Increasing Sales Productivity with Social Selling
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For sales managers and sales leaders from Kurt Shaver of The Sales Foundry. Get a free assessment of your sales team's LinkedIn skills at http;//bit.ly/Assess_My_team
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Increasing Sales Productivity with Social Selling
- 1. Increasing Sales Productivity with Social Selling Kurt Shaver The Sales Foundry
- 5. Want to reach me? Forget cold calls. You have to get introduced or post something that catches my eye.”
- 7. “…get introduced…” Get Referrals “…or post something that catches my eye.” Share Content
- 9. Isn’t LinkedIn for finding a job?
- 10. The Aberdeen Group 31% Greater team quota attainment with social selling techniques
- 11. LinkedIn = Social Media Marketing handles Social Media
- 12. B2B Lead Sources
- 13. Poll – What is your role? a) Salesperson b) Sales Management c) Marketing d) Consultant or Entrepreneur e) Other
- 21. IT Solution Provider: Grow Network of Vendors • CISCO • EMC • VMware • MSFT • NetApp
- 22. Poll – What’s Your Top Metric? a) Sales Revenue b) Pipeline c) Appointments d) Social Influence Scores e) Connections, Posts,…
- 23. 2. Training
- 24. 2. Training
- 27. • To learn new skills
- 28. • To learn new skills • To “read the room”
- 29. • To learn new skills • To “read the room” • For your network to respond
- 30. Profile Network Listen Engage
- 31. Profile Network Listen Engage Basic: Headshot Insider: Headline
- 32. Profile Network Listen Engage Basic: 500+ Insider: Buyers
- 33. Profile Network Listen Engage Basic: Search Insider: Saved Search
- 34. Profile Network Listen Engage Basic: Home Page Updates Insider: View Recent Activity
- 36. Vendor Case Study Genuine Field Photo Industry Trend Report
- 37. Chris hasn’t had an activity over the last two weeks Walt hasn’t had an activity over the last two weeks Will hasn’t had an activity over the last two weeks Susan hasn’t had an activity over the last two weeks Bill hasn’t had an activity over the last two weeks Carol hasn’t had an activity over the last two weeks Zeke hasn’t had an activity over the last two weeks Kate hasn’t had an activity over the last two weeks
- 38. Chris hasn’t had an activity over the last two weeks Walt hasn’t had an activity over the last two weeks Will hasn’t had an activity over the last two weeks Susan hasn’t had an activity over the last two weeks Bill hasn’t had an activity over the last two weeks Carol hasn’t had an activity over the last two weeks Zeke hasn’t had an activity over the last two weeks Kate hasn’t had an activity over the last two weeks
- 40. Marketing Intern/Social Media Wiz Socially Savvy Top Rep Miller-Spin- Centric
- 41. Marketing Intern/Social Media Wiz Socially Savvy Top Rep Internal Sales Training Miller-Spin- Centric
- 42. Marketing Intern/Social Media Wiz Socially Savvy Top Rep Traditional Sales Training Company Miller-Spin- Centric Internal Sales Training
- 43. 1. Increase Effectiveness via Blend of: ◦ Self-study lessons ◦ Group coaching
- 44. 1. Increase Effectiveness via Blend of: ◦ Self-study lessons ◦ Group coaching 2. Track Results to Real Sales Successes
- 45. 1. Increase Effectiveness via Blend of: ◦ Self-study lessons ◦ Group coaching 2. Track Results to Real Sales Successes 3. Mobile
- 48. Go Mobile with
- 49. How are we going to pay for social sales training? 1. Take from other budgets 2. Self-funded by rep 3. HR career development funds 4. MDF funds for resellers 5. Roll up assn. or dealers
- 51. How many appointments have you booked using LinkedIn?
- 52. Does anyone here have high-level connections at your prospect? How many appointments have you booked using LinkedIn?
- 53. What sort of content are you sharing to attract buyers? Does anyone here have high-level connections at your prospect? How many appointments have you booked using LinkedIn?
- 54. L1: Your Connections L2: Your Connections’ Connections L3: Your Connections’ Connections’ Connections 535 318,200 10,311,800
- 55. LinkedIn Connections of Sales Reps S… 0 100 200 300 400 500 Recomm… Rep14 Rep1 Rep26 Rep8 Rep27 Rep28 Rep3 Rep28 Rep27 Rep32 Rep30 Rep13 Rep4 Rep17 Rep33 Rep19 Rep31 Rep10 Rep35 Rep20 Rep15 Rep22 Rep31 Rep2 Rep24 Rep21 Rep29 Rep6 Rep5 Rep11 Rep16 Rep23 Rep25 Average 400 15 18 27 33 49 65 78 99116129145151 178179185195 227228235248 257276 312 335339 359 379 399 500500500 500 500 235 400 178 125 189 245264 204 432 342 411 378 234 428 467 406 488500 463 500 432 500 431422432 463 500500500 485500500500500500 407 # of Connections
- 56. S… 0 100 200 300 400 500 Recomm… Rep14 Rep1 Rep26 Rep8 Rep27 Rep28 Rep3 Rep28 Rep27 Rep32 Rep30 Rep13 Rep4 Rep17 Rep33 Rep19 Rep31 Rep10 Rep35 Rep20 Rep15 Rep22 Rep31 Rep2 Rep24 Rep21 Rep29 Rep6 Rep5 Rep11 Rep16 Rep23 Rep25 Average 400 15 18 27 33 49 65 78 99116129145151 178179185195 227228235248 257276 312 335339 359 379 399 500500500 500 500 235 400 178 125 189 245264 204 432 342 411 378 234 428 467 406 488500 463 500 432 500 431422432 463 500500500 485500500500500500 407 # of Connections +5,994 L1 +1,000,000 L2 +XX,XXX,XXX L3 LinkedIn Connections of Sales Reps
- 57. Website Visit Trade Show LinkedIn Twitter Track social lead sources the same way as traditional lead sources
- 59. Miller-Spin- Centric Want to know how your sales team’s LI skills stack up to the competition?
- 60. • Custom LinkedIn Assessment • Compare to Industry Averages • Uncover New Opportunities
- 61. bootcamp.thesalesfoundry.com *Report fee waived for qualified companies with 25+ B2B sales reps • Custom LinkedIn Assessment • Compare to Industry Averages • Uncover New Opportunities
Notas do Editor
- What is your role? Individual contributor Sales management Sales Ops/Enablement Other
- What should be success metrics for social selling? Connections and other LI KPIs Social influence Appointments Sales Other
- What should be success metrics for social selling? Connections and other LI KPIs Social influence Appointments Sales Other