Digital Sales Enablement: A New Approach to Sales & Marketing · • 14 years in Search, Display,...
Transcript of Digital Sales Enablement: A New Approach to Sales & Marketing · • 14 years in Search, Display,...
Digital Sales Enablement: A New Approach
to Sales & Marketing
PRESENTED BY
Cathal Melinn
Cathal Melinn
• 14 years in Search, Display, Analytics and Digital Strategy
• Worked at Yahoo! Search in 2005 as a Senior Search Strategist for the UK Financial Services vertical
• Head of Search and Online Media in Agency for 5 years from 2010
• Worked at the Digital Marketing Institute as a Digital Marketing Manager for 2.5 years
• Aer Lingus as PPC,SEO & Affiliate Manager
• Previous clients include Apple, Vodafone, Expedia, Red Bull, Virgin, Universal Music Group, Amazon,
Compare the Market and HSBC
Course Director – Digital Marketing Institute
Why Converging Digital Marketing & Selling is Important
Why Converging Digital Marketing & Selling is Important
Digital Marketing & Selling Process
The Audience is in Control
The Modern Buyer
Sales Enablement
Sales Enablement Increases Efficiency
Sales Enablement Tools
Digital Marketing & Selling: Research
Sales Enablement: Insight Tools
Sales Enablement: Predictive Analytics
Sales Enablement : Data Collection
Sales Enablement : Sourcing Leads with the Right Information
Sales Enablement : LinkedIn SSI
Sales Enablement : Email
Sales Enablement : Driving Awareness
Sales Enablement : Staying Top Of Mind
CRM: Understanding & Organise Your Leads
CRM: Evolution
CRM: Social Process
Digital Marketing & Selling: Lead Process
Digital Marketing & Selling: Territory Analysis
Social Influence in the Buying Process
Digital Marketing & Selling: Social Content
Digital Marketing & Selling: Account Management
A New Sales Model
Digital vs. Traditional Selling
Steps: Digital Research
Steps: Sales Enablement
Steps: CRM
Steps: Social Content
Steps: Audience Messaging
Steps: Audience Engagement
Steps: Account Management
Considerations: Decision Making Behaviour
Considerations: Traditional vs. Digital Tactics
Considerations: Evaluating Leads/Prospects
Metrics: Conversion Rate in Funnel
Reporting on Success to drive Performance
How to Approach Digital Marketing & Selling
Digital Marketing & Selling Benefits
Gaining a Competitive Advantage
Benefits of Converging Digital Marketing & Digital Selling
Thank You
Cathal Melinn www.linkedin.com/in/cathalmelinn/