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From Social to Close: Repeatable Social Sales Funnel

From Social to Close: Repeatable Social Sales Funnel






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    From Social to Close: Repeatable Social Sales Funnel From Social to Close: Repeatable Social Sales Funnel Presentation Transcript

    • From Social to Close A Repeatable B2B Social Sales Funnel Chad McCaffrey @cjkmccaffrey chad@postbeyond.com 1
    • 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
    • What is Social Selling? Social Selling is simply augmenting your current sales process to include specific modern social media tools & tactics. 3
    • The Challenge: Buyer 2.0 Buyer 2.0 relies heavily on search engines and social media when making any purchasing decisions. 4
    • Content Marketing The Foundation 5
    • The 4 C’s of Content Marketing •  Consumption •  Curation •  Creation •  Connection 6
    • 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 $$$ 7
    • Social Sales Funnel Defined Soft Engagement •  Twitter •  Quora •  Linkedin Groups 8
    • Social Sales Funnel Defined Direct Engagement •  Linkedin •  Email •  phone 9
    • Social Sales Funnel Defined Pitch •  Online Meeting •  Web Demo •  In Person Meeting Close $$$$ 10
    • Social Tactics Social Proximity •  Utilizing social connections in your network. Actively growing your network increases social proximity to a 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
    • 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
    • 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
    • Tool Chest 14
    • 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 15