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0:00
Hello, my name is Kenneth
Le Meunier-FitzHugh.
In this talk, I'm
going to be looking at
how technology is
changing sales practice.
0:12
In the previous talk,
I touched upon acquiring
new customers and
keeping customers,
as well as the development
in sales technology.
During this session,
I'm going to
dive deeper into each
of those topics.
But the theme of
sales technology
will be running through
all the sessions.
So this is only an introduction
to some parts of the
sales technology,
which are making an
impact in the sales area.
0:44
This session will explore
some of the key challenges
that the discipline is
facing that are forcing
sales operations to adapt.
Such as customer acquisition,
adaptive selling,
changing customer demand,
and the advances in
sales technology
and the virtual
selling environment.
We will review the concept
of how to engage
and keep customers
by building customer
knowledge through interaction
on social media and
virtual communications.
And how salespeople can manage
this hybrid interaction with
their customers and consumers.
1:20
Identifying potential
customers and generating
new customer leads is critical
to generating new sales.
Salespeople can sometimes
be targeted on this
or other times, it's just the
accepted part of the role.
Salespeople can look for
potential customers,
either B2B or B2C through
a range of media.
Such as interacting
on social media,
website interactions,
placing reimbursements,
suitable placing,
or cold calling, through emails,
blog posts, letters,
or in person.
Of course, a variety of
social media sites can
be used to interact with
prospective customers.
But research has identified
that LinkedIn is
the most successful social media
prospecting technology
tool in searching for
new B2B prospectus and
collecting intelligence
on them before making contact.
