Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/jim-ninivaggi
Session Overview
In this session we will introduce a social selling diagnostic model that looks at how ready your reps and buyers are to engage via social channels. This framework can be used to help you focus your social selling enablement programs, and improve the productivity of your salesforce.
8. Business-to-Business Social Maturity Model
• Random acts of social
• Reps left on their own to create content
No Social
Strategy
• Focus is on control
• Little or no training
Implement
Guidelines
• Social becomes part of sales process
• Skills and tools training
• Content is centralized for rep distribution
Social
Enablement
• Use of social analytics tools
• Proactive use of data
• Reps leverage to engage
Advanced Social
Listening
19. Social Selling Framework
MONITOR
ENGAGE
AWARENESS
DEMAND
Listen, research and
leverage social insights
Sharing content, strategic
orchestration
Building your professional
social brand
Creating client evangelists
MONITOR
ENGAGE
AWARENESS
DEMAND
USING SOCIAL AS PART OF
BUILDING STRONG CUSTOMER
RELATIONSHIPS
Notas do Editor
JN
JN
LG our data shows buyers are doing 60% o fhte buyers process online