#SocialSelling Market and Sell to the Modern Buyer

2,094 views
2,027 views

Published on

Want to know how to make social selling work? So does the team at Funnelholic.

That is why we asked Jill Rowley, the world's most famous social sales person, to deliver her framework for social selling success. Not someone who learned it from a book. Someone who actually finished as one of the top reps quarter after quarter. Someone who took her recipe for success and helped train 1000's or reps at the one of the biggest tech companies in the world - Oracle. Someone who is now training sales leaders, executives, and individual reps from the world's greatest companies. That's Jill.

Published in: Sales, Technology, Business
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
2,094
On SlideShare
0
From Embeds
0
Number of Embeds
1,114
Actions
Shares
0
Downloads
22
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide
  • You must break through the clutter in order to be effective in social media. And there’s only one way to do that…
  • http://www.youtube.com/watch?v=W2yw5GEWwS0
  • You must break through the clutter in order to be effective in social media. And there’s only one way to do that…
  • achieve this by sharing personalities of our employees (YOU)!
  • achieve this by sharing personalities of our employees (YOU)!
  • Ultimately, social selling is about establishing your personal brand which perpetuates to establishing trust.
  •  Creating a buyer-centric LinkedIn profileThe art of a LinkedIn inviteSphere of Influence training (who is your buyers sphere of influence & how can you connect, engage & amplify)How to share content across your Social NetworksLinkedIn groups – which ones should you join and what do you do once you’re in the groupAdvanced Search in LinkedInSetting up LinkedIn SignalsUsing LinkedIn ContactsSetting up LinkedIn Job Change alerts
  • Your LinkedIn photo is an important part of your personal brand. Your photo is the first chance to build a strong first impression and build trust. Your photo represents your personal brand. Make sure you look professional. To edit your photo on LinkedIn:Logon to LIChoose Profile -> Edit ProfileClick on the camera icon Upload a professional photo (choose edit photo to replace your current photo)Save changes
  •  Creating a buyer-centric LinkedIn profileThe art of a LinkedIn inviteSphere of Influence training (who is your buyers sphere of influence & how can you connect, engage & amplify)How to share content across your Social NetworksLinkedIn groups – which ones should you join and what do you do once you’re in the groupAdvanced Search in LinkedInSetting up LinkedIn SignalsUsing LinkedIn ContactsSetting up LinkedIn Job Change alerts
  • You must break through the clutter in order to be effective in social media. And there’s only one way to do that…
  • #SocialSelling Market and Sell to the Modern Buyer

    1. 1. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. #SocialSelling Market & Sell to the Modern Buyer @jill_rowley#SocialSelling
    2. 2. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. #SalesSummit
    3. 3. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. This Funnelholic Sales Summit is sponsored by the following:
    4. 4. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. The ABC’s of Social Selling – Always Be Connecting @jill_rowley#SocialSelling
    5. 5. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Traditional Selling vs #SocialSelling @jill_rowley#SocialSelling
    6. 6. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 78% of Sales Using Social Media Outsell Their Peers @jill_rowley#SocialSelling
    7. 7. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Customers expect companies to feel personal and authentic @jill_rowley#SocialSelling
    8. 8. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. ADAPT OR DIE BE REPLACED Become transparent, responsive, & collaborative or else risk being “left in the dust” by competition @jill_rowley#SocialSelling
    9. 9. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. HOW? share the unedited voices & personalities of your employees! @jill_rowley#SocialSelling
    10. 10. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Buying process has changed Buyers are self-educating via SEARCH & SOCIAL @jill_rowley#SocialSelling
    11. 11. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 57% of the buying process done before engaging sales Then NowVS. @jill_rowley#SocialSelling
    12. 12. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 92% of B2B buyers start search on web… @jill_rowley#SocialSelling
    13. 13. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 82% of the world’s online population can be reached by SOCIAL NETWORKS Source: insites-consulting.com @jill_rowley#SocialSelling
    14. 14. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Superpower of peer2peer You Your future advocate @ACME& @jill_rowley#SocialSelling
    15. 15. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Buyer to Company: 33% trust @jill_rowley#SocialSelling
    16. 16. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Buyer to Buyer: 92% trust @jill_rowley#SocialSelling
    17. 17. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Meet the Modern Buyer Well-informed Digitally-driven Socially-connected Mobile & Empowered @jill_rowley#SocialSelling
    18. 18. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Unlimited access to real-time information about your company, products, competitors, customers, industry experts and influencers @jill_rowley#SocialSelling
    19. 19. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. You need more tools! Would you try to maintain your territory with only hammer & nails? (Phone & Email) @jill_rowley #SocialSelling
    20. 20. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Use Social Networks to Find, Listen, Relate, Connect, Engage & Amplify your buyers and their sphere of influence @jill_rowley#SocialSelling
    21. 21. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Content: R E A D what your buyers are reading and share that content across your Social Networks @jill_rowley#SocialSelling
    22. 22. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. The on Content The @jill_rowley#SocialSelling
    23. 23. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 1. Buyer-centric LinkedIn profile 2. The Art of a LinkedIn Invite 3. Sphere of Influence training 4. LinkedIn groups 5. Advanced Search in LinkedIn 6. LinkedIn Contacts 7. LinkedIn Job Change alerts 8. Share content @jill_rowley#SocialSelling
    24. 24. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Add a Professional Photo To edit your photo in LinkedIn: 1. Log onto LinkedIn 2. Choose Profile -> Edit Profile 3. Click on the camera icon 4. Upload a professional photo (choose edit photo to replace your current photo) 5. Save changes Represents your personal brand #SocialSelling @jill_rowley
    25. 25. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. The Good, the Bad, and The Ugly #SocialSelling
    26. 26. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 1. Pick a simple and short username (this is your brand) 2. Create a personal profile 3. Upload a good picture (no eggheads!) 4. Include your LinkedIn URL in your bio 5. Listen first, find your voice 6. Follow influencers and experts in your field; Create lists 7. Share things that are useful and relevant to your followers 8. Do no just self-promote or share your stuff 9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #SuperSocialChat #MillenialTalk @jill_rowley#SocialSelling
    27. 27. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. #SuperSocialChat – April 14, 2014 @jill_rowley#SocialSelling
    28. 28. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Personal Branding on Twitter @jill_rowley#SocialSelling “You are NOT a logo”
    29. 29. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 78% of Sales Using Social Media Outsell Their Peers @jill_rowley#SocialSelling
    30. 30. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. The ABC’s of Social Selling – Always Be Connecting @jill_rowley#SocialSelling
    31. 31. Copyright © 2013, Oracle and/or its affiliates. All rights reserved. QUESTIONS?

    ×