Selling In A Social World

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What the Management Team Needs to Know to Succeed with Today\'s Customers

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Selling In A Social World

  1. 1. Selling in a Social World:What the Management TeamNeeds to Know to Succeed withTodays CustomersAnneke SeleyCEO, Reality Works Group, formerly Phone Works, Coauthor,Sales 2.0©  2012. All rights reserved.
  2. 2. ©  2012. All rights reserved.
  3. 3. Today’s Customer Justin Davison©  2012. All rights reserved.
  4. 4. “ “ ©  2012. All rights reserved.
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  7. 7. B2B Customers are using social media to make buying decisions. Sales teams need to be engaged to find these prospects.©  2012. All rights reserved.
  8. 8. Customer Buying Behavior Awareness Consideration Purchase “ We have a Level of buyer activity project” “I’m just downloading stuff” “ We’ve made a decision” “ We’ve shortlisted vendors” “I’m just browsing” 70% of the buyer’s journey is complete before it gets to sales. Sirius Decisions Time©  2012. All rights reserved.
  9. 9. Market Insights“ “ From 2011 TeleWeb Buyer Preference Study©  2012. All rights reserved.
  10. 10. Today’s Sales Leaders Dave Spencer Global Vice President, Cloud Sales, SAP©  2012. All rights reserved.
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  15. 15. Seven Factors Driving Change 1.  Changing communications preferences 2.  Shifting power from sales to customers 3.  Rising cost of sales 4.  Customer demand for CSR 5.  Different markets, different economics 6.  Decreasing sales effectiveness 7.  Increased demand for trust©  2012. All rights reserved.
  16. 16. How Must Selling Change?©  2012. All rights reserved.
  17. 17. Social Selling A measurably more efficient and effective way of engagement for both the buyer and the seller enabled through social media technology.©  2012. All rights reserved.
  18. 18. Dan Harding, Social Sales Rep 80% of [Dan’s] qualified leads now come from referrals, social networking and social media. 25% Annual Quota©  2012. All rights reserved.
  19. 19. Very Large Social Sales Company 0 to over 1,000 target audience connections in first 4 weeks©  2012. All rights reserved.
  20. 20. Start-Up Social Sales Company 30% revenue and 95% of pipeline from social selling©  2012. All rights reserved.
  21. 21. Obstacles to Success©  2012. All rights reserved.
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  26. 26. How do you make sense of all of this?©  2012. All rights reserved.
  27. 27. Harness Social Sales Intelligence Company Info √ People Connections Industry News Competition Insights SME & Analyst Social Buzz Reports CRM Right Right Right Person Message Time©  2012. All rights reserved.
  28. 28. Embed Social Selling into Sales Tools Account-specific social insights Ÿ  Company Info Ÿ  News Alerts Ÿ  Social Profiles Ÿ  Social Buzz Ÿ  Financials No Ÿ  Family Tree more cold Ÿ  Industry calls Profiles Ÿ  Connections News alerts & Ÿ  List Building trigger eventsUse cases with SAP Sales OnDemand & InsideView©  2012. All rights reserved.
  29. 29. Mine Corporate Social Connections Leverage your internal “relationship assets” to find warm connections to prospectsFind contacts and connectionsyou didn’t know existed ©  2012. All rights reserved.
  30. 30. It’s about People, Not Contacts •  Follow companies and people of Interest •  Learn their interests and issues •  Build Trust more quickly •  Engage in Social Conversations from within InsideView and SAP Sales OnDemand©  2012. All rights reserved.
  31. 31. Take Action & Engage Convert social intelligence into meaningful conversations©  2012. All rights reserved.
  32. 32. How To Get Started?©  2012. All rights reserved.
  33. 33. Social Selling Strategy & Implementation Plan What is the purpose/objective? Where in the sales cycle? Integration with marketing? What is the measurable goal and by when? How to roll out/execute? Can use outside consulting expert for help©  2012. All rights reserved.
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  41. 41. Key Take-Aways A new way of customer engagement is here… …with real and demonstrable ROI Now is the time to implement Social Selling©  2012. All rights reserved.
  42. 42. sales20book.com realityworksgroup.com +1 510 749 9073 @annekeseley  ©  2012. All rights reserved.

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