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Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web Matt Heinz President, Heinz Marketing...
Social media for sales overview <ul><li>Target individuals and keywords </li></ul><ul><li>Watch for early-stage buying sig...
Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1  Goal: Sell New Customer Drip Marketing Channels: Email N...
Social selling starts with five questions <ul><li>What/who are your targets? </li></ul><ul><li>What do they care about?  W...
What do customers care about?
The buying progression Solution Problem/Pain Objective/Outcome
Top sales reps – social tips <ul><li>Get new introductions from existing network </li></ul><ul><li>Get new introductions f...
Finding more sales on Twitter <ul><li>Follow your prospects </li></ul><ul><li>Follow your partners </li></ul><ul><li>Curat...
Finding more sales on LinkedIn <ul><li>Read the Daily Digest…daily </li></ul><ul><li>Join and participate in groups </li><...
Nine Social Selling Tools <ul><li>HootSuite </li></ul><ul><li>Nearstream </li></ul><ul><li>TweetAdder </li></ul><ul><li>Dl...
Q&A
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Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web

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This Webinar presentation deck focuses on best practices to help you and your inside sales team organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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Transcript of "Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web"

  1. 1. Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
  2. 2. Social media for sales overview <ul><li>Target individuals and keywords </li></ul><ul><li>Watch for early-stage buying signals </li></ul><ul><li>Participate as a peer </li></ul><ul><li>Teach sales & customer service reps to interact directly </li></ul><ul><li>Use tools to manage, assign, etc. </li></ul>
  3. 3. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
  4. 4. Social selling starts with five questions <ul><li>What/who are your targets? </li></ul><ul><li>What do they care about? What outcome are they seeking? </li></ul><ul><li>Where do you find them? </li></ul><ul><li>What or who influences them? </li></ul><ul><li>How do they want to engage and (eventually) buy? </li></ul>
  5. 5. What do customers care about?
  6. 6. The buying progression Solution Problem/Pain Objective/Outcome
  7. 7. Top sales reps – social tips <ul><li>Get new introductions from existing network </li></ul><ul><li>Get new introductions from others in their organization </li></ul><ul><li>Watch for buying signals across the social Web </li></ul><ul><li>Build deeper, early relationships with new prospects </li></ul><ul><li>Directly share information, become an expert, generate a following </li></ul>
  8. 8. Finding more sales on Twitter <ul><li>Follow your prospects </li></ul><ul><li>Follow your partners </li></ul><ul><li>Curate customer-centric content </li></ul><ul><li>Listen for buying signals </li></ul><ul><li>Watch and use hashtags </li></ul>
  9. 9. Finding more sales on LinkedIn <ul><li>Read the Daily Digest…daily </li></ul><ul><li>Join and participate in groups </li></ul><ul><li>Keep your profile up to date </li></ul><ul><li>Ask and answer questions </li></ul><ul><li>Give recommendations </li></ul><ul><li>Ask for specific referrals and introductions </li></ul>
  10. 10. Nine Social Selling Tools <ul><li>HootSuite </li></ul><ul><li>Nearstream </li></ul><ul><li>TweetAdder </li></ul><ul><li>Dlvr.it </li></ul><ul><li>Timely.is </li></ul><ul><li>UnTweeps </li></ul><ul><li>TextExpander or ActiveWords </li></ul><ul><li>Email Alerts </li></ul><ul><li>Morning Coffee </li></ul>
  11. 11. Q&A
  12. 12. Questions?
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