7 Habits of Highly Effective (Social) Salespeople
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7 Habits of Highly Effective (Social) Salespeople

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There are tons of Sales 2.0 and social selling ideas being presented as concepts (”The Changing Buyer: Sell to them Differently!”) or features (”How to use LinkedIn to sell”). This ...

There are tons of Sales 2.0 and social selling ideas being presented as concepts (”The Changing Buyer: Sell to them Differently!”) or features (”How to use LinkedIn to sell”). This presentation aims to tie social selling concepts back to core selling techniques. It proposes the 7 habits that underlay the social and data-driven sales enterprise.

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7 Habits of Highly Effective (Social) Salespeople  7 Habits of Highly Effective (Social) Salespeople Presentation Transcript

  • 7 Habits of Highly Effective (Social) Salespeople
    Craig Rosenberg, Leader, Focus Expert Network (@funnelholic)
    Chris Jablonski, Marketing Manager, Focus (@cjablonski)
    June 2011
  • Who am I
    Craig RosenbergLeader, Focus Expert Network
    Funnelholic.com
    @Funnelholic
  • Two reasons why I can help you today
    I’ve built and seen numerous sales and marketing machines
    Personally built 24 demand generation organizations and involved in the development of 50
    Executed 100s of sales and marketing campaigns of all kinds
    Author of popular sales and marketing blog: www.funnelholic.com
    Focus.com is my laboratory where I learn from other experts, including top sales pros
  • Buyer decisions are getting longer and more complex
    purchase
    consideration
    awareness
    “ We have a project”
    online
    “I’m just downloading stuff”
    “ We’ve
    made a decision”
    level of buyer activity
    “ We’ve shortlisted vendors”
    “I’m just browsing”
    time
  • 5 key facts about today’s buyer
  • Sales 2.0: Sales has more info than ever
    Source: Nigel Edelshain, Creator of Sales 2.0
  • 24% of buyers indicated that the sales reps are not prepared for presentations at all, 30% indicate that they are somewhat prepared , and only 29% indicate that they are well prepared. – IDC, 2010
    But most sales people are not prepared
  • New formula for success: Combine traditional salesmanship with new information sources and online tactics to connect with today’s buyers
  • The 7 Habits
  • Fundamentals come first
    1
  • Social selling doesn’t exist without the fundamentals
  • Build a circle of trust
    2
  • 3 ways to build a reputation for trust
    Practice active listening
    Do unexpected things that show that you’ve listened
    Pay attention to the details that matter
  • Realize that you are a brand
    3
  • The most unique thing is not always the company or the product; but it is always you
  • Make your social bio meaningful, unique and memorable (not “unrelenting closer”)
    Use a picture; keep it professional
    Link to relevant sites, like your blog, Twitter, etc.
  • NOT THIS (actual Facebook profile image)
  • Be present and aware
    4
  • Always come prepared
    5
  • Source: Jacob Morgan, Principal, Chess Media Group
  • It’s a social world: Understanding your buyer (the person)
    What the organization cares about
    What your prospect cares about
    VS.
  • Always be prospecting and pay attention
    6
  • How to do it
    Tools for prospecting
    Tools for trigger events
    Source: Nigel Edelshain, Creator of Sales 2.0
  • LinkedIn Pro: personal “inbound marketing”
  • Always be helping so that you are always closing
    7
    • How can you be interesting to your customers if you’re talking about the exact same things as your competitors?
    • Differentiate by speaking about issues relevant and important to them
    • Give useful information away for free (that’s how HubSpot got so successful)
  • The new sales guy: The facilitator
    Prospect with a problem
    Customer provides input
    You
  • Thank You