2. Tell us about you!
What is your Top of the Sales Funnel strategy?
How is your team generating leads today?
What’s most important to you when evaluating
new sales initiatives?
3. Challenge #1 “we need more leads!”
“Why aren’t prospects getting back to us?”
“We need a bigger sales funnel.”
4. Challenge #2 “My reps hate cold calling!”
“They know they need to call… but find it dreadful”
5. Challenge #3 “Our prospects are frustrated
by our call pressure tactics!”
ENTER THE DEADZONE!
No value in asking “have you reviewed our proposal yet?”
Interviewed 1,200 decision-makers of SME & Enterprise companies.
These are the top problems they had with other sales reps.
30% = Too much contact via phone & email
8% = Far too aggressive in their approach
9% = Lacked conveying value to my needs
7. The buyer has changed
“Up to 70% of the buying process
does not require your sales reps”
“65% of buyers choose the company that was first
to add VALUE”
8. The buyer is discovering –
with or without you!
83% of buying decisions began their journey
online.
Is your competitor planting the Inception
without you?
9. Result: Sales reps in Status Quo
Sales reps haven’t evolved with the buyer
Would you build a new home
with only hammer & nails?
Then why build a sales pipeline
with only a phone & email?
10. What if…
Your sales pipeline could explode!
Prospects migrate to YOU, because you
present TIMELY VALUE
17. Listen for your Trigger Events
• Industry M&A
• Competitors – changes in their business , sales rep connections, departing reps
• New decision-makers
• Growth, deals and/or capital raises
• Specific employees looking for solutions online
21. XO Communications Story – the buying
process in a Social world
NOVEMBER 2012
Authority
• Decision-Maker is hired.
• Realizes old way of selling will no longer sustain a
competitive advantage.
• Approaches management about new “Social Selling”
process. He will train all 280 sales reps world-wide.
Management Agrees. The Need is created.
22. Begins researching potential Solutions Early December 2012
Discovers a webinar on Social Selling
“3 Tips you didn’t know”
Recording August 2012. Placed
on LinkedIn Groups – now ranking
high on Google Searches.
Turns out, Vorsight
is a trusted vendor.
The “Sphere of Influence”
is very important.
After looking at our LinkedIn
page, he see’s his trusted
vendor and his top competitor.
23. December 10th, 2012
Urgency is created.
The Decision-Maker planned on
choosing a vendor by mid-January.
He began to invite top vendors to
present their solutions.
.VS.
The presentation was like an RFP. The educated buyer knew exactly what
he wanted. Did we meet his criteria?
Beyond value – the decision was Money driven.
Sales for Life won the deal on January 14th, 2013.
24. Create Sales Qualified Leads
Priority Shift – reviewing Solutions Create Connections
Drive to Next Steps
25. Design the Social Selling Machine
C-Level Executive Email Data Collection
Profile Scoring
26. Analyze, Improve & Grow
How fast is our network growing?
How engaging are our campaigns?
Who’s actively looking in a buying mode?
27. How can we help
Social Selling Training
“Teach the machine”
Social Selling Roadmaps
“Coach/Build the machine with you”
Social Lead Generation
“Run the machine for you”
28. Success
Multiple SAP VAR’s using Social Selling for events
Booked 14 meetings in 24 hours for SAP TechEd
Landed 85 Opportunities by conclusion of SAP TechEd
Driving 50+ attendees to monthly webinars
All 17 sales reps hit 100% sales targets
Booked 17 meetings in first 30 days, all $1BN+ accounts
Now Social Selling in Account Management
Winning incumbent accounts using competitive intelligence
All 20+ insurance professionals are now Social Selling
Leaders are booking 3+ new meetings a week
Developing channel partnerships with 5 major CPA’s,
all from Social Selling campaigns
29. Clients – now Social Selling experts
For Testimonials - Click Here
30. Next Steps
Discuss how Social Selling will increase your
Top of the Sales Funnel opportunities
Review which Social Selling program would
work best for your team
Host conference call to review your Social
Selling program proposal
31. Contact Us
Jamie Shanks, MBA
Managing Partner
Main: 905-502-5512 x4009
Cell: 416-409-4999
Email: jamie@salesforlife.com
LinkedIn: http://www.linkedin.com/in/jamestshanks
Twitter: https://twitter.com/james_t_shanks
