The document discusses how the rise of social media has revolutionized marketing, sales, and customer relationships. It notes that customers now have more sources of information and influence outside of direct seller control. As a result, the sales process has shifted from educating prospects to engaging them, and from cold calls to qualified leads. The document recommends that companies adapt to this new environment through social selling - leveraging social networks to find prospects, build trust, and achieve sales goals. It provides tips on creating an online brand and engaging prospects through social media to facilitate relationships and sales.

3. The new possibilities offered by
the digital world for marketing
and sales professionals are
endless, and technology plays a
key role in how we manage
communication with our
prospects and customers.

4. The shift from traditional sales
models is a reality that is
revolutionizing business sales
strategies and the profile of
those who work in these
areas.

5. Before the rise of SOCIAL NETWORKS, the
primary way to obtain information about a
particular product or service was through the
seller, who (for the most part) controlled both
the selling and buying process.
In today’s world, information (or misinformation)
is available from other sources such as current
customers, competitors and multiple other
influencers and gurus whose voice is heard
through blogs and social media.
Today’s relationship with the customer may
start when the customer has already decided
what and from whom he wants to buy.

6. OLD SALES MODEL NEW SALES MODEL
SOCIAL MEDIA
EDUCATE ENGAGE
SALES 2.0
COLD CALLS
DEMOS QUALIFIED
LEADS
SALES 1.0

7. According to the II Annual Report of General
Electric Capital Retail Bank, 81%of users
start the purchase process with an Internet
search.

8. INNOVATE
OR DIE
GIVEN THESE TRENDS, COMPANIES HAVE ONLY ONE ALTERNATIVE:

9. SOCIAL SELLING is
the new trend in
capturing more
leads, therefore
more sales.

10. WHAT IS
SOCIAL
SELLING?
Social selling is about leveraging
your social network to find the right
p ro s p e c t s , b u i l d t r u s t - b a s e d
relationships, and ultimately, achieve
your sales goals. This sales technique
is more effective, generates more
pre-qualified leads and “warms up”
the prospecting process. Cold Calling
is now a thing of the past.
B u i l d i n g a n d m a i n t a i n i n g
relationships is easier and more
effective if channeled through the
social networks your customers trust.

11. 4 PILLARS OF
SOCIAL
SELLING
1.Create a professional brand
2.Focus on the right prospects
3.Engage with insights
4.Build trusted relationships

12. THE FACTS
via SocialSelling-coach
25% OF
SALESPEOPLE
INCREASE
PRODUCTIVITY
WITH A SOCIAL
SELLING PLAN
75% OF B2B
BUYERS ARE
INFLUENCED BY
SOCIAL MEDIA
56% OF SHOPPERS
CONNECT BETTER
WITH ACTIVE
BRANDS IN SOCIAL
NETWORKS

13. 74% of B2B buyers
conduct more than half
of their research online
(Accenture)
72% of salespeople
who use social
media outperform
their peers (Forbes)
65% of shoppers feel
that content in the
supplier's networks
has had an impact on
their final purchase
decision (Macalister
Bali and Co.)
THE FACTS

14. WHAT DOES ALL THIS MEAN FOR THE COMMERCIAL TEAM?

15. NEW MANAGEMENT SKILLS
1. MASTERING THE USE OF
SOCIAL NETWORKS
It is critical to know more
about a potential customer.
For example:
• What is their background
and interests
• What contacts do you have
in common with them
• Jobs or previous projects
If the seller investigates and
analyzes these details before
contacting a user, it is clear
that the conversation between
them will be more engaging
and productive.

