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HUIPPUMYYJÄN
SUPERVOIMAT
@anttipietila
Antti Pietilä
Loyalistic Oy
Ostokäyttäytyminen on muuttunut. Miksi myynti ei
ole?
OSTOKÄYTTÄYTYMINEN ON
MUUTTUNUT.
NIINPÄ MYYNNINKIN ON
MUUTUTTAVA.
Myyntijohtajan
märkä uni
on edelleen
soittotehdas
Outbound
[SALES DRIVEN]
Inbound
[CUSTOMER DRIVEN]
Lead Target group Need & Interest
Initiative Cold Call: disrupt & distur...
“Jos neuvotteluhuoneen
ovella olisi jono
asiakkaita, joilla olisi
meille sopiva tarve,
saisimme todella paljon
kauppaa.”
E...
New
customers
Repeat
customers
Social
Search
PR
Events
Visitors
Leads
Sales-ready
leads Trial/Initial
purchase
Full
potent...
Build your professional network
✓ Find and engage with leads &
influencers
✓ Provide value (sharing)
✓ Be active (interact...
Social Networking is ... lot like Networking
Know when they shouldn’t be
reached
Reach when they cannot be reached
Best for leveraging your business
network
Will it replace CRM?
Twitter
For expanding network
Especially influencers,
journalists, partners, new
markets...
Facebook
Friends and acquaintances
Best for building closer, more
personal relationships.
Great for communications
Content Curation: Tools & Workflow
Feedly
BLOGS & NEWS
15 min per
day
news readers apps
“read it later” app
note keeping a...
Blog is your Content
Hub Blog is a media YOU own.
Nothing else is!
Publish all content also in
your blog: Embed your
YouTu...
Capture leads with Ebooks
Lead Path
Blog post Landing Page Thank you -page
Thank you -email
Your Premium
Content
Call-To-Action button
1st nurture e...
Huippumyyjän supervoimat @ohry 13.1.2016 by Antti Pietilä
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Huippumyyjän supervoimat @ohry 13.1.2016 by Antti Pietilä

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Esitykseni Ohjelmistoyrittäjien myynnin iltapäivässä 13.1.2015 aiheena "Miten huippumyyjät käyttävät sisältöjä ja SoMea hyväkseen myyntityössä?"

Published in: Business
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Huippumyyjän supervoimat @ohry 13.1.2016 by Antti Pietilä

  1. 1. HUIPPUMYYJÄN SUPERVOIMAT @anttipietila Antti Pietilä Loyalistic Oy
  2. 2. Ostokäyttäytyminen on muuttunut. Miksi myynti ei ole? OSTOKÄYTTÄYTYMINEN ON MUUTTUNUT. NIINPÄ MYYNNINKIN ON MUUTUTTAVA.
  3. 3. Myyntijohtajan märkä uni on edelleen soittotehdas
  4. 4. Outbound [SALES DRIVEN] Inbound [CUSTOMER DRIVEN] Lead Target group Need & Interest Initiative Cold Call: disrupt & disturb Need driven Information delivery Meetings, email, phone (sales controls) Blogs, ebooks (customer controls) Availability Available, but offline Unavailable, but online Channels Phone, Email LinkedIn, Facebook, Twitter, WhatsApp, Blogs, YouTube... Content Brochures, slides Valuable Educational Content Service At a desk, during business hours Anywhere, anytime Influencers Competitors Friends, Influencers Process Sales (we own) Purchase (customer owns)
  5. 5. “Jos neuvotteluhuoneen ovella olisi jono asiakkaita, joilla olisi meille sopiva tarve, saisimme todella paljon kauppaa.” Erkki Tuomi / Pro Growth
  6. 6. New customers Repeat customers Social Search PR Events Visitors Leads Sales-ready leads Trial/Initial purchase Full potential Customer SuccessAcquisition Conversion Inside Sales (SME) Content Factory Corporate & Enterprise Sales Nurture NurtureNurture Nurture Nurture Nurture Virality Loop INBOUND SALES MODEL Blog Landing pages Web SiteDownloadable Content © 2014 Loyalistic Oy, Antti Pietilä Recommends Gamification & Rewards MaximumCustomer Value Onboarding Renewal Repurchase Up & Cross- selling Advocate Growth Hacking
  7. 7. Build your professional network ✓ Find and engage with leads & influencers ✓ Provide value (sharing) ✓ Be active (interact) ✓ Build professional yet personal brand (curation) ✓ Understand customers (listening, intelligence) Demonstrate expertise ✓ Build audience ✓ Provide value before asking ✓ Capture leads ✓ Be found ✓ Nurture to the next level Content Social
  8. 8. Social Networking is ... lot like Networking Know when they shouldn’t be reached Reach when they cannot be reached
  9. 9. Best for leveraging your business network Will it replace CRM?
  10. 10. Twitter For expanding network Especially influencers, journalists, partners, new markets...
  11. 11. Facebook Friends and acquaintances Best for building closer, more personal relationships. Great for communications
  12. 12. Content Curation: Tools & Workflow Feedly BLOGS & NEWS 15 min per day news readers apps “read it later” app note keeping app
  13. 13. Blog is your Content Hub Blog is a media YOU own. Nothing else is! Publish all content also in your blog: Embed your YouTube videos, Slideshares… Blog is your Search Engine Optimization (SEO) Strategy Blog is your newsletter content creation process
  14. 14. Capture leads with Ebooks
  15. 15. Lead Path Blog post Landing Page Thank you -page Thank you -email Your Premium Content Call-To-Action button 1st nurture email 2nd nurture email 3rd nurture email day 1 day 3 day 5

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