social selling tools (3)

Mapping out your territory. How to gather current data via social media appsSpeakers

The buyer’s process has changed

2Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

5.4 75of B2B buyers now usesocial media to be more informed on vendors

% 90of decision-makers say they never respond to cold outreach

%people are now involved

in the average B2B buying decision

Our sales approach is changing to include Social Selling, LinkedIn, LinkedIn Sales Navigator and apps to complement them!

Prospects and outreach has changed• As sellers, we need to find out the best contact information to reach

new buyers, prospects and build new relationships• Current contact databases might not be up to date• LinkedIn contact data is fresh and continuously updated by the user

• Some of us have been using free apps with LinkedIn, free and helpful to map out our territories and reach the right people• HG Focus • Sales Navigator • Google Chrome E-mail Hunter

HG Focus, Sales Navigator & Google

Chrome E-mail Hunter – Brief Overview

Example: Coca-ColaBy: Wes Showfety

770-617-7377showfety@us.ibm.com

I just have a few screen shots that I would like to speak to briefly that show the approach.

I.E.. Here is how HG Focus works..(it only takes a moment to explain because it is so straight forward.) BUT here is how you get the most out of it.

1.) Find and account and go their website.2.) Click on HG Focus and scroll through their installed software and apps to look for SAP. 3.) Go to LinkedIn sales Navigator, search within that company for people using keywords like "SAP" or "Database"4.) Read the target customer profile, and click on E-mail Hunter to get the contacts e-mail address6.) Send that potential customer an E-mail from Lotus Notes. Write the e-mail to make it feel that you are sharing information that you think they might be interested in and offer some consultation to help them build a road map to SAP HANA. Include good SAP HANA content or links to SAP HANA content. 7.) Record the customers in each account that you reached out to with a message. 8.) Follow up a week later

I will show examples of leveraging this tactic to start a conversation with a Coca-Cola customer that I don't yet know about SAP HANA.

Set up HG Focus on your Google Chrome browser. (See wave icon in the top right corner) You can go to customers website, click the icon and get a drop down list with their software stack and applications.

Go to LinkedIn Sales Navigator. Start running basic searches by company, geography, responsibilities, etc. Save potential leads, collect list of customers who would be likely decision makers, save e-mail addresses, etc.

More basic searches by company, geography, responsibilities, etc. Try a variety of related keywords and evaluate the different results.

Locate potential target customers and start a dialog. Response rates are much higher when the tone is conversational and you have done some research on what the company is doing today and what their environment looks like.

Input from this customer directs me to the department that I need to meet with because I have contacts who manage the BI landscape at Coca-Cola and can leverage these search methods to find more!

Target influencers like consultants and systems integrators.

E-mail Hunter provides the targets work e-mail address. If my e-mail to him bounces back, I can simply InMail him instead.

See social selling training curriculum for information on creating good e-mail templates. (This is not recommended e-mail to send but simply an example for this exercise.)

Tools allow for you to track how many people you e-mailed might have viewed the content that you sent. I am interested in standardizing on Box/IBM Softlayer. The advanced reporting, security and ability to share selected content via links in e-mail or social media messages with customers (and then see when and if they actually viewed it) is a major advantage over what we are using today. I would like to start using Box in place of Google drive, Slideshare, DropBox, IBM internal pages, portals and a half dozen other tools that we are using today. More training to come on that topic…

Organize accounts and contacts for SAP HANA on IBM Power campaign in your territory.

An organized social selling attack plan will allow for you to reach out to many customers quickly and easily.

Questions, Comments, Concerns?