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