7 habits of highly effective (social) salespeople
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7 Habits of Highly Effective (Social) Salespeople
Craig Rosenberg, Leader, Focus Expert Network (@funnelholic)
Chris Jablonski, Marketing Manager, Focus (@cjablonski)
June 2011
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@funnelholic@cjablonski
Who am I
Craig RosenbergLeader, Focus Expert Network
Funnelholic.com
@Funnelholic
Page 3© 2011 Focus, Inc. All rights reserved.
@funnelholic@cjablonski
Two reasons why I can help you today
I’ve built and seen numerous sales and marketing machines• Personally built 24 demand generation organizations and involved in the development of 50 • Executed 100s of sales and marketing campaigns of all kinds• Author of popular sales and marketing blog: www.funnelholic.com
Focus.com is my laboratory where I learn from other experts, including top sales pros
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@funnelholic@cjablonski
Buyer decisions are getting longer and more complex
time
leve
l of
bu
yer
act
ivit
y
“I’m just downloading
stuff”
“We have a project” “We’ve
made a decision”
“I’m just browsing”
“We’ve shortlisted vendors”
awareness consideration purchase
online
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@funnelholic@cjablonski
5 key facts about today’s buyer
1 90% say the internet is their preferred tool for making purchasing decisions
2 Suffer from attention scarcity
3 Is information overloaded, but more educated
4 Self-promotes by expressing him/herself online
5 Is more frugal than ever
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@funnelholic@cjablonski
Sales 2.0: Sales has more info than ever
Source: Nigel Edelshain, Creator of Sales 2.0
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24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. – IDC, 2010
But most sales people are not prepared
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@funnelholic@cjablonski
New formula for success: Combine traditional salesmanship with new information sources and online tactics to connect with today’s buyers
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The 7 Habits
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Fundamentals come first1
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Social selling doesn’t exist without the fundamentals
Sales DNA
Process
Training
Tools
Social Selling
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Build a circle of trust2
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3 ways to build a reputation for trust
1. Practice active listening
2. Do unexpected things that show that you’ve listened
3. Pay attention to the details that matter
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@funnelholic@cjablonski
Realize that you are a brand
3
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The most unique thing is not always the company or the product; but it is always you
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@funnelholic@cjablonski
Make your social bio meaningful, unique and memorable (not “unrelenting closer”)
Link to relevant sites, like your blog, Twitter, etc.
Use a picture; keep it professional
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@funnelholic@cjablonski
NOT THIS (actual Facebook profile image)
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4 Be present and aware
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Always come prepared5
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@funnelholic@cjablonskiSource: Jacob Morgan, Principal, Chess Media Group
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It’s a social world: Understanding your buyer (the person)
What the organization cares about VS. What your prospect cares about
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6 Always be prospecting and pay attention
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How to do it
Tools for trigger eventsTools for prospecting
Source: Nigel Edelshain, Creator of Sales 2.0
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@funnelholic@cjablonski
LinkedIn Pro: personal “inbound marketing”
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Always be helping so that you are always closing
7
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• How can you be interesting to your customers if you’re talking about the exact same things as your competitors?
• Differentiate by speaking about issues relevant and important to them
• Give useful information away for free (that’s how HubSpot got so successful)
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The new sales guy: The facilitator
Prospect with a problem
You
Customer provides input
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Thank You
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