The document discusses how the modern buyer now completes 60-90% of the buying process through self-research before engaging with sales. It emphasizes that top sales performers have figured out how to connect with and engage buyers on social media by building relationships, sharing relevant content, and establishing expertise in order to influence purchase decisions. It provides tips for salespeople to develop their personal brand online, including sharing valuable content, researching contacts beforehand to find connections, and using social media to network and engage with modern buyers.

1. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Maximizer CRM
Julio Visko
Is Your Sales Team Prepared to
Engage With The Modern Buyer?

2. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
VP Marketing, rFactr
Forbes Top 30 Influencer
Linkedin.com/in/SocialSelling
@JulioVisko
rFactr.com
Julio Viskovich

3. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
In 8 short years, the audience watching the announcement of the Pope changed significantly. Has your
sales team evolved to meet their growing needs? Today’s connected customer researches products,
evaluates competition and makes buying decisions without talking to your salespeople.
The Connected Customer

4. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Current Situation: Connecting is a Challenge
• Email and phone channels
are noisy
• Buyer is self-researching
and self-educating
• Need a new way to get
sales into the conversation

5. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
“60-90% of today’s buying cycle is completed prior to sales
engagement”
AberdeenGroup
Buyers are now listing expertise, credibility and value as
the most important elements of selecting a vendor or
salesperson to deal with…

6. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Top Performers Figured Out How to Connect and
Engage the Modern Buyer
The best salespeople use social sites to gain access to decision makers, build meaningful relationships
faster and influence the buying decision by sharing sales content via these networks

7. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Paths To Digital Success
Personal Brand
Network
Engage
Sell

8. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
The New Way of Networking is Online
Trust =
Credibility + Consistency + Value

9. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Value: Share Content Buyers Want

10. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Set a custom URL
Basic Tips

11. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
 Learn things about them
 Gather information online
 Use this on calls, in messages
 Look for a connection, something in
common or noteworthy
 See what they are talking about
Researching People:
Pre-meeting prep

12. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
Happy to continue the discussion…
Linkedin.com/in/socialselling
Questions???