NAVIGATING REMOTE SELLING WHILE MARKETS ARE ON PAUSE SPEAKERS - - PowerPoint PPT Presentation

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navigating remote selling while markets are on pause
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NAVIGATING REMOTE SELLING WHILE MARKETS ARE ON PAUSE SPEAKERS - - PowerPoint PPT Presentation

Oct 06, 2023 293 likes •672 views

NAVIGATING REMOTE SELLING WHILE MARKETS ARE ON PAUSE SPEAKERS Dorothy Belshaw Eric Dean Teddy Pekalski Executive Vice President, Chief President, IMC_di Director of Sales, IMC_di Marketing & Digital Officer, IMC AGENDA 01 Summer

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NAVIGATING REMOTE SELLING WHILE MARKETS ARE ON PAUSE

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SPEAKERS

Eric Dean

President, IMC_di

Teddy Pekalski

Director of Sales, IMC_di

Dorothy Belshaw

Executive Vice President, Chief Marketing & Digital Officer, IMC

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01 Prepare for Recovery Foster Buyer Relationships Increase Productivity + Collaboration Between Buyers and Sellers 02 03 04 05 Q&A Summer Markets

AGENDA

06 IMC_di Overview

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SUMMER MARKETS

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Formed in January 2020: Anchored by Two Acquisitions: G&H Industry Veterans RepZio & ShopZio | Decade of Success

  • 660 customers
  • 10,000 reps using sales software
  • 2.3 million sku# in system
  • 35,000 total buyers on Shopzio
  • Supports vendor and rep community

Pharos | from Whereoware

  • 80 customers
  • Over $2 billion in processed orders
  • 1500 reps on sales tool
  • Full digital sales and marketing software suite for reps

and vendors

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IMC_di Philosophy and Summer Solution

Be Inclusive and Lift the Entire Industry Markets - Market Enhancing Tools Reps – Rep & Marketing Software Online – Websites & Transactional Digital Marketplace IMC Represents the Heart of the Industry. Digital Summer Solution to Support and Enhance Physical Markets:

  • Dedicated IMC marketing effort engages buyer audience
  • ATL and LV Market websites for discovery
  • ShopZio Digital Marketplace - No Fee offer

We All Win when Industry Recovers and Grows

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PREPARE FOR RECOVERY INCREASE PRODUCTIVITY + COLLABORATION BETWEEN BUYERS AND SELLERS FOSTER RETAILER RELATIONSHIPS

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10

FOSTER BUYER RELATIONSHIPS

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SHOW BUYERS YOUR SUPPORT

  • Send links to Financial Aid resources
  • Host helpful webinars
  • Provide updates to order and supply chain

impact

  • Write social or website copy to help them sell
  • Send high quality product imagery and product

descriptions to save them time

  • Communicate market plans and complimentary

buying options

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RECOMMENDED CONTENT

Buyer

  • How to videos
  • Educational webinars
  • Virtual Q&A
  • Social media posts
  • Product copy and

images

Sales Rep

  • How to videos
  • COVID-19 messaging
  • Video conferencing

instructions

  • Alternative selling

methods

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ENGAGE BUYERS ACROSS CHANNELS

  • Package content and share across all your

marketing channels

  • Review email strategy and consider

pausing automated email campaigns

  • Shift marketing focus to promoting buyer

resources

  • Boost your social presence and be

responsive to customer comments and questions

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INCREASE PRODUCTIVITY + COLLABORATION BETWEEN BUYERS AND SELLERS

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EVALUATE YOUR TECHNOLOGY

What Technology is Available to Your Reps?

  • PDF of catalog
  • Website
  • iPad Sales App
  • CRM
  • Video Conferencing
  • Email
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Free or Affordable Video Conference Solutions:

  • Zoom
  • Microsoft Teams
  • Skype
  • Google Hangouts
  • GoToMeeting

USE TECHNOLOGY TO MIMIC IN PERSON MEETINGS

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SHARE SALES REP & BUYER CONTENT

Free or Affordable File Sharing Solutions:

  • Dropbox
  • Google Drive
  • OneDrive
  • Box
  • WeTransfer
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PREPARE YOUR PRODUCT DATA FOR REMOTE SELLING

  • Identify all necessary product data templates for

your customers & marketplaces

  • Develop a process for managing and updating

product data

  • Use a standardized naming convention that makes

it easy to organize assets. For example, SKU_image#

  • Consider adopting a Product Information

Management System to manage all product data and assets

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REMOTE SELLING: VIDEO + DIGITAL CATALOGS

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Things To Consider…

  • Do sales reps have access to inventory information?
  • Can reps share customer pricing?
  • Do you need to create smaller category specific

catalogs?

  • How are reps sharing buyer content?

REMOTE SELLING: VIDEO + DIGITAL CATALOGS

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REMOTE SELLING: VIDEO + WEBSITE

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Things To Consider…

  • Do your reps have website accounts?
  • Does your navigation make it easy to find products?
  • Can reps see customer level pricing?
  • Can reps answer customer service questions through

your website?

REMOTE SELLING: VIDEO + WEBSITE

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WEBSITE FEATURE EXAMPLES

Multiple Ways to Shop

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WEBSITE FEATURE EXAMPLES

Alternate Images & Video Product Descriptions & Specs Inventory Status & Product Options

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WEBSITE FEATURE EXAMPLES

Order History Instant Reorder

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REMOTE SELLING: VIDEO + SALES APP

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REMOTE SELLING: VIDEO + SALES APP

Things To Consider…

  • How easy is it for your reps to work with customers?
  • Is your sales app flexible for all selling environments (show,

road, & remote)

  • Do reps have access to customer data?
  • Does your sales app integrate with your ERP?
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SALES APP FEATURE EXAMPLES

Meeting History & Open Carts Order History

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SALES APP FEATURE EXAMPLES

Stock Status Product Descriptions & Specs Alternate Images

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SALES APP FEATURE EXAMPLES

Shoppable Catalogs

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MEASURING REMOTE SUCCESS

  • Hold daily or weekly stand ups to keep reps

engaged and share feedback from customer conversations

  • Give managers insight into rep activity through

meeting and call reports

  • Provide reps with a way to organize their day and

plan for calls

  • Provide reps reports on top selling products by

territory or customer

  • Consider adopting a CRM for real-time insight into

rep activity and a 360° view of the customer

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PREPARE FOR RECOVERY

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TAKE A STEP BACK AND ANALYZE PERFORMANCE

Current “Snapshot” of your website activity. REALTIME Who is visiting? Demographics, Interests, Geolocation, Device Type AUDIENCE What channels are driving traffic? Search, Social, Referral, Email, Paid Ads ACQUISITION How is my site performing? Top pages, Site speed, Search terms BEHAVIOR How many visitors are completing goals like product purchase or registration? CONVERSIONS

Google Analytics offers FREE reports to understand your audience and website performance

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CHECK YOUR CHANNEL MIX

  • Analyze your channel performance in the year pre-dating COVID-19, and since
  • Use both to understand what worked in the past and changes in buyer behavior
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LEVERAGE DATA

  • Identify opportunities for future marketing

campaigns

  • Use analytics to update categories and

enhance product data

  • Optimize your SEO based on your keyword

performance

  • Share performance trends with sales reps
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01

KEY TAKEAWAYS

Be creative with your technology to personalize meetings Analyze data to identify digital opportunities 02 03 Create buyer focused content

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QUESTIONS

14399 Penrose Pl #450, Chantilly, VA 20151 401-742-9277 tpekalski@imcdi.com

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