in the · 2018-10-01 · of data created this last 2 years google 3,7 million search queries 18...
TRANSCRIPT
IN THEBUSINESSNOTHING IS LEFT
TO CHANCE
HOW TO SURVIVE TO THE DIGITAL REVOLUTION
90%
People involved in a deal
Of the buying process realized
before the 1st appointment
Prospection calls do not
relay
+5
57%
SELLINGHAS NEVERBEENSO HARD…
50%
Of cold Calls result in
meetings
Prospection of one
appointement
Sales time is vaste
2%
7h
SELLINGHAS NEVERBEENSO HARD…
Of data
created this
Last 2 years
3,7 Million
Search Queries
18 Million
Text Messages
174,000 Scrolling Instagram
481,000Tweets Sent
187 Million
Email Sent
1,1 K
Packages Shipped
by Amazon
120 New
account Created
SNAPCHAT
2,4 Million
Snaps Created
Each person
became
a media
90%
decision-makers
on social networks
75 %
YOUTUBE
4,3 Millions
Videos Viewed
375,000 Apps
Download
973,000 Login
3,8 Billions
Internet Users
In 2018
WE TOUGHTWE KNEWOURCUSTOMERS?
AUDIENCE
AMPLIFICATION
WHYENGAGEINSOCIAL SELLING ?
PRIVACY
PRO / PERSO NETWORKS
INSIGHTS
Social Selling = Lethal weapon
More fishing than Hunting
Social Selling
Referral selling
Trigger sellingInsight selling
« Social selling is not limited to creating a profile on social
networks …
Social Selling is taking advantage of internet and social networks to find good prospects, engage smartly with them and establish
solid business relationships and reach yours objectives»
YOU + ME = US
Create your Social Selling’s routine
Engage new target
Reengage your prospects
Check the level of attraction generated by
your contents.
1 2 4
Share content
3
« top down » strategy
➢ Management is the key to success
Sytems and trainings
➢ In 3 years, Social Selling will become standard practice
Don’t separate Social Selling from classicprospecting methods
➢ Don’t transform your sellers to marketers➢ Link sales and marketing➢ Avoid the risk of 100% inbound
Key Pillars of a Social Selling strategy
Mass Mkg focus : Mass mailing, cold calls
Big data au service des commerciaux www.bypath.com
Cognitive focus : Big Data, Social selling
Specific focus : customer knowledge, CRM
Predictive focus : AI, multidimensional
DIS-INTERMEDIATION or CO-CONSTRUCTION
1990
2000
2010
2020
Change of usage
12+MILLION OF COMPANY
200MILLION
OF CONTACTS
+
200 kMEDIA
SOURCES
+ +20MILLION OF PRO EMAILS
FROMBIG DATATOSMART DATA
DATA
Massive collection of business data from the web of premium database, CRM ...
INSIGHT
Analysis, data crossing, deduction, business rules...
ACTION
Alert, scenarios, Sales Automation, customerengagement withintelligence!
1
2
3
LA PROMESA
The promise
LA PROMESA
The promise
Identify the target
Choose the right moment
Utilize Knowledge of their market network
Gain control and understanding of relationships between decision makers
Modify and adapt their sales strategies and offer
EL CALOR ANADIDO
People buy People
CO-INOVACION
CO-INNOVATION
Dis-Intermédiation
Good message to the right person at the right time
CO-Create
One interface, no re-entry of information
Social SellingTRANSFORMATION
Put Big data at the service of yoursalespeople
THE THREEMAINCHALLENGES
CREATIONOF ByPath
JOINED
Kompass
INTERNATIONAL
DEPLOYMENT
+15 countriesFR / UK / DE / ES /
IT / BE / AUS …
+1.000 CUSTOMERS
BYPATH INSOME FIGURES
2013
2016
20172018
09:00
10:30
14:00
18:30
MORNING
Receive your business alerts
and be on standby in your
market
PROSPECTION
Engage the right people
with the right speech at
the right time
MEETINGS
Have insights on your
interlocutor to understand
their issues
END OF DAY
Feed with one click
your CRM, build
your account plans
BYPATHOPTIMIZEEACH STEPOF YOURSALE CYCLE
LET’S GO
FOR A
RIDE