WHAT IS INBOUND SELLING? (AND WHY YOU NEED IT NOW) [INBOUND 2014]
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In this session, John Jantsch, author of Duct Tape Selling will define once and for all the ins and outs of inbound selling and more importantly outline how any business owner, marketer and salesperson can install an inbound marketing system that helps them attract more ideal clients, build authority and expertise in the market and yes, close more deals.
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WHAT IS INBOUND SELLING? (AND WHY YOU NEED IT NOW) [INBOUND 2014]
1. What Is Inbound Selling? (and why you need it now!)
John JantschDuct Tape Marketing@ducttape
11. 57% of a typical purchase decision is made before a customer even talks to a supplier. Source: CEB
13. 53% of those surveyed claimed that the sales experience itself was one of the greatest contributing factors in continued loyalty to the brand. Source: CEB
16. Thefunnelis broken
“When it comes to lead and referral generation, a happy customer is the best tool.”
17. The future of sales and marketing is less about demand creation and more about organizing behavior.
45. Engaged
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CRM –Salesforce.com
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Groups –LinkedIn/Facebook
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Social CRM
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Rapporative
46. Social Media Connection Plan
Element
Collect
Curate
Create
Share
Tactics
Goals
Marketing Priorities
Social Journey
Get good at listening and following influencers
Get good at filtering and aggregating information
Tools
Hootsuite
Feedly
Talkwalker
Diigo
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Build Twitter Lists of influencers
2.
Subscribe to industry related blogs
3.
Create bookmarking tag structure
4.
Create relevant alerts for customers, journalists, key terms
5.
Clean up branding on all profiles
Recommendations
1.
Build custom pages on Scoop.itfor one core content topichttp://www.scoop.it/t/higher-education- reform
2.
Recruit guest bloggers
Establish amplification of owned media assets
1.
Apply for LinkedIn Author statushttp://specialedition.linkedin.com/publishing/
2.
Amplify blog and content asset weekly
3.
Create one visual content element to share
1.
Identify 10-12 pieces of content daily to share
2.
Expand influencer network with shares
3.
Focus on engaging journalists
Engage
1.
Get social customer data into CRM tool
2.
Build social assets for outreach
3.
Establish customer and prospect engagement and sharing routine
LinkedIn Pulse
Scoop.it
Feedly
Hootsuite
Buffer
Hootsuite
Feedly
Buffer
Hootsuite
Social CRM
Chatter in Salesforce
Establish influencer networking
Use social activity to drive sales engagement
47. Impact
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Inbound leads increased 372%
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Sales cycle decreased by 31%
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Revenue in first year up 28%
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Customer engagement up (67% increase attendees at user conference)
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Brand leadership at Policymaker level