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 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.

Published in: Business

7 Habits of Highly Effective (Social) Salespeople

  1. 1. 7 Habits of Highly Effective (Social) Salespeople<br />Craig Rosenberg, Leader, Focus Expert Network (@funnelholic)<br />Chris Jablonski, Marketing Manager, Focus (@cjablonski)<br />June 2011<br />
  2. 2. Who am I<br />Craig RosenbergLeader, Focus Expert Network <br />Funnelholic.com<br />@Funnelholic<br />
  3. 3. Two reasons why I can help you today<br />I’ve built and seen numerous sales and marketing machines<br />Personally built 24 demand generation organizations and involved in the development of 50 <br />Executed 100s of sales and marketing campaigns of all kinds<br />Author of popular sales and marketing blog: www.funnelholic.com<br />Focus.com is my laboratory where I learn from other experts, including top sales pros<br />
  4. 4. Buyer decisions are getting longer and more complex<br />purchase<br />consideration<br />awareness<br />“ We have a project”<br />online<br />“I’m just downloading stuff”<br />“ We’ve<br /> made a decision”<br />level of buyer activity<br />“ We’ve shortlisted vendors”<br />“I’m just browsing”<br />time<br />
  5. 5. 5 key facts about today’s buyer<br />
  6. 6. Sales 2.0: Sales has more info than ever <br />Source: Nigel Edelshain, Creator of Sales 2.0<br />
  7. 7. 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<br />But most sales people are not prepared<br />
  8. 8. New formula for success: Combine traditional salesmanship with new information sources and online tactics to connect with today’s buyers<br />
  9. 9. The 7 Habits<br />
  10. 10. Fundamentals come first<br />1<br />
  11. 11. Social selling doesn’t exist without the fundamentals<br />
  12. 12. Build a circle of trust<br />2<br />
  13. 13. 3 ways to build a reputation for trust<br />Practice active listening<br />Do unexpected things that show that you’ve listened<br />Pay attention to the details that matter<br />
  14. 14. Realize that you are a brand<br />3<br />
  15. 15. The most unique thing is not always the company or the product; but it is always you<br />
  16. 16. Make your social bio meaningful, unique and memorable (not “unrelenting closer”) <br />Use a picture; keep it professional <br />Link to relevant sites, like your blog, Twitter, etc.<br />
  17. 17. NOT THIS (actual Facebook profile image)<br />
  18. 18. Be present and aware<br />4<br />
  19. 19.
  20. 20.
  21. 21. Always come prepared<br />5<br />
  22. 22. Source: Jacob Morgan, Principal, Chess Media Group<br />
  23. 23. It’s a social world: Understanding your buyer (the person)<br />What the organization cares about <br />What your prospect cares about<br />VS.<br />
  24. 24. Always be prospecting and pay attention<br />6<br />
  25. 25. How to do it<br />Tools for prospecting<br />Tools for trigger events<br />Source: Nigel Edelshain, Creator of Sales 2.0<br />
  26. 26. LinkedIn Pro: personal “inbound marketing” <br />
  27. 27. Always be helping so that you are always closing<br />7<br />
  28. 28. <ul><li>How can you be interesting to your customers if you’re talking about the exact same things as your competitors?
  29. 29. Differentiate by speaking about issues relevant and important to them
  30. 30. Give useful information away for free (that’s how HubSpot got so successful)</li></li></ul><li>The new sales guy: The facilitator<br />Prospect with a problem<br />Customer provides input<br />You<br />
  31. 31. Thank You<br />
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