Social Selling for the Enterprise
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Learn how world-class sales organizations are adapting their sales processes to the new Social Selling reality in this presentation by InsideView and Sales Performance International. Understand what you need in order to develop a strategic framework for Social Selling and align it to your sales process, and which tools and training will help you win at Social Selling.
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Social Selling for the Enterprise
- 1. Social Selling for the Enterprise June 11th, 2013
- 2. Presenters & Agenda Brian Bachofner Director of Alliances– InsideView, Inc. Brandon Uttley Social Media Product Manager– Sales Performance International • What’s the case for Social Sales? • Components to a Social Selling System • The New Sales Role(s) and how to adapt your Sellers • 5 Ways to embrace Social Selling in the Enterprise #sellwithsocial #socialselling ©2013 InsideView and Solution Selling, Inc.
- 3. Social has changed how people buy
- 4. Social Selling is… Aberdeen Group defines Social Selling as: • Internal collaborative tools used by professional sellers to benefit team-based selling • How sales teams “listen” to external social content relevant to customers, accounts and target markets • Active use of posts, tweets and online technologies to impact eventual buying decisions Source: Aberdeen Group #socialselling ©2013 InsideView and Solution Selling, Inc.
- 5. Duh, it’s all about the customer “The purpose of the Sale is not the Sale. It’s to create a customer.” Terry Jones, Founder of Kayak.com ©2013 InsideView and Solution Selling, Inc. #socialselling
- 6. Customer Purchase Decision Timeline ©2013 InsideView and Solution Selling, Inc. #socialselling
- 7. From scalable 1:M interactions to 1:1 relationships Social channel creates meaningful conversations ©2013 InsideView and Solution Selling, Inc. #socialselling
- 8. But we’re getting overwhelmed in the process #socialselling ©2013 InsideView and Solution Selling, Inc.
- 9. Components of a Social Selling System
- 10. Social Selling Components Training Strategy Technologies #socialselling ©2013 InsideView and Solution Selling, Inc.
- 11. Following Big Blue’s Lead #socialselling ©2013 InsideView and Solution Selling, Inc.
- 12. Phase I: Determine Needs Phase II: Evaluate Alternatives Phase III: Evaluate Risk Phase 0: Plan Strategically 1.0 2.0 Time Source: ©Solution Selling, Inc. Buying Phases Changing Dynamics of the Buying Process Three Key New Roles #socialselling ©2013 InsideView and Solution Selling, Inc. Micromarketer Risk ManagerSituational Expert
- 13. Ways to Embrace Social Selling 1. Champion Social Selling from the top down 2. Develop a strategic plan to include SM across departments 3. Empower people throughout the organization 4. Monitor & Measure results 5. Celebrate successes 5 #socialselling ©2013 InsideView and Solution Selling, Inc.
- 14. 1. Champion Social Selling from the Top Down #socialselling ©2013 InsideView and Solution Selling, Inc. 76% of executives want their CEOs to be social Source: Weber Shandwick/KRC Research
- 15. 2. Develop a Strategic Plan Across Departments #socialselling ©2013 InsideView and Solution Selling, Inc. Marketing Operations Public Relations Legal Human Resources Customer Service Sales Plan Create Qualify Prove Close
- 16. 3. Empower People Throughout the Organization #socialselling ©2013 InsideView and Solution Selling, Inc. 60-75% of employees have not had formal social media training
- 17. 4. Monitor and Measure #socialselling ©2013 InsideView and Solution Selling, Inc.
- 18. 5. Celebrate Success #socialselling ©2013 InsideView and Solution Selling, Inc. Leads Conversions Wins Credibility Visibility Value Team Quota Improved Individual Quota Improved
- 19. Next Steps ©2013 InsideView and Solution Selling, Inc.
- 20. Next Steps 1. Visit the Social Selling page on SPI spisales.com/social-media-for-sales ◄ (download our free eBook) 2. Take our poll on LinkedIn group SSU o Start a free trial account on InsideView to explore o http://learnmore.insideview.com/HowToUseInsideViewforSocialSelling.html #socialselling ©2013 InsideView and Solution Selling, Inc.
- 21. Thank You #social ©2013 InsideView and Solution Selling, Inc.
Notas do Editor
- Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
- Here is our agenda for what we will cover today. Please let me know if this matches your expectations, and if you have a special interest in certain areas.
- Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
- Social media is not a direct-response channel. I think we can all agree on that. But it absolutely is part of the sales funnel for your business.It’s where you can build and foster relationships with unlimited prospects, partners and influencers at very little cost, addingvalue on a daily basis until a percentage of those individuals and organizations are ready to move forward – either into a conversation or an active buying cycle. Establishing a quantitative value for social media asa component of the sales funnel has been difficult, largely because we rely on disparate systems to establish causality. Thathas changed as CRM systems have updated their solution to better track social media lead sources. It is now easier than ever to see integrated social media accounts and interaction activity right inside CRM platform.
- Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
- NOTE: Make these overlap color-wise. SPI is helping bridge the gap between strategy, tools and training.
- Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
- Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.