prequalifying sales condensed
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Prequalifying SalesKristen Okerman Quillin, Vice President, Marketing and CommunicationsOctober 9, 2015
Awareness
Interest
Consideration
Intent
EvaluationPurchase
Marketing and Sales Funnel
Marketing
Sales
Then Now
MarketingSales
B2B clients are 57% through their decision making process
before they contact the vendor
Source: CEB
Colliers International
The Game Has Changed
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Colliers International
Social Selling
Social selling is the process of
developing relationships as part of the
sales process through:
• Sharing relevant content
• Interacting directly with potential
buyers and customers
• Personal branding
• Social listening
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Colliers International6
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Colliers International7
Colliers International
Clients are more informed about us
We must be more informed about our clients
EVERYONE needs to be a marketing and sales superhero
Prequalifying Sales
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Colliers International
Thank you!Linkedin.com/in/kristenquillin
@kristenquillin
kristenquillin@gmail.com
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