Putting Social Selling to Work For YouPresentation Transcript
Putting Social Sellingto Work For YouSelling to People, Not Contacts
Advice• Test and Learn• Don’t Expect an immediate Give to Get• Use social/email to Connect and Learn about prospects. Use the Phone and in-person to sell. Resources • http://vorsight.com/prospecting • http://www.insideview.com • http://www.socialsellingu.com
Agenda• Welcome• Who is InsideView?• The rising tide of Information overload• What can we do? – Listen – Connect – Engage• Great Social Selling Books• Next Steps• Twitter Hashtag #socialsellca
INSIDEVIEW Brian Bachofner Manager of Channel Development Brian.email@example.com twitter: @bbachofner
AboutInsideView • Founded in 2005 • VC Funded • Vision: Increase productivity of customer-facing employees by delivering relevant, timely insight about customers and prospects into CRM. • Today: 145,000+ users, 6,000 customers, 30 countries • Integrated with all major CRMs. • 100+ channel partners on 3 continents • 1st to Establish Non-Profit Social Source. http://www.socialsellingu.com SalesLogix
2012: Social Enterprise
2010: 35% of 2009: 1% of Canadians visit SM Canadians on Twitter once a day 50% of 2011: 2011: 20% of Canadians visit SM Canadians on Twitter once a day Almost 2/3 of 35-54 year olds and over 40% of thoseover the age of 55 in Canadaare now actively using Social Media. Source: www.webfuel.ca
Welcome to the Age of Relevance… Right Right Right PERSON MESSAGE TIME
“70% of the B2B buying process happens online” SiriusDecisions Inc. awareness consideration purchaselevel of buyer activity “We have a project” “I’m just “We’ve downloading made a decision” stuff” “We’ve shortlisted vendors” “I’m just browsing”
92%of prospectsnever respond toa cold call or email
Sell to People not Contacts …….more INTELLIGENCE | SLIDE :14
Quiz Time: Are they the same person? Trip Hawkins: Steve Jobs and Creativity Forbes – Jan 24, 2012 It was an ‘Act of betrayal’ as Steve • Bill Hawkinsit when Trip • Trip Hawkins Trip Hawkins • William Hawkins IIIWilliam Hawkins III Bill Hawkins Jobs saw • Founder of EA • CEO at Immucor Hawkins left Apple in 1982 to • firstname.lastname@example.org • Former Dir of start game-maker,atElectronic • Director Thoratec • Twitter @dchocgames Strategy at Apple Arts. But • Located in Atlanta Apple the legendary • Currently works at co-founder and the now • Harvard Graduate Digital Chocolate founder/CEO of Graduate • Duke Digital Chocolate always had a twisted relationship. Certainly a high-level of respect was involved. Sometimes Jobs simply had a funny way of showing it.
And the answer is …Bill Hawkins Trip Hawkins • Bill Hawkins • Trip Hawkins • CEO at Immucor • email@example.com • Director at Thoratec • Twitter @dchocgames • Located in Atlanta • Currently works at Digital • Duke Graduate Chocolate
Of your prospects will respond to cold-calls or emails when you leverage connectionsKenan-Flagler School of Business University of Carolina
Where are your customers and prospects?
Add Photo Customize headline Share contentAdd WebsitesAdd TwitterCustomize link
Connections accelerate yourability to get into an account.• Reference accounts• Coworker relationships• LinkedIn connections
The Where B2B Sales Reps should beForresterSocialLadder
Move to Ontario or lose my job. Well at least the kids Off to China to make can get a dog now. sure our factories can meet the new product Looking forward toOur supply chain is launch date that big meetingabout to break. Man do with Intel. Vegas!I need a break… First day as the new VP at Chevron. So we’re getting bought out by Clorox I guess…
Trigger Events Start the Conversation
Social Selling Delivers Relevance… CLOUD TECHNOLOGY AGGREGATION & PROCESSING Jane Smith is a connection from your days as her network supplier She’s currently at Chevron and looking for a new resource
Social Selling Books
5 Signs you might be ready for Social Selling1. You are buying “lists” for your sales team2. Social Selling is not a part of your sales cycle3. You are spending half of your day Researching4. You are not using Trigger Events, and see deals enter the sales cycle at much later stages5. You’re not hitting your sales marks.
Tenets (plural of ten-et): Noun: A principle, belief, or doctrine generally held to be true; especially : one held in common by members of an organization, movement, or profession Merriam-Webster Google: Wikipedia: Tenet: a Canadian Heavy Metal Band, a healthcare company, a ethnic group in South Sudan, a former Director of the CIA….What’s Missing? CONTEXT!!
Social Selling Context • A replacement a broken sales process. Not a It’s not: magic bullet • A replacement for the PHONE or face-to-face • A broadcast channel for pitching It will: • Help you identify Sales Cycles that you may have missed • Give you a competitive advantage • Help you accelerate sales cycles
Sell to People, not Contacts …….more INTELLIGENCE | SLIDE :30
More Data is not the Answer Social Data CRM
Modify the Old Sales Playbook -- Deals enter pipeline at very-- View “closeness” as a matter ofproximity not geography different stages trigger events are events in a buyer’s work environment that will necessitate change
Own your Presence, and Be Present! Barb Giamanco’s Getting Started with Social Selling 1. Be Compelling: Profiles 2. Be Findable: Headlines 3. Be Visible- share via Twitter and LinkedIn 4. Demonstrate Expertise: Join Groups or even better, Create them 5. Engage with Content Http://scs-connect.com
“InsideView makes it easy for us to use our Vorsight Essentials: 3x3 Research technique to quickly • Industry: Sales Consulting establish credibility with prospects, find • Arlington, VA, USA new leads, and accelerate existing • Employees: 35 opportunities. We use InsideView for both • Sell to: SVP/VP Sales our own sales team and for our clients. • InsideView Users: 25 • CRM: Salesforce.com - Steve Richard, Co-Founder and Chief Content Officer 1. How can we increase relevance with prospects quickly?Challenge: 2. How can we accelerate existing opportunities?Solution: Use InsideView for 3x3 research for selling Vorsight services to prospects. And use InsideView for manage and accelerate existing opportunities. 200% 50% 20% Impact: Qualified Lead Pre-call research Opportunities Volumes time generated
9 Ideas to Prospect and Land the Big Deal Steve Richard Co-Founder
#1: 3x3 Research A&D Activity Experience with VDRs