7. “ People buy from People,
(1) who understand their business,
(2) understand them,
(3) and trust to solve their problems.
“
8. Social Selling Changes the Game
Jack Clarke
Lucy River
Find Relate Engage
• Leverage Pro Networks • Focus on Real People • Leverage Warm Introductions
• Expanded Company Network • Gather Intelligence • Meaningful Conversations
• Target Decision-makers • Deliver Relevant Information • Collaborative Buying Process
9. How strong is your Social Selling foundation?
Low High
“Laggards” “Tip-Toers” “Leaders”
Find Low High
Buy Lists Leverage Professional Networks
Limited to Private Rolodexes Expand to Company Social Network
Spray & Pray to Find Decision-makers Target Decision-makers
Relate Low High
Speed through Contacts Records Focus on Real People
Limited to CRM Record Gather Intelligence with Internet Profile
Pile On More Data Discover More Insight
Engage Low High
Pound through Cold Calling Leverage Warm Introductions
Push the Sales Pitch Have a Meaningful Conversations
Drive Cookie-cutter Sales Process Collaborate in Buying Process
9
16. We Have A Social Media
Strategy…
…for my (total) organization … for my sales organization
17. Sales Force’s Understanding of
Social Media
My sales organization has a solid I have received sufficient training
understanding of how to use from my organization on using
social media. social media.
18. Tremendous Upside for Sales
My sales organization would be
more productive our organization
had a greater social media
presence.
20. What goes into the LinkedIn Social Selling Index
“100”
•Brand
•Reach
•Gather Intelligence “Leaders”
•Contribute Insights
“Tip-Toers”
“0”
“Laggards”
25. What goes into the LinkedIn Social Selling Index
“100”
•Brand
•Reach
“Leaders”
•Gather Intelligence
•Contribute Insights
“Tip-Toers”
“0”
“Laggards”
26. How do we compare to competitors?
@linkedinselling
26
42. Q&A
Ralf VonSosen
Head of Marketing for Sales Solutions, LinkedIn
linkedin.com/in/ralfvonsosen
@rvonsosen
sales.linkedin.com
Presenters Linkedinsocialsellingindex.com
Anneke Seley
CEO, Reality Works Group (formerly Phone Works)
Coauthor, Sales 2.0
www.linkedin.com/in/annekeseley
@annekeseley
sales20book.com
realityworksgroup.com
Hinweis der Redaktion
Social Selling for Executives: What the Management Team Needs to Know to Succeed with Today's CustomersAre you a top executive in sales and marketing wondering how a social media strategy fits in your business? Or are you a sales or marketing professional who wants to discuss the benefits of social selling with your manager, an executive team or board of directors? Listen in as Anneke Seley presents data, metrics and customer case stories to illustrate: Why and when you should include social media in your selling strategyHow companies large and small are using social sellingHow you can get started with social selling
Describe Pakra and social selling process.Target list of 10-15 companies per week. Research and connect on LinkedIn.Move to email/phone. Schedule a demo. Conversion time from demo to close reduced over 20%33% of accounts in one target industry closed due to social selling.
From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.
From IBM commissioned study of over 1,000 global IT and LOB decision makers- landmark research into teleweb buying purchases.over 1/3 of respondents have already used socialmedia to engage with their vendors and 75% are likely to use socialmedia in the IT purchase process in the future.