Predictive analytics ...

Inbound marketing attracts leads with valuable content:

Increases the QUANTITY and QUALITY of sales leads.

Improves conversion rates.

Enhance sales using customer dataanalyze past to predict future

Facebook® generates new business for:

Consider social selling

67%

B2C41%

B2B

42% of companies use

Twitter® to attract new business.

47% of US consumers have

made a purchase based on Pinterest® recommendations.

Balance your opportunities

More than half check their devices every hour!

Mobile

56% of Americans

own smartphones.

34%own tablets.

Face-to-face

Reduce company travel costs for

sales specialists by

50%

Virtual specialists

In-person meetings equate to

2.5 x higher sales conversion rates.

Think like a consumer

Sources

1. Myatt, Mike. "To Increase Revenue Stop Selling." Forbes. Forbes Magazine, 01 May 2012. Web. 28 Oct. 2013. <http://www.forbes.com/sites/mikemyatt/2012/05/01/to-increase-revenue-stop-selling/2/>. Foley, Len. "The 10 Laws of Sales Success." Entrepreneur. N.p., n.d. Web. 30 Oct. 2013. <http://www.entrepreneur.com/article/65984>.2. "How Marketing Functions Have Changed Over the Years." Marketing Strategies and Ideas. N.p., n.d. Web. 28 Oct. 2013. <http://chooseneindiana.blogspot.com/2012/10/how-marketing-functions-have-changed.html>.3. Kagan, Marta. "12 Mind-Blowing Statistics Every Marketer Should Know." HubSpot, 11 Apr. 2011. Web. 28 Oct. 2013. <http://blog.hubspot.com/blog/tabid/6307/bid/11414/12-Mind-Blowing-Statistics-Every-Marketer-Should-Know.aspx>.4. Abrams, Rhonda. "Strategies: Marketing Tools Can Boost Business." USA Today. N.p., 19 Sept. 2013. Web. 28 Oct. 2013.5. Davie, Christopher, Tom Stephenson, and Maria Valdivieso De Uster. "Three Trends in Business-to-business Sales." McKinsey&Company, May 2010. Web. 22 Oct. 2013. <http://www.mckinsey.com/insights/marketing_sales/three_trends_in_business-to-business_sales>.6. Kent, Andrew. "Does Face-to-Face Contact Still Matter?" Web log post. CEB Blogs. N.p., 8 Mar. 2011. Web. 04 Nov. 2013. <http://www.executiveboard.com/blogs/does-face-to-face-contact-still-matter/>.7. Kagan, Marta. "12 Mind-Blowing Statistics Every Marketer Should Know." HubSpot, 11 Apr. 2011. Web. 28 Oct. 2013. <http://blog.hubspot.com/blog/tabid/6307/bid/11414/12-Mind-Blowing-Statistics-Every-Marketer-Should-Know.aspx>.8. "5 Pinterest Stats To Consider." RSS. N.p., n.d. Web. 07 Nov. 2013. <http://socialmediatoday.com/gillpolard/1839431/5-pinterest-stats-consider>.9. "Inbound Marketing." The Center For Sales Strategy. N.p., n.d. Web. 04 Nov. 2013. <http://www.thecenterforsalesstrategy.com/services/tactics/inbound-marketing>.10."How Inbound Marketing Can Increase Your Return on Investment." IMPACT Branding Design. N.p., 1 Oct. 2013. Web. 04 Nov. 2013. <http://www.impactbnd.com/inbound-marketing-can-increase-return-investment/>.11."The Most Effective Sales Strategy Is a Great Message." Corporate Visions Inc RSS. N.p., n.d. Web. 30 Oct. 2013. <http://corporatevisions.com/resources/article-archive/the-most-effective-sales-strategy-is-a-great-message/>12.Dishman, Lydia. "The Case For Losing Your Sales People And Killing Cold Calls Forever." Fast Company. N.p., 18 June 2013. Web. 23 Oct. 2013. <http://www.fastcompany.com/3013073/dialed/the-case-for-losing-your-sales-people-and-killing-cold-calls-forever>.13.Dishman, Lydia. "Phil Fernandez And Marketo's Mission: Eliminate Cold Calling Forever." Fast Company. N.p., 17 May 2012. Web. 24 Oct. 2013. <http://www.fastcompany.com/1837621/whos-next/phil-fernandez-and-marketos-mission-eliminate-cold-calling-forever>.

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Changing consumer behavior, communication channels and technology are good reasons for revamping your sales strategy.

Why not get started today?

To Cold Call ...Leverage technology to learn as much as you can before making a call.

Ditch the prepared sales script.

Have a simple conversation about your prospects business needs and your product or service can help solve a problem.

... Or Not to Cold CallOnly 10% of executives found that sales calls provide enough value to warrant the time spent on them.

Only 7% of executives say they would schedule a follow-up to a cold call.

Some even say cold calls could end up hurting your business.

Identify consumer preference

technical expertise

flexibilityfast and easy transactions

product customization

knowledgeable sales staff

42% of companies that use

inbound marketing increase their lead-to-sale conversion.

Inbound marketing costs

60% less than traditional,

outbound techniques.

videos

eBooks

e-newsletters

white papers

blogs

podcasts

Make your sales team experts

Use inbound marketing

Reevaluate cold calling

Telemarketing: 200 million are registered on the FTC’s DO NOT CALL list.

Email marketing: 91% email users unsubscribe from email lists they previously opted in to.

8 Tips forOn-Target Sales

DO NOT CALL

Unsubscribeof emailusers91%

Direct mail: 78% use catalogs to browse and discover products.

Purchaseof shoppers78%

Today’s consumer ...

Is well-informed

Buys—they are not sold

conduct online research on a product before purchasing.

have a negative view of salespeople.

78% 85%

Online

66% of marketers say blogs increase Web traffic.

Blogs

Customers expect:

social media

#1

#2

#4

#5#6

#7

#8

#3