Social selling 5 steps to your goal

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Post on 19-Jun-2015

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  • 1. Step 1 Understand the changes in corporate procurement and select to open the right doors for you Step 3 Ask questions until you really understand their value Step 5 Maintain your sales process and measure Social Selling results Step 4 Learn & Practice content development for Social Selling Step 2 Understand Buyers Persona & Motivation 5 steps to making your sales SOCIAL SELLING Part1 Introduction

2. Agenda The objective for the session, is to review 4 new additional ways to modernize your sales process: 1.Understanding the New Buyer 2.Using Social Selling to Get in Deals Early 3.Modernizing Your Sales Process 4.The New A Player Sales Rep Todays module focuses on bullet #2: Social Selling. 3. Ignoring a conversation doesnt make it stop. 4. The Case for Social Selling You may be wondering if social selling is relevant for you. Here are some statistics from trusted sources that are worth your consideration: 4.4% - email open rates (source: Google). Batch and blast email campaigns dont work. Your buyers (and you) are saturated with emails every day. If you think you can outshout hundreds of others via email, good luck. 1-3% - cold calling appointment rate (source: American Association for Inside Sales Professionals). When was the last time you answered your desk phone? An unknown call to your mobile phone? If youre ONLY spending on tele-prospecting, youre certainly challenged by the below.. 84%- # of B2B decision makers who begin their buying process with a referral (source: Edelman Trust Barometer). Ask yourself what you did the last time you entered the market with a need. Maybe a new sales or marketing leader. A potential venture capital or private equity firm. Did you take a cold call? Respond to a recruiters email? Or, did you pick up the phone and call someone you know for help? The value of reps who can sell socially is growing 5. Understanding Buyers & Purchase Advocates Your industry's have shifted. Your customers are smarter. They are more educated. Most importantly, they are time starved. They only have time to meet with people they know and trust. Ask some of your existing clients about the last 3 meetings they took with a sales rep. They were likely referred to your client by someone or something they trust, not a cold call. Our sales team also needs the ability to sell this way. 6. Will it get easier? 7. Introduction to Social Selling 8. A Solution is in Plain Sight The number 1 platform for B2B social selling is LinkedIn. Why? Over 300M subscribers A self-updated database with more accurate information than any other database A direct route to decision makers who purchase your products 9. Prospecting Best Practices - steps 1 - 5 Step 1: Approach the Right Doors Determine your teams 100 dream prospects (and fewer for an individual) Map out possible entry points or relationships you can leverage to reach them Determine buying centers in each prospect 10. Target your vertical based on YOU your experience, knowledge and passion Step 2: Buyer Centric Messaging Map out your Buyers & Purchase Advocates by verticals Develop Persona for each with the following components o Role Summary o Fears o Personal Objectives o Business Objectives o Scorecard Metrics All messaging should be created to speak to the Personas Think educating vs. selling to help buyers 11. Research Research - Research Step 3: Use Social Listening Follow these Buyers using LinkedIn and other social channels. Determine what they find important by looking at the following: o LinkedIn endorsements what do they want to be known for? o Content they publish what are they talking about? o Groups they belong to how can you be relevant to them? 12. Content is KING & includes visuals Step 4: Refine Writing Skills Outline writing guidelines Show current state writing examples emails, LI invitations, content Provide best practices to reference audit writing samples Test copy results iterate and use what works 13. Learn & Engage in multiple social media and platforms Step 5: Incorporate Social Selling Start simple with LinkedIn Build out networks by adding buyers Leverage connections to get introduced to buyers Broadcast quick wins via chatter, email, meetings, etc. Publish best practices to spread learning Track metrics around each of the 5 steps listed. Build momentum by broadcasting quick wins realized from the execution of each. 14. Wow!You must be doing something right. Congrats! Your content on SlideSharehas been viewed over 1000 times. People like your stuff, so we'd like to encourage you to keep on sharing! There are even better things to come. From SlideShare, a LinkedIn company. Click here to follow your LinkedIn contacts on SlideShare now. We send these emails to help you get the most out of SlideShare. You can change your email preferences or unsubscribe from SlideShare emails anytime. 2013 SlideShare, Inc., 490 2nd St., Suite #300, San Francisco, CA 94107, USA Automated Tracking Feedback 15. In Closing - go Social