16. 2. ENGAGE IN THE CREATION
OF A RELIABLE PERSONAL
BRAND
Neglecting your digital presence
may be leading to your business
losing sales opportunities.
The consolidation of a Personal
brand requires active publication
of valuable content that allows
the company to position itself as
a trusted expert and thought
leader.
Basic Recommendations:
• Showcase your ideas through
Blogs
• Social networking presentations
through SlideShare
• Participate in forums and
discussion groups related to your
area of expertise, especially in
LinkedIn (b2b) or Google+.
• Optimize Your RRSS and Share
Value Content
• Webinars
• Link all of the above to your
social channels
NEW MANAGEMENT SKILLS

17. 3. EFFICIE TIME
MANAGEMENT.
Use LinkedIn to review contact
data, organizational
hierarchies, relationships and
other information of interest.
NEW MANAGEMENT SKILLS

18. 4. LISTEN AND HELP
Today’s client seeks help and
information, but above all, they
want to be heard and understood.
There is a clear need to reduce
aggressive selling styles and lean
towards an advisory process.
NEW MANAGEMENT SKILLS

19. 6 STEPS TO EFFECTIVE
SOCIAL SELLING

20. 6 STEPS TO USE SOCIAL SELLING EFFECTIVELY
1. Setting Goals
Tracking metrics
and leads from
social channels
Start by setting your Social Sales goals:
• Fan Growth/Followers
• Reach
• Engagement
• Leads
• Customer Service

21. 2 . M o n i t o r t h e
existing prospects in
the main platforms:
Linkedin
Facebook
Twitter
Instagram
Snapchat
6 STEPS TO USE SOCIAL SELLING EFFECTIVELY

22. 3. Start creating 1 on
1 relationships
Connect with your
p r o s p e c t s o n a
personal level.
6 STEPS TO USE SOCIAL SELLING EFFECTIVELY

23. 4. Be Authentic and
provide value in all
online interactions.
Share valuable resources
to your prospects.
6 STEPS TO USE SOCIAL SELLING EFFECTIVELY

24. 5. Be An Active
Social Listener
Listen continuously
to the needs, pains,
problems of your
customers and offer
them the solutions.
6 STEPS TO USE SOCIAL SELLING EFFECTIVELY

25. 6. Monitor the
competition.
This can help you
identify potential
prospects and can
g i v e y o u a n
a d v a n t a g e i n
competitive offers.
• You will be able to identify the
potential differentiators vs.
competitors.
• Know what features they are
pushing and how you can plan
to counter them in
conversations with your
potential customers.
6 STEPS TO USE SOCIAL SELLING EFFECTIVELY

26. TIPS FOR TAKING ADVANTAGE OF LINKEDIN
• Be a Thought Leader in Your Industry
• Search for business opportunities
• Be part of the groups and forums of your
industry
• Use InMails for messages
• Identify Hot leads
• Monitor "time trigger" tool (if they have time to
publish, they will also have time to receive a
call)
• Identify the connections of your prospects to
generate new ones
• Follow companies similar to those already
identified
• Promote and share events to what you attend
• Ask for recommendations from your colleagues
and clients

27. MEJORES PRÁCTICAS DEL SOCIAL SELLING
• Investigate where people
talk about the brand or
the industry. The game
plan is to listen to the
right prospects on the
right channels. Facebook,
Twitter and LinkedIn are
smart places to start
listening. But depending
on your industry and
customers, you may find
that forums, Snapchat,
Instagram, TripAdvisor,
Yelp, or other sites are
equally important.
• Identify the influencers of
the industry. Influencers
are creating content, the
key is to make them
create content that helps
us build trust towards our
brand.
• Focus on LEADS rather
than LIKES
• Keep listening to identify
sales leads.
• Smart investigation of
your prospects.
• A correct search will
take you to the right
person, therefore, you
will increase your ROI
considerably.
• Monitor the brand
online.
• C r e a t e a l i s t o f
keywords that people
use to describe your
product, your industry
and your competitors

28. Q&A

29. THANK YOU

30. Contact us!
w w w . d o b l e g r o u p . c o m
@doblegroup /doblegroup /+doblegroup
Company/doble-group-llc doblegroup /DobleGroup

31. Doble Group, LLC
Doble Group, LLC is a boutique consulting firm that focuses on improving commercial
business results through CRM solutions and the alignment of the organization, its
processes and teams for success. We deliver our services through highly customized
consulting, training and coaching programs and the world’s #1 CRM technologies.