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Un día en la vida de un Social Seller

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Neste Webinar, nuestros ejecutivos de ventas Juliana Menegatti y Murillo Ferrarez comparten las principales técnicas de Social Selling que utilizamos en LinkedIn y dan sus consejos para obtener éxito.

Veröffentlicht in: Business
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Un día en la vida de un Social Seller

  1. 1. Un día en la vida de un Social Seller
  2. 2. Participantes Juliana Menegatti Ejecutiva de Cuentas LinkedIn Sales Solutions Ana Almeida Gerente de Marketing, LinkedIn Sales Solutions Murillo Ferrarez Especialista de Desarrollo de Ventas LinkedIn Sales Solutions
  3. 3. Agenda • Qué es Social Selling? • Alianza entre Ejecutivo de cuentas y Sales Development • Flujo de trabajo – Ejecutivo de cuentas • Flujo de trabajo - Desarrollo de Ventas • Dudas
  4. 4. Qué es Social Selling?
  5. 5. Es una práctica moderna con enfoque en clientes potenciales que usa la información de las redes sociales para ayudar a crecer su negocio
  6. 6. 7 es el numero promedio de personas de involucradas en el processo de compras B2B. 75% de los compradores B2B utilizan las redes sociales para buscar información sobre los vendedores 90% de los decisores en empresas nunca responden a una ligación fría 75% 90%
  7. 7. Alianza EC/DV
  8. 8. Priorización de cuentas • Cuáles empresas el Ejecutivo de Cuentas debe abordar? • Cuáles empresas el Especialista de Desarrollo de Ventas debe abordar? • Como planear la estrategia
  9. 9. Priorizando Potenciales Clientes • Quién queremos abordar? • Com cual mensaje?
  10. 10. Encuentre los tomadores de decisión correctos Lead Builder es esencial para evitar que leads pasen desapercebidos
  11. 11. Aborde en momento oportuno Reciba informaciones relevantes para ayudarte a iniciar una conversación
  12. 12. Potencie el poder de sus relaciones Tomadores de decisión són 5x más propensos a hablar conmigo si fuimos presentados
  13. 13. Si no hay una relación, envuelva con conocimiento Personalización – tornando su enfoque único
  14. 14. Consejos para aumentar su tasa de respuesta • Use su conocimiento sobre la empresa de su cliente potencial para personalizar en InMail. • Mencione: • Algo sobre la experiencia de su cliente potencial • Algo que estea en su perfil de LinkedIn • Algo que sepas sobre la empresa o algo que el tengas publicado • No seas muy formal y escape de un mensaje explícita de ventas
  15. 15. Aumentando las ventas y reducindo el ciclo de ventas
  16. 16. Proceso del SalesDevelopment Envolver con conocimiento y construir relaciones
  17. 17. Los desafios del SD • Cómo trabajamos con volume sin perder la cualidad? • Por que el Sales Navigator es la mejor solución para este problema?
  18. 18. Alianza con el Ejecutivo de Cuentas • Cómo cultivar el pipeline del EC? • División del trabajo (Priorización de las cuentas, la jerarquía del prospect, etc.) • Colaboración (insights, avisos, etc.)
  19. 19. Enfoque de actuación • Encontrar los tomadores de decisión correctos • Involucrar con conocimiento • Construir relaciones fuertes (descubra oportunidades de presentación)
  20. 20. 20 Múltiples Contactos
  21. 21. 21 TeamLink Utilize las conexiones de su empresa Qué es esa función? • Identifique prontamente quien en su empresa puede presentarte a su cliente potencial • Utilize el TeamLink para enfocar en clientes potenciales que sean más receptivos Por que eso és importante? Utilize la rede de su empresa para descubrir la mejor manera de ser presentado. Teamlink automáticamente expande sus contactos del LinkedIn para mostrar cuales conexiones puedem ayudarte a conocer clientes potenciales y otras cuentas.
  22. 22. ● Social Sellers que utilizan Sales Navigator son más eficaces ● La utilización de la tecnología impulsa la colaboración entre equipes ● Colaboración entre cargos y equipos es esencial para aumentar la capilaridad dentro de las cuentas y involucrar los decisores ● Social Selling puede impactar tanto el ciclo de ventas cuanto el tamaño de la venta Resumiendo
  23. 23. Haga todo lo tiempo, no sólo al comienzo
  24. 24. ¿Preguntas?
  25. 25. ¿Quieres saber más? Contacto: https://lnkd.in/eQ5iNYg

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