three strategies to grow copier sales in 2016

www.dealermarketing.net

www.socialsalesacademy.net

THREE STRATEGIES

TO GROW SALES IN 2016Darrell Amy

Dealer Marketing

Larry Levine

Social Sales Academy



THREE STRATEGIES TO GROW SALES

Enhance your digital prospecting

Attract top sales talent

Get found online



1. ENHANCE DIGITAL PROSPECTING



“The brutal fact is the

number one reason for

failure in sales is an empty

pipe, and the root cause of

an empty pipeline is failure to

prospect”



2016: ANALOG TO DIGITAL

Analog Prospecting Digital Prospecting



84% of C-level/VP

executives surveyed

use social media to

make purchasing

decisions.

IDC

Social Buying Meets Social Selling

April 2014



5.4 peopleAre now involved in the average

B2B transaction

Creates 5.4 different buying

criteria & personalities

Corporate Executive Board, 2012



SOCIAL SELLING DEFINED

Using social networks to leverage your

personal brand to fill your pipeline with the

right people, insights and relationships.



THE SOCIAL PROSPECTING PROCESS

RESEARCH

Find companies and contacts in your territory.

FOLLOW

Learn about your prospect

CONNECT

Send a personalized invitation.

NURTURE

Build relationship with content

MEET

Ask for a conversation.



2. ATTRACT THE BEST SALES REPS



WHAT IS THE LIFETIME VALUE

OF A GREAT SALES REP?



ATTRACTING THE BEST CANDIDATES

• Have a current web presence

• Include a careers section– How can you grow your career?

– What training is available?

– What are the benefits?

– Current job openings with descriptions

• Build your corporate culture

on Facebook – Showcase what a great place this is to work



SALES MANAGERS ON LINKEDIN• Create a compelling profile

– What’s your philosophy of business?

– How do you help reps succeed?

• Training

• Tools

• Marketing



3. GET FOUND ONLINE



94% of buying decisions

begin onlineAcquity Group, 2014 B2B Procurement Study



GIVE GOOGLE WHAT THEY WANT

Link Farms

Invisible Text

Keyword Stuffing

Forum Posts

Poor Content

Link Buying



FEED GOOGLE WITH GOOD FOOD



SALES

SALES

LINKEDIN

COACHING

MARKETING

MARKETING

57%

IN PERSON

DIGITAL PROSPECTING

DIGITAL MARKETING

ONLINE

BLOG

WRITING

SOCIAL

MEDIA

SEARCH

ENGINES

WEBSITE

DESIGN



ACTION ITEMS1. Get active with digital

prospecting

2. Look at your online presence

through the eyes of a

prospective employee

3. Get active in blogging and

social media

Darrell Amy

/in/darrellamy

[email protected]

214.224.0050 x.101

Larry Levine

/in/larrylevine1992

[email protected]

805.586.3245 x.302

mailto:[email protected]

mailto:[email protected]

three strategies to grow copier sales in 2016

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