how to align sales and marketing to connect with today's modern buyer

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

HOW TO ALIGN SALES AND MARKETING

TO CONNECT WITH THE MODERN BUYERDarrell Amy

Chief Innovation Officerdamy@dealermarketing.net

214.224.0050 x.101

Larry Levine

Social Sales Coachllevine@dealermarketing.net

214.224.0050 x.302

Jon Mitchell

Social Media Directorjmitchell@dealermarketing.net

214.224.0050 x.207

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

WHO IS BUYER 2.0?

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

1995: ANALOG TO DIGITAL

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

BUYER 2.0

Researches Online

1. Empowered with information

2. Afraid of making bad

decisions

3. Pressed for time

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

Buyers are 57% of the way

through the buying process

before engaging with a

vendor or sales rep.Consumer Economics Board

Survey of 1,400 business decision makers

Harvard Business Review, July 2012

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

57%Sales Rep Engaged

THE NEW BUYING PROCESS

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

94% of buying decisions

begin online

Digital content IS becoming a deal breaker for consumers (especially younger buyers) who are

looking for information online. Companies that aren’t there with answers to prospects’ questions

will fall off the radar, while brands that anticipate questions and provide useful resources will win

brand awareness and, eventually, conversions.

Acquity Group, 2014 B2B Procurement Study

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

84% of C-level/VP

executives surveyed

use social media to

make purchasing

decisions.

IDC

Social Buying Meets Social Selling

April 2014

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

FIRST IN WINSHow do you get in first?

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

SALES

SALES

LINKEDIN

COACHING

MARKETING

MARKETING

57%

IN PERSON

DIGITAL PROSPECTING

DIGITAL MARKETING

ONLINE

BLOG

WRITING

SOCIAL

MEDIA

SEARCH

ENGINES

WEBSITE

DESIGN

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

ALIGN AROUND BUYER2.0’S QUESTIONS

Do you understand

my business?

Who else have you helped?

Can I trust you?

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

WHAT DOES BUYER 2.0 WANT?

• A proven path to success.

• Ideas that others have tried.

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

FOUR THINGS MARKETING CAN DO

TO HELP SALES

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

1. ORIGINAL CONTENT

• Blog articles

• Social posts

• Website content

• Special reports

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

2. WRITE CASE STUDIES

• Make complex concepts seem

simple.

• Boosts credibility

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

3. GO TO SCHOOL

• Find out what is important to your

prospects

– Interview them

– Read their magazines

– Take business classes online

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

4. FIELD RIDES WITH REPS

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

WHAT MARKETING SHOULD NOT DO

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

LINKEDIN SALES TRAINING

• This needs to be

done by someone

with in-the-field sales

experience.

.net

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

FOUR THINGS SALES CAN DO TO

HELP MARKETING

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

HOW SALES CAN HELP MARKETING

Help Identify Content Topics

Amplify Dealership

Social Media Posts

Learn How to Use LinkedIn

Handle Online Leads Correctly

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

ACTION ITEMS

MARKETING

• Go on a field ride

• Start creating original

content that answers

prospects’ questions

• Write case studies

SALES

• Help marketing by come

up with good topics

• Share company social

media posts on your

LinkedIn and Twitter

• Learn how to use

LinkedIn

www.dealermarketing.net

214.224.0050

dealer-marketing-systems

@DlrMktgSys

Darrell Amy

Chief Innovation Officerdamy@dealermarketing.net

214.224.0050 x.101

Larry Levine

Social Sales Coachllevine@dealermarketing.net

214.224.0050 x.302

Jon Mitchell

Social Media Directorjmitchell@dealermarketing.net

214.224.0050 x.207

www.dealermarketing.net/linkedin-guide www.socialsalesacademy.net