leveraging social intelligence for b2b sales teams
DESCRIPTION
What are the fundamentals of sales? Time is money, you must use technology to be more effective. With customers looking for help on social networks more than ever, social intelligence has the ability to drive more revenue. Delivered by Koka Sexton.TRANSCRIPT
Social Selling Leveraging Social Intelligence for B2B
Sales Teams
@kokasexton
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Sales experts and customers will share their insights
• How lead generation can be put into high gear
• Tested lead conversion strategies
• Social selling ROI
• How to increase customer retention
Social Selling Does Not Exist Without the Fundamentals
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Sales DNA
Process
Training
Tools
Social Selling
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You Are Busy
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Your Prospects Are Busy Too!
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Be Different, Be Better
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
“70% of the B2B buying process happens online”SiriusDecisions Inc.
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24% of a sales persons time is researching
Almost 10 hrs a week!
50% decrease in time researching customers and prospects.
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Data vs. Intelligence – CSO Insights
No Tools Sales Data Sales Intelligence40%
42%
44%
46%
48%
50%
52%
43.4%
45.9%
50.8%
Win Rates (2,000 Companies Studied)
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
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Tools Used by Inside Sales
Blogs
LinkedIn groups
Prospect/customer websites
8.2
24.5
26.5
30.6
38.8
69.3
73.5
The Impact of Sales Intelligence
Win Rates41%
42%
43%
44%
45%
46%
47%
48%
49%
43%
48%
Self SearchTech Enabled
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"If a man does not know to what port he is steering, no wind is favorable to him.”- Seneca
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Where do I start?
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Know Your Customer
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Business Use of Social Media
60% of Decision Makers use Social Media
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Sales Can Add Value and Build a Pipeline Using Social Media
Something is wrong!
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Yes
No
0% 10% 20% 30% 40% 50% 60% 70%
B2B companies able to track leads from social media
Sales and Marketing are not Aligned
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Empower Sales to be Super.
Effective use of Sales Intelligence
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Look for the Sales Triggers
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When you can spot an opportunity while it’s still a blip, you have the opportunity to get ahead of the competition.
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Emulate the Borg
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Get Social
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1:1 Sales
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Sell to people NOT contacts
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Track
Connect
Monitor
Engage
Click on the images below
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Engage in communities that discuss topics and issues that you can help with.
Share information that your prospects and customers want.
SLIDE :34Source: Lab42
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Customize headline
Add Websites
Add Twitter
Add Photo
The 5 Most Important Items to Update
Customize link
