a corporate approach to social selling
DESCRIPTION
At Execus, we consult to identify the right processes and tools, then we train and manage cultural change so sales professionals are more productive with new sales toolsTRANSCRIPT
Spain, Jan 2014
A corporate approach to Social Selling
“ We consult to identify the right processes and tools. We train and manage cultural change so sales professionals are more
productive with new sales tools”
Confidential Information property of Execus. Reproduction or distribution is not permitted.
Agenda I. Social Selling for sales teams
I. What is it?
II. What can it do for your company?
II. How can your company benefit from Social Selling
I. Main Objective
III. How Execus can help
I. Why Execus
II. Proposal of Services
I. Workshops
II. Corporate Learning Platform
III. Consulting
IV. Social Selling Program Roll-out
V. Contact Details
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I. Social Selling for sales teams
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Social Selling is empowering the sales team
with tools to sell using social networks
Actors
Sales professionals
(active strategies – outbound sales)
Marketing
(passive strategies – inbound leads)
Social Networks
(mainly twitter, LinkedIn and other)
Clients
(targets, prospect, leads …)
I.I Social Selling: What is it?
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Sales Marketing
Clients
Social
Networks
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Reality
IBM confirms that 97% of cold calls are ineffective (Buyer’s Preference Study)
Corporate Executive Board reports that 57% of buying decisions are made before ever contacting a sales person
Sales professionals already are accountable for 70% of leads (CustomerThink)
A warm referral increases the odds of sales success by x2 – x4 (CustomerThink)
Promise
Generate leads
Act before the buying decision is made and gathering of intelligence (multi-thread, personalized approach, warm referral …)
Close a Meeting with the target!
McKinsey sees an opportunity to increase the productivity of your salesforce by 20-25% by adopting social strategies
(MGI report, 2012)
I.II Social Selling: What can it do for you?
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II. How can your company benefit from Social Selling
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¿How? – Getting more meetings
1. Identification of targets
Empowering the sales teams with the right tools to be able to identify the sales targets on their own. Prospect and find clients with social networks.
2. Qualification of a lead
Gaining market intelligence of the industry the target company and the target professional.
3. Warm connection
Making “soft” connections to the targets, using the appropriate “etiquette” to get conversations started.
II. I Main Objective
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Make your sales teams
more productive
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III. How Execus can help
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III. I Why Execus
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• We are the Social Selling leaders in Europe. Our Managing Director, Jordi Gili is a recognized thought leader and has published the book “Sell! with Linkedin“
• Execus is the first certified LinkedIn Sales Solutions partner in Europe
• Execus is the first Hootsuite European partner Social Selling partner
• We offer a wide variety of services for a complete Social Selling solution, unmatched in the market
• Training • Consulting • Integration
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III. II Training Services I: Workshops
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Training to the Sales and
Marketing teams
Format: Workshop (one teacher, several attendees)
Title: “Introduction to Social Selling"
Duration: 3 Sessions, 4h. each
Session 1: Motivation and Change of Mindset
Session 2: Active strategies - Selling
Session 3: Passive strategies - Marketing
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III. II Training Services I: Workshops
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Session 1: Motivation and change of Mindset
Why Social networks for sales
Work on Linkedin and twitter profiles
Session 2: Active strategies - Selling
Identification of target clients
Qualification and Intelligence
Warm contact – closing a meeting
Session 3: Passive strategies - Marketing
Brand, channel, Message
Generate and Share content
Ads, campaigns – Inbound solutions
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III. II Training Services II: Learning platform
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Training to the Sales and
Marketing teams
Format: Online corporate-wide learning platform
Course: “Social Selling certification"
Duration: 12 weeks, 12 online sessions
We provide a Learning Management System
Fully integrates with your corporate learning system
More than 80 hours of video, 52 tracks
Complete Social Selling learning platform
Service includes: kick-off session and on-line teacher
Current Platform clients:
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III. III Consulting and Systems Integration Services
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Enhancing Corporate Marketing and Sales processes with Social Layers: ESSPI Methodology
Execus Social Selling Program Introduction (ESSPI) )
1. Identification of Social Selling Actual stage
Top Down Approach and Empowerment
KPI definition and
Measurement
Change Management
and Training
2. Identification of Social Selling Desired Stage
3. Definition of PATH TO ACTION
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Execus Professional Services, S.L. Jordi Gili, MD
Gran Via de les Corts Catalanes 583
08011 Barcelona, Spain
Tel. (+34) 933063448
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V. Contact details
Thank you!