It’s no secret the B2B buyer has changed more in the past 10 years than 100. The modern consumer is digitally driven, socially connected and mobile empowered. Old tactics are increasingly less effective, leaving many cold callers in the dust. Today, 74% of buyers conduct more than half of their research online before making a purchase.
With the growing importance and prevalence of social networks in our daily lives, all of us at some point have wondered if the size of our social networks matters.
The answer: it depends on a few factors. Let’s explore them here.
I’ve said it before and I’ll say it again: you need to constantly consume content to stay at the top of your game. Consuming content helps you get the latest industry information, learn from your peers, and add more tools and concepts to your tool belt.
As a sales pro, how do I know the most effective content to share? According to Fractyl, it has to be visual, credible and appeal to buyer’s emotion. These are three of six elements the company highlighted as key aspects of successful content.
In this session you will walk away with a clear understanding of the key emerging competencies for the modern seller in today’s digital buying world. How has the buyer changed? And what key skills are needed to provide value to the modern buyer? Jim Ninivaggi, Chief Strategy Officer of Strategy to Revenue, provides a step-by-step guide on how to map these competencies for your own sales team.
As sales pros, you might think you have nothing to learn from journalists. But if you look closer, you’ll find the same skills journalists use to uncover scandals such as Watergate and most recently the Panama Papers can help you become a top-notch social seller.