Social Selling (for ADM)
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Social Selling is the latest buzzword or hype in Social Media land.Buyers are using social media to find products and services while salespeople can leverage social media to find buyers, leads, opportunities, etc. There are many platforms and tricks and trick which this presentation will discuss.
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Social Selling (for ADM)
- 1. Mic Adam Social Media activities • Awareness Building • Inventory Services • Policy Creation • Training • Monitoring • Market research
- 2. The times are changing… also for prospecting!
- 4. Buyer Environment has changed
- 5. 3 in 5 Decision takers use sociale media to get informed about new products and suppliers.
- 7. Let’s be real… B2B leads still come from
- 8. The new seller est arrivé!
- 9. B2B Social Selling is NOT… making sales pitches through social media
- 10. Q1: What is Social Selling for you?
- 11. Definition of Social Selling
- 12. Is Social Selling a distraction? • Calls-to-contact ratio is now over 10:1 - worse than ever before. • Contact-to-meeting ratio is worse, not better. • Sales cycle length is longer, not shorter. • Closing percentages are lower, not higher. Objective Management Group
- 14. Benefits of Social Selling
- 15. Best in Class & Their Strategy
- 16. Most efficient use of Social Media
- 17. Did you ever close a deal via Social Media?
- 18. Best Practices for Mature Social Sellers
- 19. Pillars of Social Selling
- 21. Biggest Social Selling Hurdle
- 24. Sales Performance International (SPI)
- 25. Sales Coaches
- 26. A few basics
- 27. 27
- 28. A world of Solutions
- 29. Q2: Which solutions do you know or are using for Social Selling?
- 32. Oracle
- 34. Who else is into Social Selling?
- 35. The Social Media Vendors, Monitoring tools, etc.
- 39. The Changing Sales Role
- 40. Take a Hollistic Approach Hootsuite Media
- 41. Best in Class!
- 44. Social Selling In Action
- 45. Social Selling Building blocks
- 46. Improve Your Lead Gen • Recognize Buying Signals • Get noticed as an industry expert
- 47. SOCIAL SELLING PROCES Pick a Channel Keep Listening Build your Profile Create Content Build your network Connect with influence rs
- 48. Social Selling Tips for the social Seller 1. Choose your social media channels carefully and not to many 2. Build a strong and professional network 3. Invest time in your connections 4. Become a content curator and share with your clients/prospects 5. Stay in touch and do consultative selling 6. Share content and add value 7. Ask your “friends” to share your social media messages
- 49. Tools for a Social Seller SALES
- 50. Q3: How to measure ROI of Social Selling
- 52. Q4: which Sales KPI’s are relevant
- 53. Traditional Sales KPI’s Leading indicators: KPI’s for funnel development • Number of qualified leads in the pipeline • Sales cycle length • Total length of time to qualify a new prospect • Qualified to proposal ratios • Number of evaluations / short lists per year • Number of new (first) client meetings per month • Number of meetings with prospects/clients • Cold lead to qualified ratios with conversion rates • Pipeline growth
- 54. Traditional Sales KPI’s Lagging indicators: Revenue and quota focused KPI • Proposal to closed ratio • Average deal size • Number of sales per year • Total revenue & profit • Annual quota • New vs. existing client sales • CRM Update
- 55. Let’s take look at how these 4 platforms can be used for Social Selling
- 56. Sociaal Media Platform #1 Business Networking
- 58. Six Degrees of Separation
- 59. Q5: Give 3 examples of Social Selling on LinkedIn
- 60. It all starts with “first impressions”.
- 61. I am not going to talk about these basics! • • • • • • • • • • Picture Name Title Email Phone number Website(s) Vanity URL Summary Work history Other fields
- 62. Tip #1: Who viewed your profile Start a Conversation
- 63. Tip #2: Check Contacts tab • Congratulate on new Job • Wish Happy Birthday • Congrats on Work anniversary Start a Conversation
- 64. Tip #3: Use Introductions
- 65. Tip #4: Find new prospects - Alerts
- 66. Tip #5: Keep your network warm
- 67. How to keep your network warm?
- 68. Social Media Platform #2 Microblogging
- 69. Q6: Give 3 examples of Social Selling on Twitter
- 70. Why use Twitter for Social Selling? • Listen (people, companies, and topics) • Find new customers and opportunities • Ask questions • Share infromation • Be found • Become a resource
- 71. Tip #1: Who to follow? • Your own company • Customers • Prospects • Partners • Suppliers • Peers • Competition • Journalists • Influencers • Etc.
- 72. Tip #2: Follow Hashtags
- 73. Tip #3: Share Content
- 74. Tip #4: Attract attention - Mentions
- 75. Tip #5: Make a Twitterlist
- 76. Monitor Social Media for Cues Topsy
- 77. Google Alerts (Internet – Content)
- 78. The Google Alert Results
- 79. Many more tools (free – freemium – paying)
- 80. More free monitoring to come…
- 81. Managing multiple accounts from one screen 84
- 82. Post Message on Multiple accounts 85
- 83. Monitor Twitter & Facebook 86
- 84. Where and how do you Find good content.
- 86. Website Content generation Corporate Profiles Traffic generation Corporate Profiles Traffic generation Personal Profiles 89
- 88. Create a Social Media Routine!
- 89. Keep in mind that Social Selling… • Enables Collaboration, Listening, Contribution • Helps identify prospects • Facilitates relationship building • Demonstrates industry knowledge and expertise • Closes deals more efficiently
- 91. Combine Old AND New to start conversations!
- 92. And that’s how you become an effective social seller. 95
- 94. Next Steps? • 19/2/2014 – Workgroup on the topic • Lead Generation with Social Media • Getting your sales team on board • Sharing of cases and best practices • 24/4/2014 – Workgroup on the topic • Social Selling tools and platfroms • ROI of Social Selling • Sharing knowledge, cases and best practices
- 95. Did we forget something? • 11/6/2014 – Workgroup/Info session • Based on previous 2 sessions Or • 11/6/214 – Workgroup on…
- 97. Connect with me!
Notas do Editor
- WelcomeWho am I?20 years of marketing (product and general marketing)10 years of international salesMe and social networkingMarketing strategy no longer worksMove towards face to face networkingMove towards social media
- Source: BtoBonline.com
- Livecast – platform to stream video from (video podcast with content)MMO = massive multiplayer onlineMOG = Massive online gameMMORP = Massively multiplayer online role-playing game
- En tochgebruik je het wel. Maar welk van deze ken je? Of niet?From @C4LPT = Jane Hart, Social Media and Learning expert, UKTake your time here to discuss what is in blueBridge to the MFWB tool….Why use an internal tool?Bridge the internal tool to the external tools? Why would I not use others?
- Benefits for sellers in using Twitter
- It’s about the meaningful interactions
- Verhaal Tearoom brugge + electrabel (verhuis)