The New Rules of Selling

Sales is being radically redefined like never before. With buyers now in

  1. David Meerman Scott
    Sales is being radically redefined like never before. With buyers now in
    Transcript Header:
    The New Rules of Selling
    Transcript Body:
    • The New Rules of Selling How Agile and Real-Time Sales Grow Your Business Now A U T H O R O F T H E “ N E W R U L E S O F S A L E S A N D S E R V I C E ”
    • This presentation is based on content from… The New Rules of Sales and Service How to Use Agile Selling, Real-Time Customer " Engagement, Big Data, Content, and Storytelling " to Grow Your Business @dmscottThe New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 2 Bestselling sales and marketing genius David Meerman Scott is back with the long-awaited follow-up to The New Rules of Marketing and PR. In this book he looks at how sales and service are being radically redefined like never before and how, now, online content can be more targeted to reach buyers one at a time instead of all at once. Just as online content is the primary driver for successful marketing and public relations today, online content is quickly becoming a dominant driver for sales and service as well. Praise for David Meerman Scott" and his books “Like all the best teachers, this book inspires" you to do your own thinking in your own way... enlightening and liberating.” - The Financial Times “It is the new rules. A whole new world.” - MSNBC “one of those select few people who saw and understood the social media phenomenon as" it began” - Forbes “Gets it right.” - New York Times Magazine “Lessons that should resonate” - Entrepreneur “A fresh take.” - NBC
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 3 If you run a small company," then you’re in sales. If you’re a doctor or lawyer or accountant, you’re in sales.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 4 ENTREPRENEURS are in sales too.
    • Everybody who lives by their wits by going independent or starting something @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 5 new or running an established organization is in SALES.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 6 EVERYONE IS SELLING
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 7 HOW PEOPLE BUY has changed!
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 8 HOW" DO YOU" BUY A CAR?
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 9 Do you blindly visit" the dealership to ask the" salesperson for advice? “Do you have any" compact SUVs?”
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 10 Or do you spend hours on" the web learning as much as" you can and ONLY visit the dealer" when you are ready to buy because you already know everything you need to get a good deal?
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 11 Compact SUV
    • “Anyone own" a compact SUV?" What model?" Do you like it?” @dmscottThe New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 12
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 13
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 14
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 15 We live in the era of" A BUYING PROCESS" CONTROLLED BY CONSUMERS," not a sales situation" stacked against us.
    • THE GOOD NEWS! @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 16
    • THE GOOD NEWS! @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 17 If YOU understand" the NEW REALITIES, you can" make your business" fantastically successful (!!)
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 18
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 19 Now, BUYERS are in charge" of relationships with companies they choose to do business with.
    • @dmscott We research someone online " before agreeing to a first date—" is he a creep? We fire up LinkedIn an hour before " an initial business meeting—does she" have anyone I know in her network? We watch an on-demand movie trailer " before deciding which film to see that " night at the theater. We check out restaurant reviews " and browse menus before booking " a reservation. The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 20
    • WE’RE IN A NEW WORLD! @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 21
    • WEA’RndE wINe nAee Nd ENEWW WRUOLERSL"D! @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 22 for SELLING.
    • WE’TRhEe iIdNea A o fN MEYWST EWRYO iRn"LD! the sales process IS OVER. @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 23
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 24 The Traditional" SALES MODEL is Broken
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 25 Many salespeople are" so BUSY SELLING that they" don’t have time to actually" BE HELPFUL.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 26 “I’m fed up," and I won’t tolerate this anymore!”
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 27 We’re fed up with unwanted phone calls" interrupting us at home and at work. We hate wading through hundreds" of unsolicited emails. We’ve had it with intrusive social media messages. We’re tired of poor service from companies that" don’t treat us with respect or that send us into" a phone mail maze that wastes minutes of our time" and never connects us with a living person.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 28 “There’s a ROBOCALL" on Line One." It Says It’s URGENT.”
