The Social Selling Evolution- Socialize your sales pipeline

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A webinar about the Social Selling evolution- clients buy differently now than they did a few years ago and therefore sales professionals MUST adapt with social prospecting techniques that work.

Published in: Marketing, Business, Technology

The Social Selling Evolution- Socialize your sales pipeline

  1. 1. The Social Selling Evolution Socialize Your Sales Pipeline
  2. 2. Traditional prospecting not working?
  3. 3. COLD CALL, COLD CALL…
  4. 4. FRUSTRATED!
  5. 5. Because The Buyer Has Changed! 57%
  6. 6. The World Is Moving Social Enterprise Mid-Market Small Business
  7. 7. 20%
  8. 8. Want More Evidence? 23,000 Sales Reps 50% in 5 days $800,000 in 120 Days 3.5 meetings 17 Meetings in 60 Days
  9. 9. Result: Buying With Or Without You!
  10. 10. First To Add Value – Wins!
  11. 11. Don’t Be Like Them! “No Value – Sales Rep” “Invisible – Sales Rep”
  12. 12. WSI Social Selling is the Solution The DEFINITIVE Social Selling training program!
  13. 13. “Crowdsourcing” Every client experience increases best practices.
  14. 14. Content Updates = Content Machine
  15. 15. “Wikipedia for Social Selling” Partners access the world’s standard for Social Selling training.
  16. 16. eLearning System LMS Instructionally designed
  17. 17. WSI “7 STEP PROCESS”
  18. 18. Training Program Outline COURSE CODE COURSES Pre-Work INTRODUCTION TO SOCIAL SELLING Sales Kickoff TOP 10 TIPS, TRICKS & TACTICS Sales Kickoff On premise training kickoff / Sales Kickoff “Learning Path” Survey Module 1 Building a buyer-centric Social Profile Module 2 Mapping you Buyer Personas Module 3 Finding content that intrigues your buyer Module 4 Sharing content to push your buyer off their Status Quo Module 5 Campaigning & Connecting with buyers Module 6 Trigger Event Selling Module 7 Sphere of Influence Selling Module 8 Social Selling Routine 30-to-60 minutes per day Module 9 Leveraging Hootsuite for Content Sharing Module 10 Leveraging Hootsuite for Social Listening Module 11 Utilizing the LinkedIn Mobile App Module 12 Competitive Intelligence SALES REP CERTIFICATION Module 13 Building an internal content curation machine Module 14 Checklist and asset best practices for campaigning Module 15 Priority Shifting - Creating a conversion funnel using LinkedIn Module 16 Building a campaigning routine for sales reps Module 17 Micro-Marketing Strategies Module 18 Introduction to Advanced Social Selling Tools CORPORATE CERTIFICATION Module 19 Campaign adjustments and more advanced tools Module 20 Campaign adjustments and more advanced tools RECERTIFICATION AFTER 1 YEAR
  19. 19. Week 1 – 12: Social Selling in 30-60 minutes per day Weekly Training Modules
  20. 20. Sample Curriculum: Sphere of Influence SOCIAL SELLING DEALS!!! Client Success Story Corporate Insights Followers The Decision-Maker @ your Client 1st Degree Connections
  21. 21. Week 13 – 24: The Social Selling System Every 2 Weeks - Training Modules
  22. 22. Sample Curriculum: Priority Shifting “I don’t have a problem” Share article that pushes a buyer off their Status Quo “Ok, so I have a challenge, now what?” Unique Tracking URL for Sales Rep Sales Reps generate new sales opportunities – Social Proximity
  23. 23. Success Story: Cision Campaigning for “Social Media Ref” http://www.youtube.com/watch?v=kj2Qpv_YANE
  24. 24. Week 25+ : Campaigning & Advanced Tools Every 2 months - Training Modules
  25. 25. Step #6 – KPI’s & Measurements Network Growth Buyer Engagement Sales Opportunities Won Business
  26. 26. Step #7 - Certification
  27. 27. Complete Access to LMS Content Suggested KPI’s & Observable Behaviors
  28. 28. Instructor Certification
  29. 29. Ongoing Support through Implementation
  30. 30. Success Story: Oracle Global roll-out to all 23,000 sales reps
  31. 31. After 1 Year: Continuous Education The one constant in Social Selling is CHANGE CURRICULUM WILL EVOLVE & GROW!
  32. 32. Questions? Sharon Herrnstein, BA, MBA President, Certified Digital Marketing Consultant WSI Digitaledge Marketing 416-564-1863 sherrnstein@WSIDigitaledgeMarketing.com www.wsidigitaledgemarketing.com ©2013 WSI. All rights reserved.

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