My Presentation on Social Selling given at The Sales Association Midwest 2013 Conference

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Social Selling in the Real World
11/14/13 9:30 AM
Real-Life Stories
John Head, Director of Enterprise Collaboration
PSC Group, LLC
chicago.salesassociation.org
© 2013 All Rights Reserved

2. F O U N D E D
I N
© 2013 PSC Group, LLC
1 9 9 0

3. John Head
jhead@psclistens.com
Facebook.com/johndhead
Twitter.com/johnhead
1051 Perimeter Drive
Suite 500
Schaumburg, IL 60173
(847) 517-7200
LinkedIN.com/in/johndhead
Slideshare.com/johnhead
Youtube.com/johnhead
(847) 517-7600 fax
www.johndavidhead.com
www.pscgroup.com
© 2013 IBM Corporation
Facebook.com/PSCGroup
Twitter.com/PSCGroup
Linkedin.com/company/psc-group-llc
Slideshare.com/PSCGroup
Youtube.com/PSCGroup

4. What is Social Selling?
“Sales technique that starts via social networking
sites such as Facebook and Twitter.”
or
“Replacing traditional selling methods with social
tools and techniques”
or
“Building pipelines using social tools”

5. What is Social Selling?
NO
“Sales technique that starts via social networking
sites such as Facebook and Twitter.”
or
“Replacing traditional selling methods with social
tools and techniques”
or
“Building pipelines using social tools”

6. Social Selling ?
“Social selling is a sales technique, leveraging social media, to get and
maintain a 360 degree picture of the clients and their influencer on an
ongoing basis. It allows sales people to manage and maintain 5 times as
many active customers compared to traditional techniques. Social selling
allows an average sales person to become a top performer simply by
using tools and techniques that allows them to socialize in a way that was
only accessible to the top sales guard in the past.”
Axel Schultze, CEO of XeeMe and Chairman Social Media Academy
Read original post at http://www.fillthefunnel.com/social-selling-is-notfor-the-lazy/

7. Social Selling?
“A fool with a tool is still a fool.”
“Social selling is a misnomer. Social doesn’t sell.
People do. Now Social Prospecting I can get behind.”
Trish Bertuzzi, President of The Bridge Group
“A fool using Social Selling is still broke.”
Miles Austin, FilltheFunnel.com

8. How I See Social Selling
Social Selling is
• Providing the sales person with more
intelligence.
• Reacting to the change in customer behavior and
selling process
• Allowing sales professionals to be more nimble
• Leverage ‘Social Capital into Closed Business’

9. Social Selling in the Real World
Social Selling allows me to:
• Track
• Organize
• Respond
Roughly 5 times faster than without the following
tools.

10. My Sales Process: Being a Thought Leader
The keys to my sales success:
1. Focused content that supports my sales goals
1. i.e. focus on mobile = mobile content
2. Building a personal brand around being a thought leader
1. Blogging
2. Speaking
3. Recognized Expert i.e. IBM Champion

11. Thought Leadership through Content
To be a thought leader, you need content.
The Social Selling process for me starts with content.
All content needs a home.
Facebook and Twitter are not content repositories.

14. Social Sites Support Content
• Your social sites should support the distribution
and conversations around your content
• Engagement around content is as important as
the content itself

17. Personal vs. Corporate Presence
• Having a personal and a corporate voice helps
with the sales process.
• If you have a marketing team, let them build the
corporate strategy content. You can share/reuse.
• Build your own content to fit the theme, but
needs to be in your own ‘voice.’

24. How do I manage all these social
conversations?
• Balancing content sharing and response is
incredibly important.
• Responding to a Facebook post is not a reason to
miss a meeting.
• Leverage tools that allow you to publish, share,
and communicate on your schedule

26. Sharing Content on a Schedule
• Don’t share everything as you read it.
• Publish content on your schedule.
• HootSuite allows you to easily schedule when
posts should be made.
• Besides my blog, I do this with everything.
• Tip: Share one item every hour.

28. What about listening?
• Part of social selling is having intelligence about
your customers.
• Here are the tools I use to enable that
intelligence difference.

38. Leveraging Your Network
1. Find ways to leverage your network to reshare
your content.
2. Retweets, Like, Share, etc. brings your content to
others outside your immediate network.
3. Find ways that work best for you

40. Social Selling Final Thoughts
1. Social Selling is not about ‘being social’
2. Create your own content and syndicate it using
your brand
3. Use social tools to monitor and discovery what
your customers want
4. Your customers are using social tools to monitor
you

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Questions &
Answers
chicago.salesassociation.org
© 2013 All Rights Reserved

42. Are You a Future Presenter?
If you are interested in presenting or volunteering
for the next conference or local event…
Please submit the card provided to your Room Host
or drop by The Sales Association—Midwest table.
Thanks for attending this year!
chicago.salesassociation.org
© 2013 All Rights Reserved

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Thanks!
John Head
Social Selling in the Real World
jhead@psclistens.com
Session title
chicago.salesassociation.org
© 2013 All Rights Reserved