Too often we get trapped in the illusion that selling is an art form. This can be a dangerous notion if you let it become the fundamental premise of your sales philosophy. This has become even more dangerous with the advent of social media and networking. These new and potentially fertile grounds for sales leads can literally become distracting siren songs that can keep you trapped and bouncing around from one attractive, but futile suspected opportunity to the next. Today, I’m going to try to focus your attention on process, efficiency, and developing sales routines that will lead you into more “natural closes.”

1. How to Win Over and Over Again Bill Rice www.bettercloser.com @billrice Twitter discussion: #WinSales

2. Key Elements in Repeated Wins Balancing collecting and processing Using automation and lead nurturing Getting “natural closes” with process Getting tactical www.kaleidico.com | www.bettercloser.com 2 Twitter: #WinSales

3. Collecting & Processing Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 3

4. Social Media, Social Clutter Linkedin 70 Million Over 90,000 groups Twitter 105 Million 3 billion messages per day Facebook 500 million 30 billion pieces of content shared each month www.kaleidico.com | www.bettercloser.com 4 Twitter: #WinSales

5. www.kaleidico.com | www.bettercloser.com 5 Steve Pyke, TIME.com http://bit.ly/messy-al-gore Twitter: #WinSales

6. Collecting Prospecting Opportunity Pain Shifts Targeting Opportunity Angles Data Curation Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 6

7. Focus, Target, Find, Automate Focus on the right social networks Target known lead characteristics Find opportunities and suspects Automate your social lead generation

8. Focus (Evaluating Data Sources) Source of the original data Specificity of the data Intent of the data provider Cost of the data Usefulness (accuracy) Efficiency 8

9. Target

10. Find

11. Automate

12. Examples Linkedin – Targeting Twitter – Pain Blogs – Perception Discussion Groups – Triggers Google - Automate

13. Qualifying Leads with Linkedin 13

14. Linkedin for Call Objectives 14

15. Linkedin for Angles of Attack 15

16. Social Networks to Map Organizations 16

17. Mapping Architecture 17

18. Mapping Purchasing Decisions 18

19. Twitter for Angles of Attack 19

20. Qualifying Leads with Google 20

21. Google for Angles of Attack 21

22. Identifying Power and Relationships 22

23. Zoominfo Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 23

24. Automate Your Collection Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 24

25. Processing Content Nurturing Conversations Purpose Call Email Appointments Presentations Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 25

26. Messaging Clear themes Needs, wants, perceptions, preferences Synthesize Create key messages Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 26

27. Reuse, Repurpose Package Distribute Repackage Distribute differently Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 27

28. Message Know your messages Prepare them Look for them Catalog them Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 28

29. Presentation Virtualization Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 29

30. Link and Measure Make sure you can measure response Linkedin (Who’s Viewed My Profile?) Custom URL (i.e., blog post) Hootsuite (Twitter) Bit.ly (Any URL) Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 30

31. Lead Nurturing Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 31

32. Consistent Engagement 2500 “past leads” > 6 months Results (3 months): 20% lost and 16% “not a fit” 40% identified for active nurturing 15% identified as “sales ready” 7% converted to sales Revenue: $1.2 million (Source:InTouch – www.startwithalead.com) Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 32

33. Email #1 way to stay top of mind Easy to automate Use with call campaigns Call to action is key Measure (link!) Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 33

34. Linkedin Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 34

35. Slideshare.net Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 35

36. Twitter Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 36

37. Facebook Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 37

38. Blogging Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 38 http://bettercloser.com/7-reasons-social-media-sales/

39. More “natural closings” Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 39

40. Closing Sales Becomes Magical You get calls Emails get opened Credibility and expertise are assumed Trust is built People know your name Asking for the sale becomes much easier Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 40

41. Twitter: #WinSales www.kaleidico.com | www.bettercloser.com 41 Bill Rice Web: www.bettercloser.com/zoominfo Email: bill.rice@kaleidico.com Twitter:@billrice Linkedin:www.linkedin.com/in/billrice Phone: 734.775.4487