Social Selling is the latest buzzword or hype in Social Media land.Buyers are using social media to find products and services while salespeople can leverage social media to find buyers, leads, opportunities, etc. There are many platforms and tricks and trick which this presentation will discuss.
12. Is Social Selling a distraction?
•
Calls-to-contact ratio is now over 10:1 - worse
than ever before.
•
Contact-to-meeting ratio is worse, not better.
•
Sales cycle length is longer, not shorter.
•
Closing percentages are lower, not higher.
Objective Management Group
46. Improve Your Lead Gen
• Recognize Buying Signals
• Get noticed as an industry expert
47. SOCIAL SELLING PROCES
Pick a
Channel
Keep
Listening
Build
your
Profile
Create
Content
Build
your
network
Connect
with
influence
rs
48. Social Selling Tips for the social Seller
1. Choose your social media channels carefully
and not to many
2. Build a strong and professional network
3. Invest time in your connections
4. Become a content curator and share with
your clients/prospects
5. Stay in touch and do consultative selling
6. Share content and add value
7. Ask your “friends” to share your social media
messages
53. Traditional Sales KPI’s
Leading indicators: KPI’s for funnel development
•
Number of qualified leads in the pipeline
•
Sales cycle length
•
Total length of time to qualify a new prospect
•
Qualified to proposal ratios
•
Number of evaluations / short lists per year
•
Number of new (first) client meetings per month
•
Number of meetings with prospects/clients
•
Cold lead to qualified ratios with conversion rates
•
Pipeline growth
54. Traditional Sales KPI’s
Lagging indicators: Revenue and quota focused KPI
• Proposal to closed ratio
• Average deal size
• Number of sales per year
• Total revenue & profit
• Annual quota
• New vs. existing client sales
• CRM Update
55. Let’s take look at how these 4 platforms
can be used for Social Selling
61. I am not going to talk about these
basics!
•
•
•
•
•
•
•
•
•
•
Picture
Name
Title
Email
Phone number
Website(s)
Vanity URL
Summary
Work history
Other fields
62. Tip #1: Who viewed your profile
Start
a
Conversation
63. Tip #2: Check Contacts tab
• Congratulate on new Job
• Wish Happy Birthday
• Congrats on Work anniversary
Start
a
Conversation
69. Q6: Give 3 examples of Social
Selling on Twitter
70. Why use Twitter for Social Selling?
• Listen (people, companies, and topics)
• Find new customers and opportunities
• Ask questions
• Share infromation
• Be found
• Become a resource
71. Tip #1: Who to follow?
•
Your own company
•
Customers
•
Prospects
•
Partners
•
Suppliers
•
Peers
•
Competition
•
Journalists
•
Influencers
•
Etc.
89. Keep in mind that Social Selling…
• Enables Collaboration, Listening, Contribution
• Helps identify prospects
• Facilitates relationship building
• Demonstrates industry knowledge and
expertise
• Closes deals more efficiently
92. And that’s how you become an effective
social seller.
95
93.
94. Next Steps?
• 19/2/2014 – Workgroup on the topic
• Lead Generation with Social Media
• Getting your sales team on board
• Sharing of cases and best practices
• 24/4/2014 – Workgroup on the topic
• Social Selling tools and platfroms
• ROI of Social Selling
• Sharing knowledge, cases and best practices
95. Did we forget something?
• 11/6/2014 – Workgroup/Info session
•
Based on previous 2 sessions
Or
• 11/6/214 – Workgroup on…
WelcomeWho am I?20 years of marketing (product and general marketing)10 years of international salesMe and social networkingMarketing strategy no longer worksMove towards face to face networkingMove towards social media
Source: BtoBonline.com
Livecast – platform to stream video from (video podcast with content)MMO = massive multiplayer onlineMOG = Massive online gameMMORP = Massively multiplayer online role-playing game
En tochgebruik je het wel. Maar welk van deze ken je? Of niet?From @C4LPT = Jane Hart, Social Media and Learning expert, UKTake your time here to discuss what is in blueBridge to the MFWB tool….Why use an internal tool?Bridge the internal tool to the external tools? Why would I not use others?