Buyers have changed, but many good selling practices remain. Find out more in "10 Modern Truths for B2B Sales"

2. Truth # 1
Buyers Have Changed (think: Internet)
cc: Lee_Salford - https://www.flickr.com/photos/8709741@N08

3. How So?
according to Census Wide/ LinkedIn >
cc: Lee_Salford - https://www.flickr.com/photos/8709741@N08

4. 62% Buyers refer to LinkedIn
Profiles of Sellers
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5. 85% B2B Buyers look for
existing connections
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6. 69% of Millennial B2B Buyers are
more likely to speak with a sales pro
with a professional online presence
cc: VISITFLANDERS - https://www.flickr.com/photos/37470276@N04

7. Buyers Do Online Research
BEFORE speaking to Sales
Person (CEB)
cc: Mr.Tea - https://www.flickr.com/photos/12575062@N00

8. Truth #2
Cold Calling is Harder
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9. Buyers today less likely to respond:
TeleNet and Ovation says >
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10. # of Calls to Engage Buyer
• 2007 = 3.68 cold call attempts
• Now = Over 8 cold call
attempts
cc: Marko Pekić - https://unsplash.com/@floating_point?utm_source=haikudeck&utm_medium=referral&utm_campaign=api-credit

11. Today's Social Sellers use
LinkedIn for warmer
approaches and referrals
cc: Joseph Brauer - https://www.flickr.com/photos/14881604@N07

12. Truth # 3
Referrals Matter the Most to Buyers
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13. Because Trust is at an All Time
Low (Edelman)
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14. 84% of B2B
buyers use
referrals to
start buying
process (HBR)
cc: sam_churchill - https://www.flickr.com/photos/32703995@N06

15. 91% Buyers
will give
referrals. Only
11% Reps Ask.
(Dale
Carnegie)
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16. Most Sellers Need Education &
Coaching to Get Referrals
cc: Barry.Lenard - https://www.flickr.com/photos/48540847@N03

17. Truth # 4
Preparation Still Counts
cc: Johan G - https://www.flickr.com/photos/58187590@N02

18. 57% of buyers
feel that sales
teams are not
prepared for
1st meeting
(IDC)
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19. People &
Company
Research Is
Easily
Accomplished
using Social
cc: Tom Raftery - https://www.flickr.com/photos/67945918@N00

20. Truth # 5
"Follow - Up" remains
essential
cc: jjjj56cp - https://www.flickr.com/photos/25171569@N02

21. Staying
connected
during the
sales cycle...cc: Maria Soledad - https://unsplash.com/@mshiraldo?utm_source=haikudeck&utm_medium=referral&utm_campaign=api-credit

22. is vital to Social Sellers
(Forrester - 45%)
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23. Truth # 6
Teams Influence Decisions
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24. 6.8 people involved in each
B2B decision (CEB)
cc: Create-Learning Team Building & Leadership - https://www.flickr.com/photos/8646749@N07

25. Sellers who rely on one
relationship are risking the
deal
cc: avyfain - https://www.flickr.com/photos/28099795@N08

26. Truth # 7
Sellers Need to Stay
"Top of Mind"
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27. They are competing in a noisy world
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28. Employees Who Share Content>
• Expand their network - 87%
• Are better informed - 70%
• Have attracted new business -
50%
• (Source: Marketing Charts)
cc: Metro Transportation Library and Archive - https://www.flickr.com/photos/30993133@N04

29. Truth # 8
Listening is
Leverage
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30. Sellers are 18% behind
marketers regarding social
listening of buyers
cc: sadmafioso - https://www.flickr.com/photos/57842923@N00

31. Truth #9
B2B Sellers find new
prospects online
cc: -MRGT - https://www.flickr.com/photos/44284392@N04

32. 48% of Social
Sellers expand
reach to new
buyers
(Forrester)
cc: Jeremy Perkins - https://unsplash.com/@jeremyperkins?utm_source=haikudeck&utm_medium=referral&utm_campaign=api-credit

33. Truth #10
More Tools & Education = More Success
cc: Marcus Q - https://www.flickr.com/photos/41896843@N00

34. • 90% of top sellers use social
tech tools
• compared to 70% of overall
sellers
cc: tunnelarmr - https://www.flickr.com/photos/27311060@N00

35. Social Sellers: Higher Win
rates and productivity
(Forrester 41%)
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36. 96% of Sales Pros use LinkedIn at
least once a week...
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37. and spend 6 hours
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38. How are they spending their time?
cc: rennes_i - https://www.flickr.com/photos/49526657@N04

39. The 10 Truths:
Buyers - Calls - Referrals -
Preparation - FollowUp -
Teams - "Top of Mind" -
Listening - Prospecting - Tools
cc: Nick Kenrick.. - https://www.flickr.com/photos/33363480@N05

40. Thank you
Post Road Consulting
cc: robert.barney - https://www.flickr.com/photos/24566159@N00