I would like to dedicate this month's Trust Triangle Selling Newsletter to the significant and rapid changes that are affecting our Sales and Marketing profession. In these exciting times, let's talk about what you can do NOW to adapt and thrive.     

 

Consider that:

• Clients are begging us to change the way we interact with them.

• Your clients have dramatically changed how and where they begin to establish trust and obtain critical purchasing information.

• CEB reported that 60%-70% of a customer's buying process is complete by the time interactions begin with a sales representative.
• Half of the current B2B sales & marketing positions will be gone or radically transformed within the next 36 months.
• IBM Consulting recently reported that 70% of B2B buyers will utilize online information for their next purchase.
   

 

An expert in social selling, Jacco van der Kooij has recently worked with me to explain how we can adjust and flourish in this new era of selling. We have constructed an exceptional series of fast-paced, short videos entitled The Future of Sales is Now!

 

Click here to watch the videos. HERE: http://trusttriangleselling.com/futureofsales/indexb.html 

Episode 1:  Introduction to The Future of Sales

 

Over the past five years, trades that traditionally involved a lot of human interaction have radically changed. For example, LinkedIn has changed the way we discover a dream job, Match.com has changed the way we find a soul mate, and Travelocity has changed the way we book a getaway. It can be no surprise, then, that the sales industry is also experiencing a change in the way we buy and sell goods and services. The Future of Sales Is Now series explore the changes required to identify a modern sales methodology. The series also suggest how sales organizations can respond in order to create a new breed of sales superstars.

 

 

Episode 2:  The Social Media Wave

  

As consumers, we see and experience the impact of social media all around us. In episode two we examine how this is affecting our client relationships. You realize your client is insisting that you change his sales experience. We need to understand why is this happening and how we should deal with these changes. Understanding social media is the first step toward a social selling journey.

 

 

Episode 3:  Irresistible Client Experience

 

Today we are using an outdated sales process created around the sales funnel. This one-way process was invented decades ago, and is premised on using cold leads. But is it the right process now? In this episode you will learn how to turn the sales funnel process into a circular buying experience optimized with "warm lead" generation. You will learn the six steps you can take today to create an irresistible and contagious world-class client experience.

 

 

Episode 4:  Compensate on Client Success

 

If we truly want to change the way we market and sell our solutions, we must change the way we compensate marketing and sales teams. We outline the challenges with current compensation plans, and provide five simple actions to focus your teams on the ultimate goal: Client Success!

 

 

Episode 5:  Trust-Based Methodology

 

Perhaps the most commonly used sales methodology in B2B sales is consultative selling. In order for consultative selling to be effective, the client needs to be aware of your company's existence. This webinar features Trust-Based Selling as the key for social selling success. Based upon the theory of Trust Triangle Selling, we outline the content, tools, and skills to incorporate on your way to sales success.  

 

 

Episode 6:  Social Selling Explained

 

Your clients are currently online where they are discovering their needs and identifying solutions during the most critical part of a sale: The Value Creation. Social selling is a way of creating value online and early in the sales process. You will learn why this is different from awareness campaigns, and we will suggest three simple actions to make you a leader in social selling.

 

 

Episode 7:  Importance of Meaningful Content

 

The key to social selling is to recognize it as a problem-solving experience. Clients who want to understand and resolve their problems online start by looking for meaningful content. In this episode we present the next generation of sales content, with a focus on creating an authentic experience for online use.

 

 

Episode 8:  Online Networking and LinkedIn

 

We are all familiar with LinkedIn. But how can we optimize LinkedIn as a powerful social selling tool? We share how you can take online networking to the next level.

 

 

Episode 9:  Power of Analytics

 

Social media and selling online generate an incredible amount of data. We explain how to use Analytics in our understanding of viewer behavior. We strive to help marketing and sales professionals learn from a client's perspective, and turn meaningful content into social selling "magnets."

 

 

Episode 10:  Importance of Customer Success

 

Revenue generation has shifted from "Net-30" following a deal's closure, to 12 or even 24 months following the initial purchase order.  Your success is dictated to a great degree by your client's success. As a result, we stress the importance of your role in your customer's success. We identify the five challenges customer success managers face, along with five actions that will ensure that your client prospers.

 

 

Episode 11:  The Social Selling Campaign

Many first-timers struggle with social selling. They start tweeting at a frantic pace and create a rapid fire of status updates in LinkedIn. This creates a lot of noise and makes little or no impact. You will learn to utilize your skills with meaningful material. And with trust methodology you will orchestrate a customer-centric social selling campaign.  

 

Good Selling!