What do Marketing and #MarTech
have to do with
Social Selling?
@jill_rowley #SocialSelling
Marketing Needs to Know More about Sales
Sales Needs to Know More about Marketing
We all Need to Know More about our
CUSTOMERS
@jill_rowley #SocialSelling
Always look at things throughthe customer’s eyes.
Meet the Modern Buyer
@jill_rowley #SocialSelling
Digitally-driven Socially-connected
Mobile Empowered
@jill_rowley #SocialSelling
The Power of Peer to Peer
Only 33% of buyers trustwhat a logo tells them
But 92% trust what another buyer tells them!
The Social Selling Imperative
The Why, What & How-To-Do
Social Selling
@jill_rowley #SocialSelling
Mindset
Skillset
Toolkit
Why do Social Selling?
@jill_rowley #SocialSelling
Pipeline, Revenue, Referrals, Advocacy
@jill_rowley #SocialSelling
What is Social Selling?
@jill_rowley #SocialSelling
@jill_rowley #SocialSelling
Social Selling is using Social
Networks to do Research to be
Relevant to build Relationships that
drive Revenue.
(Customer Lifetime Value & Advocacy)
How do I do Social Selling?
@jill_rowley #SocialSelling
5 Pillars, Practices, Principles of Social Selling
@jill_rowley #SocialSelling
Social Selling
from the Corporate Perspective
@jill_rowley #SocialSelling
@jill_rowley #SocialSelling
Social Selling: It’s not a one-off• Executive Sponsorship
• Program Owner
• Alignment: Marketing, Sales, Sales Enablement, Sales Training, Sales Ops, Marketing Ops
• Sustainable training program
– 101, 201, 301
– Live and eLearning
– Certification
• Provide repository to store everything “social”
• Deliver content calendars to make sharing easy
• Celebrate successes
• Share best practices & provide coaching
• Embed in process & systems (CRM)
• Recognition & Rewards
• Track results@jill_rowley | #SocialSelling
@jill_rowley #SocialSelling
Social Selling Maturity Model
Source: PeopleLinx