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 29 An estimated 72% of Americans" have signed up for the" National Do Not Call Registry. So WHY do companies" think cold calling is still" a good idea?
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 30 Just because you have my email address," it doesn’t mean you should email me your sales message. Just because you have my phone number," it doesn’t mean you should call me with your sales pitch. Just because we’re connected on LinkedIn," it doesn’t mean you can add me to your distribution list. Just because I follow you on Twitter," it doesn’t mean you can try to sell me something" via Direct Message.
    • Intrusive, interruption-based sales techniques frequently do much @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 31 more HARM than good.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 32 UNFORTUNATELY," many organizations are still operating as if it were 1986," and they continue to focus massive investments on INTERRUPTING PEOPLE.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 33 Remarkably," nearly all companies are" still operating in a world as if" their salespeople are king" of the information kingdom.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 34 In the days BEFORE REAL-TIME online communications…" • It was very difficult for buyers to find independent information " about the products and services that interested them. • There was no easy way for unhappy customers to voice " disapproval of a company in public. • Both buyers and existing customers couldn’t communicate " instantly with the companies they did business with. • Customers had little say in the products and services they " wanted to buy.
    • …therefore the OLD RULES of sales & service applied:" • Sellers delivered only proprietary information such" as their company’s white papers and research reports. • The sales process was generic, and buyers needed to fit into a one-size-fits-all culture. • Buyers needed to ask the right questions. • The seller had more knowledge and therefore had the upper" hand in negotiations. • Sellers had little incentive to tell the truth about their offerings. • Cold-calling solicitations were among the most common " methods for salespeople to contact prospective clients. • The seller was in charge of the sales cycle, parsing out details to buyers on the seller’s timetable. @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 35
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 36 PEOPLE HATE" TO BE SOLD TO (but in the old days they had no choice)
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 37 NOW THEY DO.
    • THE BIGGEST COMMUNICATIONS REVOLUTION IN HUMAN" HISTORY MEANS YOUR MARKETPLACE" @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 38 HAS CHANGED.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 39 GET FOUND!
    • YOU CAN ACHIEVE" SIMILAR SUCCESS. @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 56
    • @dmscott 2 The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 57 CONTENT IS THE LINK BETWEEN COMPANIES & CUSTOMERS
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 58 • You are what you publish. • Companies must drive people into the purchasing process with great content. • Blogs, online video, e-books, infographics, and the like let organizations communicate directly with buyers in a form they appreciate. • Social networks like Twitter, Facebook, and LinkedIn allow people all over the world to share content and connect with the companies they" want to do business with. • Smart sellers now not only deliver proprietary information such as their company’s white papers and research reports, but also curate information from other sources on the World Wide Web.
    • THE SALES" CYCLE IS NOW" THE BUYING CYCLE @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 59
    • EDUCATE+INFORM @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 60 (instead of interrupt and sell)
    • PUSH PRODUCT. @dmscott DON’T" The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 66 TEACH people something." SHARE your expertise.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 67 Ocean Frontiers Dive Resort delivers excellent content
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 68 Ocean Frontiers engages with customers on social networks
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 69 Ocean Frontiers has a real-time reef cam!
    • @dmscott “You couldn’t ask for a more loyal and dedicated customer base than what we’re building. You humanize what your business does.” Steve Broadbelt" CEO, Ocean Frontiers The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 70
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 71
    • Viewing shared content" is a SALES SIGNAL @dmscottThe New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 85
    • A new job is a SALES SIGNAL @dmscottThe New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 86
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 87 If you are enjoying this presentation so far, please check out THE BOOK. The New Rules of Sales and Service How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business
    • @dmscott 4 The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 88 AGILE SELLING BRINGS NEW BUSINESS TO YOUR COMPANY
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 89 • Buyers actively use search engines and social networks to find companies to do business with. • The buyer is now in charge of the sales process, and wants to buy on his or her own personal timetable. • When a buyer is ready to buy, the company must respond with lightning speed. • Instead of causing one-way interruption, making sales is now about delivering content at the precise moment each buyer needs it. • Companies must treat people as individuals. • When buyers have valuable information at the" click of a mouse, it is sellers who need to ask the" right questions.
