http://jeffzelaya.com/social-selling-speaker/ This Presentation Was Given By: Social Selling Speaker: Jeff Zelaya - The historic culture of departments in a textile services company each running somewhat independently is gone. Selling is no longer the exclusive domain of office- or route-based salespeople; all personnel are getting involved, including district service managers. Customers are demanding higher quality and increasing their scrutiny of the industry’s service agreements and billing, so everyone in linen and uniform supply needs to understand everyone else’s business. With presentations and panel discussions that build a customer-first mentality across departments, the TRSA Sales and Marketing Summit advances this cause. Learn new techniques from subject matter experts that increase revenues and satisfy customers. Enhance your messaging to employees, customers and prospects about your market position to manage perceptions, enumerate your operation’s value and set the course for achieving long-term revenue potential. This summit focuses on strategies for retaining and attracting business, offering you fresh perspectives to improve selling, organizing, communicating and managing. Learn new techniques from subject matter experts that increase revenues and satisfy customers. Get FREE materials at http://jeffzelaya.com/trsa

1. L I N K E D I N & S A L E S 2 . 0
B U I L D Y O U R B U S I N E S S W I T H

2. #TRSA @JeffZelaya

3. Sales is evolving…

9. Y O U R R O L O D E X O N S T E R O I D S

10. L E A D G E N E R A T I O N
A N D A P O W E R F U L

11. G U E S S W H A T E L S E
C H A N G E D ?

13. 7 0 % O F B U Y I N G P R O C E S S
C O M P L E T E D W I T H O U T S A L E S
I N V O L V E M E N T
Source: Marketo

15. O N A V E R A G E D E C I S I O N M A K E R S
C O N S U M E 5 P I E C E S O F C O N T E N T
B E F O R E B E I N G R E A D Y T O S P E A K T O A
S A L E S R E P
Source: CMO Council Study

17. I N 2 0 0 7 I T T O O K A N A V E R A G E O F 3 . 6 8
C O L D C A L L A T T E M P T S T O R E A C H A
P R O S P E C T . T O D A Y I T T A K E S 8
A T T E M P T S

19. Y O U H A V E A D E C I S I O N
T O M A K E T O D A Y

22. C O N G R A T U L A T I O N S !

24. 7 8 % O F S A L E S P E O P L E U S I N G
S O C I A L M E D I A O U T S E L L T H E I R
P E E R S
Source: Forbes

26. 8 2 % O F P R O S P E C T S C A N B
E R E A C H E D V I A S O C I A L
M E D I A
Source: InsideView.com

27. • Increase customer renewals by 15%
• Increase team quota attainment by 31%
• Increase reps hitting quota by 21%
• Increase weekly demos from 4.3 to 7.8
Social Selling Organizations On Average:
Source: Aberdeen

28. Money Talks

29. • $1.2 Million in Revenue in 18 Months
• Rookie of the Year
• President’s Club in 5 Months
• 269% of Goal in 2013
• Consistent Top Producer
• Trained Over 200 Sales Professionals
• Sales Manager @ Triblio

30. DISCLAIMER:
LinkedIn is ONLY one tool

31. One Tool Isn’t Enough

33. T O O L S T O Y O U R
T O O L B O X
C O N S I D E R A D D I N G T H E S E

34. *Top Producing Sales Skills Required
SOCIAL SELLING SUCCESS
IS GUARANTEED*!

35. • Goal Setter
• Persistent
• Driven
• Saver & Invester
• Knowledgable
• Positive Attitude
• Confident
• Organized
• Excellent Communication Skills
• Hard worker AND SMART worker

36. Y O U R P R O F I L E
P H A S E 1

44. Trust

46. Y O U R N E T W O R K
P H A S E 2

52. E N G A G E M E N T
P H A S E 3

63. Thank You!
Jeff Zelaya
305.766.2631
jeffzelaya@gmail.com
http://jeffzelaya.com/trsa

64. P H O T O C R E D I T S
• http://zapp4.staticworld.net/reviews/graphics/products/uploaded/apple_116inch_macbook_air14ghz_128_gb_7
10258_g2.jpg
• http://upload.wikimedia.org/wikipedia/commons/c/cf/Box-cutter.jpg
• http://blogs-images.forbes.com/sap/files/2011/08/272398_l_srgb_s_gl.jpg
• http://i.huffpost.com/gen/1863593/thumbs/o-READING-SCIENTIFIC-PAPERS-facebook.jpg
• http://www.infographicszone.com/wp-content/uploads/2013/03/the-evolution-of-the-salesperson-1.jpg
• http://www.findandconvert.com/wp-content/uploads/2014/01/business-man-on-the-phone.jpg
• http://www.puertochan.org/mu/src/139545579777.jpg
• http://sigmamindset.com/wp-content/uploads/2012/03/runner-crossing-finish-line1.jpg
• http://watchdog.org/wp-content/blogs.dir/1/files/2014/04/Money-100s.jpg
• http://www.toolstop.co.uk/draper-88904-tb530-expert-530-x-200-x-210mm-cantilever-tool-box-p50550