You are likely already leveraging social media and technology to cultivate and enhance relationships with customers or potential clients, but have you considered including psychology in the sales process? Are you maximizing these three categories to their fullest potential to positively impact your bottom line?

1. A Crash Course in
Increasing Business
through Social, Tech,
and Psychology
Dan Berger | CSPI | September 2015

2. @danberger | #CSPI2015
Audience-Presenter Contract
● Leave at any time.
● Join the conversation: #CSPI2015 or @danberger.
● Steal everything.
● Participate... or don’t.

3. I am a participant. I am a planner. I am a believer.

6. 3,000 customers (50,000 users)
150 countries
3 languages

8. 1 billion sq ft of function space
500,000 events created
63 million attendees impacted

9. @danberger | #CSPI2015
Learning Objectives
● Understand the new reality of sales.
● Identify ways in which social can help you build relationships.
● Identify new technologies that can help you accelerate the sales process.
● Learn psychological tactics to increase your probability of success.

10. # CSPI2015
The New Reality

11. Incentives are Misaligned in our Industry
Sales Person’s Job
Meeting Planner’s Job
KPI = Meeting’s Success
KPI = Revenue
OPPORTUNITY
THREAT

12. Marketing “Owns” More of the Sales Funnel

13. Traditional Sales is Dead
Era 1
Era 2
Era 3
1950s - 1970s
1970s - 2000s
2000s - Today
Source: Mastering the Complex Sale

14. “ People don’t want to be in
sales. Because they have
this association that sales is
sleazy, slimy, smarmy, low-
brow, low-rent
Sales Has a Bad Rap

15. # CSPI2015
Social Media

16. #CSPI2015
● Being active on social will not increase your sales.
● Social is a relationship and brand-building tool.
● You need to commit.
The Ground Rules

17. @danberger | #CSPI2015
What is a soft touch point?

18. @danberger | #CSPI2015
What is the key to building
great relationships?

19. • Chutzpah
• Genuine interest
• Intellectual curiosity
Relationship Building Skills

20. You can close more business
in two months by becoming
interested in other people
than you can in two years by
trying to get people
interested in you.
“

21. • Every single thing I read, I ask myself:
a. Who from my network can I personally send this
to?
b. Which social network is best for this kind of
information?
Sharing is always on my mind

22. @danberger | #CSPI2015
Where do you get
information?
Who is someone interesting
that you follow?

23. • Start with the basics. Family information,
interests, passions, work history…
• Store that information somewhere accessible.
• “Curiosity may have killed the cat but it also
helped you close that deal.”
People Are a Rabbit Hole

24. @danberger | #CSPI2015
What are some questions
you ask people to get to
know them?

25. Don’t give up

26. Use unconventional methods
• Give them an
unsolicited
recommendation on
LinkedIn.
• Let them know when
they cross your mind...
and be personal.

27. # CSPI2015
Technology

28. Boomerang

29. YESWARE

30. @danberger | @socialtables | #pcmaCL
RAPPORTIVE

31. assistant.to

32. Charlie app

33. Voila Norbert

34. BROJURE

35. Social tables

36. Social tables mobile

37. MAIL LIFT

38. @danberger | @socialtables | #pcmaCL
My Email System

39. # CSPI2015
Psychology

40. End Email with a Questions

41. Unplanned Trips

42. Building Urgency

43. Leverage New Biz for More Biz

44. @danberger | #CSPI2015
What tricks have you used
that work?

45. @danberger | #CSPI2015
Connecting | Q&A
email: dan@socialtables.com
phone: 917-359-7757
twitter: @danberger
if you give me
your card, I
can send you
the slides!