the personal relationship of a rep to the lead, rather than geography. On paper this social proximity model sounds great, but in reality it is still difficult to implement.
  • B2B companies need to learn from this and move to lower touch selling models, wherever possible. One of the speakers, Rini Das from PAKRA, has achieved just that. She is closing 95% of her business based on social media leads.
Carri Bugbee

How Customers Choose Solution Providers, 2010: The New Buyer Paradox | IT Services Mark... - 0 views

www.itsma.com/...choose-solution-providers-2010

shared by Carri Bugbee on 26 Jan 12 - No Cached
  • Cloud wary, yet hopeful. Buyers see cloud computing as a major disruptive technology wave with many benefits, forcing them to re-think their IT landscape
  • Self-reliant, yet dependent. Buyers are pushing salespeople out of the early stages of the buying process with search, industry influencers, their peers, and social media, yet they demand strong relationships
  • Short on time, yet content hungry. Time-constrained buyers maintain a robust appetite for relevant content, but they want it packaged and delivered on their terms
  • Carri Bugbee on 26 Jan 12
     
    2010 was the year of marketing transformation. One of the key drivers behind marketing's need to transform is that the buyers themselves are transforming. ITSMA's research with buyers shows that buyers are saying one thing, but their behavior shows something else. We are calling this the New Buyer Paradox.
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