AA-ISP Virtual Sales Engagement
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1. The document discusses keys to effective virtual sales engagement in today's environment of overwhelming marketing messages. It outlines 5 keys: content, context, story, personalization, and ease of use. 2. A new approach called "Digital Postcards" is introduced, which allows bundling of video, documents, customer stories and other content types together in a branded and easy-to-consume package for clients. 3. Digital Postcards are proposed as a way to better connect with clients virtually by providing authentic sales engagement through personalized multimedia messages incorporating content, context, story and a clear call to action.
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AA-ISP Virtual Sales Engagement
- 1. 1 Rise Above The Noise Keys to Virtual Sales Engagement
- 2. 2 What if ….
- 3. 3 Today – Virtual Sales Engagement 1. Introduction, Story, Context 2. 5 Keys to Virtual Sales Engagement 3. Share A New Approach – Digital Postcards ü Goal - Better Virtual Engagement Today
- 5. Story
- 7. Context 100 -‐ 500 Marke+ng Messages per Day Source: Online Marke0ng Insights Overwhelmed
- 8. 8 8 ©Copyright 2013 SAVO Group Ltd. All Rights Reserved. CONFIDENTIAL Struggle to be heard
- 9. 11% of Execu+ves Get Value 7% Grant 2nd Mee+ng 35% Quota At-‐Risk Low Quality Meetings
- 10. 1st to Provide Value - Wins
- 11. Email is Less Impactful Average employee - 147 emails/day, deletes 48% immediately
- 12. Still High ROI *Direct Marketing Association SEO $22.24 Display Ads $19.72 $2 Banner Ads Email > $43 $10.51 Mobile $17 Keyword Ads
- 13. 13 13 ©Copyright 2013 SAVO Group Ltd. All Rights Reserved. CONFIDENTIAL More & Louder Engagement
- 14. How to do better?
- 15. Context Content Story Call to Action Current / Old World … Sales Person (unread) (isolated) (lost) (?)
- 17. Video & MulHmedia Documents & links Customer Stories Yours - Good Others – Often Better 1. Content
- 18. Content Idea OPCThought Leadership Be the messenger Wrap in your - Context, CTA
- 19. 2. Context ü Unlimited Content - Limited Understanding (context) ü Awareness ü Urgency - how it matters to me – now. ü Trust -
- 20. Context Idea Focus on them … I am … and we do ² You know how … ² do you find … ² … I though you would like… OPC
- 21. 3. StoryLess > More 114 276 Choices
- 22. Sequence Story IdeaLess + Sequence
- 23. 23 23 4. PersonalVoice, Face, ! The Story You Tell!
- 24. 24 Personal Video Good – Easy Bad – Easier
- 26. 5. EasyFor Them … consume, share, “get”
- 27. EasyFor You … create, send, measure
- 29. New Approach
- 30. Context Content Story Call to Action Current / Old World … Sales Person (unread) (isolated) (lost) (?)
- 31. Context (unread) Content (isolated) Story (lost) Call to Action (?) A New Approach
- 32. Branded for you Core Content Personal ConnecHon, Story, Context Call to AcHon Digital Postcards
- 34. Video & MulHmedia Documents & links Rich Text HTML Customer Stories Forms, Survey’s Any & All Content
- 35. Brochure s Testimonials Slides Demo’s Content. Context. Story. Personal. Simple
- 36. Personal Video options: - Traditional video (webcam / other) - Digital storytelling (Voice + photos & graphics. Phone in) Personal Multimedia Message(video)
- 37. Why: To Sell is Human - Voice, face, age, ethnicity, gender, passion Why: Professional @ Scale Why: Measure How: by enabling authentic connection What: SaaS Solutions. Digital Postcards Start with Why
- 38. Contact Tim Keelan Director Sales Engagement SAVO tim.keelan@savogroup.com