Social Sales                             The Art of Driving New Revenue through                    LinkedIn, Facebook, and...
Social/Sales CRM         LinkedIn - projected $1 billion in 2012         Salesforce/Buddy Media - $600 Million         Ora...
The Sales Cycle                               Building A Prospect List                                Marketing your Brand...
3 Truths       1. Social CRM won’t make you good at          sales       2. Social CRM Works In Stages            1. Infor...
Building A List                                           5Tuesday, November 13, 2012
LinkedIn   •   Geographic Area   •   Job Title   •   Company Size   •   Individual   •   Current Clients                  ...
Advanced Search                                          7Tuesday, November 13, 2012
Company Search                                       8Tuesday, November 13, 2012
Client Search                                             9Tuesday, November 13, 2012
Google Search                                  site:linkedin.com “area”                                  “title” -jobs -di...
Marketing Your Brand                              11Tuesday, November 13, 2012
Profiles     • Optimize profile and company to sell       – name, phone number, how you help them     • Own as many spots i...
✓                    100% PROFILE COMPLETENESS           ✓                    LOOK, FEEL, AND SPELL CHECK           ✓     ...
Company Page     ✓ Identify your branch or location     ✓ Products and Services tab     ✓ Make history and future interest...
Don’t I Know You?     • Where have they seen you before?           – events, business journal, speaking, blog, charity    ...
As A Rolodex     • Human Touch     • Showcase just some of what you’re       doing     • Getting back in touch (Kevin, Mit...
•    Don’t be funny, but do be clever     •    10% business posting     •    Connect with cold prospects     •    Reply to...
Blogging     • Sales blogs shouldn’t be about sales     • Interview SME’s in your company and clients     • Write what you...
Contacting Decision                Makers                                 19Tuesday, November 13, 2012
Connecting With Prospects     • Connecting is NOT asking for business     • Add a personal, customized message     • Refer...
Follow/Friend/Like     •    Emotional connection to liking someone     •    Gamification - words with friends     •    The...
Decision Maker Tactics     • Get responses in social     • Arrange to meet at real life events     • Don’t reference socia...
Who Viewed My Profile?                                 23Tuesday, November 13, 2012
Sourcing Executives     • Top Executives don’t run their profiles if       they have jobs     • Tech and Marketing Executiv...
Setting The                             Appointment                                            25Tuesday, November 13, 2012
Research     •    Org Chart     •    Resumes of direct reports     •    Press releases, marketing material     •    pdf, p...
The Pitch                                         27Tuesday, November 13, 2012
UNDERSTANDING THE       CLIENT         Google Searches and alerts         Bing too         Only LinkedIn gives your search...
The Close                                         29Tuesday, November 13, 2012
SOCIAL DO’S/DON’TS            Don’t close over social channels            Do use social to communicate            Do refer...
31Tuesday, November 13, 2012
Jim Durbin                                Brandstorming.com                             twitter.com/brandstorming         ...
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Social Sales Webinar: Driving Revenue From Your Online Profile

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An early sales webinar in preparation for SocialSalesTraining.com.

The presentation walks you though how to use the internet in your sales cycle.

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Social Sales Webinar: Driving Revenue From Your Online Profile

