Your SlideShare is downloading. ×
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Business At The Speed of Like: New Imperatives For Social Media Success For Sales

171

Published on

Webinar on the rise of social sales, by Sales Performance International and Social123.

Webinar on the rise of social sales, by Sales Performance International and Social123.

Published in: Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
171
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
4
Comments
0
Likes
1
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Business At The Speed of Like:New Imperatives for Social Media SuccessPresented by: Sales Performance International and Social123 Date: January 24, 2013
  • 2. Sales PerformanceAbout Today s Presenters Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Enablement   2013 Brandon Uttley Social Media Product Manager Sales Performance International Social123   Social. Scott Miller Sales. Enablement.   President Social123©2013 ©Solution Selling, Inc. 2
  • 3. Sales PerformanceWhat We ll Discuss Optimization:   Social Media For Sales   Right People   Right Process  q  The Explosion of Social Media Sites Right Tools   Assessment   Development  q  How Social Media Is Impacting Sellers Enablement   2013q  How Buyers Have Changedq  The Benefits of Social Sellingq  How To Embrace Social Media As Part of Your Sales Process Social123   Social. Sales.q  Social Lead Generation Enablement.  q  Social Sales Enablement©2013 ©Solution Selling, Inc. 3
  • 4. Rapid Growth In Social Media
  • 5. Sales PerformanceGrowth In 2012 Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Over 1 Billion Users Enablement   2013 q  500+ Million Users Social123   Social. Sales. Enablement.   200+ Million Users©2013 ©Solution Selling, Inc. 5
  • 6. How Social Media Is Affecting Sales
  • 7. Sales PerformanceBuyers Are More In Control Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment  93% of buyers begin their buying process using Internet search Development   Enablement   Source: Marketo 2013One third of 1,000 global buyers had already used social media toengage with vendors Source: IBM Institute for Business Value Social123  Of more than 170 B2B involved in purchasing solutions in the Social. Sales.past year, 72% used social media to research their purchase. Enablement.   Source: DemandGen©2013 ©Solution Selling, Inc. 7
  • 8. Changing Dynamics of the Buying Process Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Buying Phases Assessment   Development   Enablement   Phase 0: Phase I: Phase II: Phase III: Plan Strategically Determine Needs Evaluate Alternatives Evaluate Risk 20131.0 “Micro-Marketer” “Situational Expert” “Risk Manager” Social123   Social. Time Sales. Enablement.  2.0©2013 ©Solution Selling, Inc. 8
  • 9. ©2013 ©Solution Selling, Inc. 9
  • 10. The Benefits of Social Selling
  • 11. Sales PerformanceSocial Selling Optimization:   Social Media For Sales   Right People   Right Process  q  Top Performing Sales Organizations Are Seeing Positive ROI Right Tools   Assessment   Through Social Selling Development   Enablement   2013 Social123   Social. Sales. Enablement.   Source: Aberdeen Group, June 2012©2013 ©Solution Selling, Inc. 11
  • 12. Sales PerformanceLeading Pressures Among Best-In-Class Companies Optimization:   Social Media For Sales   Right People   Right Process  q  Customers and prospects are communicating on social Right Tools   Assessment   networks; we need to be there too (71%) Development   Enablement  q  Address the diminishing effectiveness of traditional marketing 2013 activities (57%) Source: Aberdeen Group, June 2012 Social123   Social. Sales. Enablement.  ©2013 ©Solution Selling, Inc. 12
  • 13. Evolving To MeetSocial Media Challenges
  • 14. Sales PerformanceSales People Who Win More Deals Will... Optimization:   Social Media For Sales   Right People   Right Process   Right Tools  q  Understand the need to utilize social media to stay attuned Assessment   Development   to potential opportunities Enablement   2013q  Build their credibility and the “social proof” of their offerings Social123   Social. Sales. Enablement.  ©2013 ©Solution Selling, Inc. 14
  • 15. Sales PerformanceHow To Get There Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment  q  Take training courses Development   Enablement   2013q  Make A Plan (And Stick To It)q  Utilize The Right Tools Social123   Social. Sales. Enablement.  ©2013 ©Solution Selling, Inc. 15
  • 16. About Social123
  • 17. Social Statistics Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   •  85% of Sales Representatives believe85% Development   Enablement   contact data in LinkedIn is better than the data inside of their CRM 2013 •  25% of B2B contact data will become25% inaccurate over the course of 12 months Social123   Social. Sales. Enablement.   •  The average Sales Representative 1.3 spends 1.3 hours a week outside of their CRM collecting contact data©2013 ©Solution Selling, Inc. 1 7
  • 18. Social Lead Generation Sales Performance Optimization:   Social Media For Sales   What should I be listening Right People   Right Process   for on Social Media? Right Tools   Assessment   Development   •  My Company Enablement   •  My Products 2013 •  My Competitors •  My Customers •  My Executives •  Industry Keywords •  Google AdWords Social123   Social. Sales. Enablement.  ©2013 ©Solution Selling, Inc. 1 8
  • 19. Social Lead Generation Sales Performance Optimization:   Social Media For Sales   What should I be listening Right People   Right Process   for on Social Media? Right Tools   Assessment   Development   •  My Company Enablement   •  My Products 2013 •  My Competitors •  My Customers •  My Executives •  Industry Keywords •  Google AdWords Social123   Social. Sales. Enablement.   Twitter users are 24 % more likely to make online purchases, than average Internet users - CNBC©2013 ©Solution Selling, Inc. 1 9
  • 20. Social Lead Generation Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Enablement   2013 First Name: Aaron Last Name: Biddar Social123   Location: Atlanta, GA Social. Sales. Enablement.   URL: social123.com Self-Description: CEO @ Social123, Social Media know it all Followers: 456©2013 ©Solution Selling, Inc. 2 0
  • 21. Social Sales Enablement Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Enablement   2013 Social123   Social. Sales. Enablement.   Social. Sales. Enablement.©2013 ©Solution Selling, Inc. 2 1
  • 22. Social Sales Enablement Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Enablement   2013 Social123   Social. Sales. Enablement.  ©2013 ©Solution Selling, Inc. 2 2
  • 23. Social Sales Enablement – The Impact Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Enablement   2013 Accuracy and Confidence in Contact Data Enriched Understanding Social123   Social. Sales. Enablement.   Additional Communication Channels©2013 ©Solution Selling, Inc. 2 3
  • 24. Closing Sales Performance Optimization:   Social Media For Sales   Right People   Right Process   Right Tools   Assessment   Development   Enablement   2013 Brandon Uttley Social Media Product Manager Sales Performance International Scott Miller President Social123 ©2013 ©Solution Selling, Inc. 2 4

×