    • YOU CAN ACHIEVE" SIMILAR SUCCESS. @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 97
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 98 AGILE SALES Require" a Real-Time Mind-Set The real-time mind-set recognizes" the importance of SPEED. It is an attitude" to BUSINESS—and to LIFE—" that emphasizes moving quickly" when the TIME IS RIGHT.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 99 YOUR SALESPEOPLE" should assume that they are the" LAST place a buyer goes, not the first. They must assume that very little of" their knowledge is proprietary. They need to FACILITATE the sale," not control the information.
    • 5 REAL-TIME ENGAGEMENT @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 100 KEEPS CUSTOMERS HAPPY
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 101 • In our always-on world, buyers expect instant," 24/7 service. • Because of independent product reviews," there is now a huge incentive to fix problems" and make customers happy so they don’t" complain publicly. • Customers expect employees of the companies" they do business with to support them via" social networks.
    • @dmscott THE INTERNET The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 102 has fundamentally changed" the PACE of BUSINESS, compressing" time & rewarding SPEED.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 103
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 104 SPEED+AGILITY ARE DECISIVE COMPETITIVE ADVANTAGES.
    • Now everyone has the real-time information" once only found on the trading floor. @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 105 Image: Jeffries LLC
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 106 When NEWS BREAKS " about a subject that you know intimately," you have an amazing opportunity to SEIZE" the moment in REAL TIME and SHARE" your knowledge with THE WORLD.
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 107 Mitch Jackson operates in real-time" (and he’s a lawyer).
    • @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 108 Mitch comments on the news in real-time.
    • @dmscott “My goal is to continue enjoying an expanded sphere of influence through sharing my expertise on social media.” The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 109 Mitch Jackson Jackson & Wilson, Inc. " www.MyLawyerRocks.com
    • YOU CAN ACHIEVE" SIMILAR SUCCESS. @dmscott The New Rules of Selling: How Agile and Real-Time Sales Grow Your Business Now 149
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Recent Reviews

  1. Bora Erkmen
    Bora Erkmen
    5/5,
    Version: 23/08/2014
    Very helpful for both business and personal life. Thanks for your great effort.
  2. Kevin DeAllen
    Kevin DeAllen
    4/5,
    Version: 23/08/2014
    Great Stuff! Thank you for sharing... I love your work!
  3. Shawn Callahan
    Shawn Callahan
    5/5,
    Version: 23/08/2014
  4. Craig Cooke
    Craig Cooke
    4/5,
    Version: 23/08/2014
    Great article. I recommend two tools that have helped our sales process/funnel 1. www.replyup.com (a Gmail plugin for friendly follow-up emails) 2. Rapportive. An email verification tool.
  5. Pham Tan
    Pham Tan
    3/5,
    Version: 23/08/2014
    Agile Project Management: A Quick Start Beginner's Guide To Mastering Agile Project Management --- http://amzn.to/1TYuT5O
  6. Mitch Jackson
    Mitch Jackson
    4/5,
    Version: 23/08/2014
    This outstanding new Slideshare is one that every business owner should review. Also make sure to get the book! It will help you make more sales and increase revenues. BTW, it's one of my new favorites!
  7. kenny madden
    kenny madden
    4/5,
    Version: 23/08/2014
  8. kevinovitateddy
    kevinovitateddy
    3/5,
    Version: 23/08/2014
    I definitely appreciated this post David :-)
  9. Jeremy Woolf
    Jeremy Woolf
    3/5,
    Version: 23/08/2014
    Congratulations on the new book David, looking forward to reading it. Agree with Mitch, if this presentation is anything to go by then it's one for the ages...
  10. Sridhar Tonse Pai
    Sridhar Tonse Pai
    3/5,
    Version: 23/08/2014
    awe inspiring