sales
Old-school selling is on the brink of extinction.
Sales professionals must harness virtual and social tools to survive in today’s new sales world.
TOC
TABLE OF CONTENTS
INTRODUCTION: Hunting vs. Hunted, by Scott Tapp, PGi......................................................................................................................... 3
CHAPTER 1: The New Era of the Cold Call, by Jonathan Farrington, Top Sales World............................................................... 4
CHAPTER 2: Survival of the Fittest, by Ralf VonSosen, LinkedIn.......................................................................................................... 5
CHAPTER 3: The “Old Brain,” by Colleen Stanley, Sales Leadership, Inc. ......................................................................................... 6
CHAPTER 4: The Social Content Kingdom, by Tamara Schenk, Miller Heiman Research Institute....................................... 7
CHAPTER 5: Infographic: The Evolution of Sales....................................................................................................................................... 8
CHAPTER 6: Video Evolution, by Brendan Cournoyer, Brainshark..................................................................................................... 9
CONCLUSION: The Virtual Fire Pit, by Niti Shah, Hubspot....................................................................................................................10
CONTRIBUTORS & ABOUT PGI............................................................................................................................................................................11
REFERENCES...........................................................................................................................................................................................................12
2
INTRODUCTION
HUNTING VS. HUNTED
Adapting to the Demands of the
Sales professionals must harness virtual and social tools to survive in today’s new sales world.
TOC
TABLE OF CONTENTS
INTRODUCTION: Hunting vs. Hunted, by Scott Tapp, PGi......................................................................................................................... 3
CHAPTER 1: The New Era of the Cold Call, by Jonathan Farrington, Top Sales World............................................................... 4
CHAPTER 2: Survival of the Fittest, by Ralf VonSosen, LinkedIn.......................................................................................................... 5
CHAPTER 3: The “Old Brain,” by Colleen Stanley, Sales Leadership, Inc. ......................................................................................... 6
CHAPTER 4: The Social Content Kingdom, by Tamara Schenk, Miller Heiman Research Institute....................................... 7
CHAPTER 5: Infographic: The Evolution of Sales....................................................................................................................................... 8
CHAPTER 6: Video Evolution, by Brendan Cournoyer, Brainshark..................................................................................................... 9
CONCLUSION: The Virtual Fire Pit, by Niti Shah, Hubspot....................................................................................................................10
CONTRIBUTORS & ABOUT PGI............................................................................................................................................................................11
REFERENCES...........................................................................................................................................................................................................12
2
INTRODUCTION
HUNTING VS. HUNTED
Adapting to the Demands of the
References: 11. Stelzner, M. 2013 Social Media Marketing Industry Report (2013) Retrieved at http:// www.socialmediaexaminer.com/social-media-marketing-industry-report-2013/ 1. Forrester Research via Miller, J. The Path to a Killer Marketing Strategy as quoted on InsideSales.com (2013) Retrieved at http://www.insidesales.com/insider/salesmetrics/16-sales-statistics/ 2. Elkington, D. Inside Sales Market Update as quoted on InsideSales.com (2013) Retrieved at http://www.insidesales.com/insider/sales-metrics/16-sales-statistics/ 3. Miller, M. Inbound Leads Cost 61% Less Than Outbound [New Data] (2012) Retrieved at http://blog.hubspot.com/blog/tabid/6307/bid/31555/Inbound-Leads-Cost-61-LessThan-Outbound-New-Data.aspx 6. Kabin, B. Social Media May Soon Drive More Traffic to Your Website Than Search Engines (2013) Retrieved at http://www.entrepreneur.com/article/227178 15. LinkedIn. The Social Bridge to the IT Committee (2013). Retrieved at http://business. 4. Gaines, J. Are You an “Innie” or an “Outie”? (2012) Retrieved at http://www. 13.PGi. Screen Fiends: Infographic Reveals Shocking Truth on Technology Usage and Screen Time (2013) 7. IBM Buyers Preference Study (2011) via IBM’s Social Selling: The Computer Giant Finds B2B Leads in Social Media Retrieved at http://www.chiefmarketer.com/b2b/ibms-socialselling-the-computer-giant-finds-b2b-leads-in-social-media-25012012#_ 16. Pulizzi, J. 2013 B2B Content Marketing Benchmarks, Budgets and Trends (2012) Retrieved at http://contentmarketinginstitute.com/2012/10/2013-b2b-content-marketingresearch/ 18. Experian Marketing Services. The 2012 Digital Marketer: Benchmark and Trend Report (2012) Retrieved at (registration required) http://go.experian.com/forms/experiandigital-marketer-2012?WT.srch=PR_EMS_DigitalMarketer2012_040412_ 19. WeCapture. Web Video Statistics 2012 Infographic (2012) Retrieved at http:// wecapture.co.uk/web-video-statistics-2012-infographic/ 9. Connect & Sell (2012) Retrieved at http://connectandsell.com/the-technology/ CHAPTER 4 10. Wizdo, L. Proving Theodore Levitt Wrong About Sales (2012) Retrieved at http://blogs.