Leveraging Social Intelligence for B2B Sales Teams
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What are the fundamentals of sales? Time is money, you must use technology to be more effective. With customers looking for help on social networks more than ever, social intelligence has the ability to drive more revenue. Delivered by Koka Sexton.
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Leveraging Social Intelligence for B2B Sales Teams
- 1. Social Selling Leveraging Social Intelligence for B2B Sales Teams @kokasexton | SLIDE :1
- 2. Sales experts and customers will share their insights • How lead generation can be put into high gear • Tested lead conversion strategies • Social selling ROI • How to increase customer retention | SLIDE :2
- 3. Social Selling Does Not Exist Without the Fundamentals Sales DNA Process Training Tools Social Selling SLIDE :3
- 4. | SLIDE :4
- 5. You Are Busy | SLIDE :5
- 6. Your Prospects Are Busy Too! | SLIDE :6
- 7. Be Different, Be Better | SLIDE :7
- 8. “70% of the B2B buying process happens online” SiriusDecisions Inc. awareness consideration purchase level of buyer activity “We have a project” “I’m just “We’ve downloading made a decision” stuff” “We’ve shortlisted vendors” “I’m just browsing” time
- 9. | SLIDE :9
- 10. 24% of a sales persons time is researching Almost 10 hrs a week! 50% decrease in time researching | SLIDE :10 customers and prospects.
- 11. | SLIDE :11
- 12. Data vs. Intelligence – CSO Insights Win Rates (2,000 Companies Studied) 52% 50.8% 50% 48% 45.9% 46% 44% 43.4% 42% 40% No Tools Sales Data Sales Intelligence Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
- 13. Tools Used by Inside Sales Prospect/customer websites 73.5 LinkedIn 69.3 LinkedIn groups 38.8 Blogs 30.6 Facebook 26.5 Twitter 24.5 Google 8.2 | SLIDE :13
- 14. The Impact of Sales Intelligence 49% 48% 48% 47% 46% 45% Self Search 44% Tech Enabled 43% 43% 42% 41% Win Rates | SLIDE :14
- 15. "If a man does not know to what port he is steering, no wind is favorable to him.”- Seneca
- 16. Where do I start? | SLIDE :16
- 17. Know Your Customer | SLIDE :17
- 18. Business Use of Social Media 60% of Decision Makers use Social Media | SLIDE :18
- 19. Sales Can Add Value and Build a Pipeline Using Social Media SLIDE :19
- 20. Something is wrong! B2B companies able to track leads from social media No Yes 0% 10% 20% 30% 40% 50% 60% 70% | SLIDE :20
- 21. Sales and Marketing are not Aligned | SLIDE :21
- 22. Empower Sales to be Super. SLIDE :22
- 23. Effective use of Sales Intelligence | SLIDE :23
- 24. Look for the Sales Triggers SLIDE :24
- 25. When you can spot an opportunity while it’s still a blip, you have the opportunity to get ahead of the competition. SLIDE :25
- 26. | SLIDE :26
- 27. Emulate the Borg | SLIDE :27
- 28. Get Social | SLIDE :28
- 29. 1:1 Sales | SLIDE :29
- 30. Sell to people NOT contacts | SLIDE :30
- 31. Click on the images below Track Monitor Connect Engage | SLIDE :31
- 32. Engage in communities that discuss topics and issues that you can help with. Share information that your prospects and customers want. SLIDE :32
- 34. Source: Lab42 SLIDE :34
- 35. The 5 Most Important Items to Update Customize headline Add Photo Add Websites Add Twitter Customize link | SLIDE :35
- 36. Join the next evolution of sales www.socialsellingu.com | SLIDE :36
Notas do Editor
- 50% decrease in time researching customers and prospects.24% of a sales persons time is researching
- Accelerate deals 20%
- These gains are summarized in a recent study by CSO Insights (2,000 companies, annual survey)
- Part of engagement should be monitoring for sales triggers
- You have to enable your sales team and help them become an extension of your marketing messaging. This is the only way to be successful.
- The first online profile you should focus on is LinkedIn. Stop thinking of it as a profile only updated when you are looking for a job. Your LI profile is being looked at by 60% or more of the people you come in contact with. Make sure your profile is updated, professional and an excellent example of YOU. I could talk for an hour on ways to enhance your LinkedIn profile but the most important points you should focus on are headline – Photo - websites - work history and summary.