  1. 1. Social Sales The Art of Driving New Revenue through LinkedIn, Facebook, and other Social Sites 1Tuesday, November 13, 2012
  2. 2. Social/Sales CRM LinkedIn - projected $1 billion in 2012 Salesforce/Buddy Media - $600 Million Oracle/Vitrue - $300 million Facebook IPO - down/stuck at $33/share. LinkedIn $106/share $32-35 a share IPO IBM goes with SugarCRMTuesday, November 13, 2012
  3. 3. The Sales Cycle Building A Prospect List Marketing your Brand Contacting Decision Makers Setting the Appointment The Pitch The Close 3Tuesday, November 13, 2012
  4. 4. 3 Truths 1. Social CRM won’t make you good at sales 2. Social CRM Works In Stages 1. Information, Connection, Engagement 3. You have to be interested to be interesting 4Tuesday, November 13, 2012
  5. 5. Building A List 5Tuesday, November 13, 2012
  6. 6. LinkedIn • Geographic Area • Job Title • Company Size • Individual • Current Clients and they are all using social media 6Tuesday, November 13, 2012
  7. 7. Advanced Search 7Tuesday, November 13, 2012
  8. 8. Company Search 8Tuesday, November 13, 2012
  9. 9. Client Search 9Tuesday, November 13, 2012
  10. 10. Google Search site:linkedin.com “area” “title” -jobs -dir -title -pub 10Tuesday, November 13, 2012
  11. 11. Marketing Your Brand 11Tuesday, November 13, 2012
  12. 12. Profiles • Optimize profile and company to sell – name, phone number, how you help them • Own as many spots in search as possible – Slideshare, Meetup, About.Me, Facebook • Update profile to reflect your sales cycle – Have a generic and a specific profile • Pictures really do speak louder than words 12Tuesday, November 13, 2012
  13. 13. ✓ 100% PROFILE COMPLETENESS ✓ LOOK, FEEL, AND SPELL CHECK ✓ VANITY URL: LINKEDIN.COM/IN/YOURNAME ✓ SUMMARY WRITTEN FOR RESEARCHERS ✓ GROUPS (AS IDENTITY SIGNALS) ✓ CONTACT LINKS ✓ RECOMMENDATIONS LINKEDIN CHECKLISTTuesday, November 13, 2012
  14. 14. Company Page ✓ Identify your branch or location ✓ Products and Services tab ✓ Make history and future interesting ✓ Channel prospects to information 14Tuesday, November 13, 2012
  15. 15. Don’t I Know You? • Where have they seen you before? – events, business journal, speaking, blog, charity • Showcase some of what you’re doing – check-ins, humble brags, pictures • Post stories about your wonderful life • Do you need a Facebook page? • What sites should you join? 15Tuesday, November 13, 2012
  16. 16. As A Rolodex • Human Touch • Showcase just some of what you’re doing • Getting back in touch (Kevin, Mitch, Aaron) • Make a decision about your goals 16Tuesday, November 13, 2012
  17. 17. • Don’t be funny, but do be clever • 10% business posting • Connect with cold prospects • Reply to others 60-70% • Focus on helping • Ask for help • Twitter users are high social users 17Tuesday, November 13, 2012
  18. 18. Blogging • Sales blogs shouldn’t be about sales • Interview SME’s in your company and clients • Write what you think, not what you know • Research, don’t theorize • Reasons: SEO, Speaking • The power of the videoblog 18Tuesday, November 13, 2012
  19. 19. Contacting Decision Makers 19Tuesday, November 13, 2012
  20. 20. Connecting With Prospects • Connecting is NOT asking for business • Add a personal, customized message • Reference external material • Using InMail? Should you? • Why would they want to speak to you? • Consider LinkedIn as a secondary site 20Tuesday, November 13, 2012
  21. 21. Follow/Friend/Like • Emotional connection to liking someone • Gamification - words with friends • They get reports (so do you) • Goals are... Learn Connect Engage ...in that order 21Tuesday, November 13, 2012
  22. 22. Decision Maker Tactics • Get responses in social • Arrange to meet at real life events • Don’t reference social. It looks creepy • Treat the channel differently • Use the phone to leave messages • Visit the profile a day or two before calling • Find the direct dial 22Tuesday, November 13, 2012
  23. 23. Who Viewed My Profile? 23Tuesday, November 13, 2012
  24. 24. Sourcing Executives • Top Executives don’t run their profiles if they have jobs • Tech and Marketing Executives might • Doctors don’t. Office managers do. • Be a helpful resource • Check back regularly 24Tuesday, November 13, 2012
  25. 25. Setting The Appointment 25Tuesday, November 13, 2012
  26. 26. Research • Org Chart • Resumes of direct reports • Press releases, marketing material • pdf, ppt and xcl • Competitor case studies and profiles • Content as bait to your client list 26Tuesday, November 13, 2012
  27. 27. The Pitch 27Tuesday, November 13, 2012
  28. 28. UNDERSTANDING THE CLIENT Google Searches and alerts Bing too Only LinkedIn gives your search away Activity metaphors (golf, fishing, chess) Slideshare, Prezi, Scribd, DocstocTuesday, November 13, 2012
  29. 29. The Close 29Tuesday, November 13, 2012
  30. 30. SOCIAL DO’S/DON’TS Don’t close over social channels Do use social to communicate Do reference great meeting Don’t reference client name Do stay in touch, close or no close Don’t reference anything negativeTuesday, November 13, 2012
  31. 31. 31Tuesday, November 13, 2012
  32. 32. Jim Durbin Brandstorming.com twitter.com/brandstorming linkedin.com/in/jimdurbin 32Tuesday, November 13, 2012

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