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Social Selling: Building a Social Selling Culture - Kurt Shaver

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Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2 …

Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2

Kurt Shaver - Founder of the Sales Foundry http://www.thesalesfoundry.com

LinkedIn - www.linkedin.com/in/kurtshaver
Twitter - https://twitter.com/salesfoundry

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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  • CloudMate seamlessly:Overlays live LinkedIn accountAligns with custom corporate or consultant/expert branding in CloudMate navigation barDelivers role-based guidanceMoves user to relevant LinkedIn pagesCentrally maintains content library for your sales effectiveness trainer or expertRuns in the cloud with no downloadsGenerates training and performance alerts to userssales@rocktech.com or 617-401-3348
  • Monitor EngagementSearches MadeProfiles ViewedInMail Messages SentDrive Best PracticesMonthly trends for custom time periodsIdentify successes and red flagsMonitor your team’s engagementin key activities on LinkedInDrive adoption of best practices by watching aggregate trends over time and proactively identifying red flags
  • Transcript

    • 1. Kurt Shaver The Sales Foundry Building a Social Selling Culture Turning Bottoms-Up Tactics Into Top-Down Strategies
    • 2. Sales Technology Adoption 3 Steps to Build Culture
    • 3. Social Business Social Selling
    • 4. Isn’t LinkedIn for finding a job?
    • 5. The Aberdeen Group 31%Greater team quota attainment with social selling techniques
    • 6. LinkedIn = Social Media Talk to Marketing
    • 7. B2B Lead Sources
    • 8. Some of the biggest Social Selling practitioners are sales reps at Marketing Automation companies
    • 9. My salespeople know how to use LinkedIn. VP of Sales 500+ Connections
    • 10. Managed Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
    • 11. Managed Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
    • 12. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
    • 13. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption CRM
    • 14. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption CRM Social
    • 15. VP of Sales Goals and Executive Support VP Marketing Creator of Content Enthusiastic Top Rep Lead by Example Sales Manager Reinforce during Account Reviews Sales Ops Communications and Measurement
    • 16. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
    • 17. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
    • 18. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
    • 19. Sales Appointments Social Influence Connections, Intros, Posts
    • 20. Insurance: Grow Network of Referral Partners • Attorneys • Bankers • CPAs
    • 21. 2. Training
    • 22. Knowledge Discipline 2. Training
    • 23. Profile Network Prospect Engage
    • 24. • To learn new skills • To “read the room” • For your network to respond
    • 25. Marketing Intern/Social Media Wiz Socially Savvy Top Rep Traditional Sales Training Company Miller-Spin- Centric Certified Social Selling Specialist
    • 26. Marketing Intern/Social Media Wiz Marketing Supplied Library Marketing Tracks Results
    • 27. How are we going to pay for social sales training? 1. Take from other budgets 2. Rep’s own wallet (reimburse?) 3. HR career development funds 4. Co-op funds for resellers 5. Roll up of trade assn. or franchisees
    • 28. 3. Manage
    • 29. Have you been introduced to the decision maker? Does anyone here have high-level connections? How many new appointments have you got this month thru LinkedIn?
    • 30. L1: Your Connections L2: Your Connections’ Connections L3: Your Connections’ Connections’ Connections 535 318,200 10,311,800
    • 31. Website Visit Trade Show LinkedIn Twitter Track social lead sources the same way as traditional lead sources
    • 32. LinkedIn Sales Navigator
    • 33. ©2013 LinkedIn Corporation. All Rights Reserved.  Searches Made  Profiles Viewed  InMails Sent
    • 34. kurt@thesalesfoundry.com *Report fee waived through June for qualified companies of 20+ reps • LinkedIn KPIs • Establish baseline • Compare to industry benchmarks
    • 35. Advanced Beginner Intermediate www.thesalesfoundry.com/score

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