From Social to Close - Innovation Factory

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From Social to Close - Innovation Factory

  1. 1. From Social to Close A Repeatable B2B Social Sales Funnel Chad McCaffrey @cjkmccaffrey chad@postbeyond.com 1
  2. 2. Agenda •  What is Social Selling? •  Content Marketing: The Foundation •  The 4 C’s of Content Marketing •  The Challenge: Buyer 2.0 •  Social Sales Funnel Defined •  Social Tactics •  Tool Chest •  Q&A 2
  3. 3. What is Social Selling? Social Selling is simply augmenting your current sales process to include specific modern social media tools & tactics. 3
  4. 4. The Challenge: Buyer 2.0 Buyer 2.0 relies heavily on search engines and social media when making any purchasing decisions. 4
  5. 5. Content Marketing The Foundation 5
  6. 6. The 4 C’s of Content Marketing •  Consumption •  Curation •  Creation •  Connection 6
  7. 7. the Social Sales Funnel Defined “Nobody wants to get pitchslapped” - Ron Tite The Tite Group 1.  Soft engagement 2.  Direct engagement 3.  Pitch 4.  Close $$$ 7
  8. 8. Social Sales Funnel Defined Soft Engagement •  Twitter •  Quora •  Linkedin Groups 8
  9. 9. Social Sales Funnel Defined Direct Engagement •  Linkedin •  Email •  phone 9
  10. 10. Social Sales Funnel Defined Pitch •  Online Meeting •  Web Demo •  In Person Meeting Close $$$$ 10
  11. 11. Social Tactics Social Proximity •  Utilizing social connections in your network. Actively growing your network increases social proximity to prospective buyers. Leads to quick referrals or introductions. •  LinkedIn is an amazing tool for allowing you to see which connections you have in a company and empowers you to find out which decision makers or potential champions you can leverage. 11
  12. 12. Social Tactics Social Listening •  Act of listening to conversations taking place on social media, and looking for opportunities to participate and engage with potential customers and prospects. •  Twitter Lists, Hash-tags, Advanced Graph Searches 12
  13. 13. Social Tactics Social Surrounding •  Socially surrounding your prospect involves having a 360 degree view of the individual both professionally and personally. •  This is when true relationships can form and the best selling conversations take place. •  Mine for information and context you can use to initiate a valuable touch point or engagement. 13
  14. 14. Tool Chest 14
  15. 15. PostBeyond social selling enablement •  Custom content marketing Hub for your team to access. •  Pre approved posts for scheduling and 1 click sharing across personal social media accounts. •  Amplify strong cohesive messaging throughout your influencers personal brands. •  In Depth Analytics for reporting Results/gamification. 15
  16. 16. Thank you! Q&A Chad McCaffrey Director, Strategy & Corporate Development PostBeyond 1075 Queen St E. Toronto, ON Canada M4M1K3 •  tel. 416.560.5481 •  email. chad@postbeyond.com •  web. www.postbeyond.com 16

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