Social Selling in the Real World

2,391 views
2,276 views

Published on

My Presentation on Social Selling given at The Sales Association Midwest 2013 Conference

Published in: Technology, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
2,391
On SlideShare
0
From Embeds
0
Number of Embeds
1,415
Actions
Shares
0
Downloads
4
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Social Selling in the Real World

  1. 1. Insert your logo here on master slide. Limit size to this box, OR close to it in this area. Social Selling in the Real World 11/14/13 9:30 AM Real-Life Stories John Head, Director of Enterprise Collaboration PSC Group, LLC chicago.salesassociation.org © 2013 All Rights Reserved
  2. 2. F O U N D E D I N © 2013 PSC Group, LLC 1 9 9 0
  3. 3. John Head jhead@psclistens.com Facebook.com/johndhead Twitter.com/johnhead 1051 Perimeter Drive Suite 500 Schaumburg, IL 60173 (847) 517-7200 LinkedIN.com/in/johndhead Slideshare.com/johnhead Youtube.com/johnhead (847) 517-7600 fax www.johndavidhead.com www.pscgroup.com © 2013 IBM Corporation Facebook.com/PSCGroup Twitter.com/PSCGroup Linkedin.com/company/psc-group-llc Slideshare.com/PSCGroup Youtube.com/PSCGroup
  4. 4. What is Social Selling? “Sales technique that starts via social networking sites such as Facebook and Twitter.” or “Replacing traditional selling methods with social tools and techniques” or “Building pipelines using social tools”
  5. 5. What is Social Selling? NO “Sales technique that starts via social networking sites such as Facebook and Twitter.” or “Replacing traditional selling methods with social tools and techniques” or “Building pipelines using social tools”
  6. 6. Social Selling ? “Social selling is a sales technique, leveraging social media, to get and maintain a 360 degree picture of the clients and their influencer on an ongoing basis. It allows sales people to manage and maintain 5 times as many active customers compared to traditional techniques. Social selling allows an average sales person to become a top performer simply by using tools and techniques that allows them to socialize in a way that was only accessible to the top sales guard in the past.” Axel Schultze, CEO of XeeMe and Chairman Social Media Academy Read original post at http://www.fillthefunnel.com/social-selling-is-notfor-the-lazy/
  7. 7. Social Selling? “A fool with a tool is still a fool.” “Social selling is a misnomer. Social doesn’t sell. People do. Now Social Prospecting I can get behind.” Trish Bertuzzi, President of The Bridge Group “A fool using Social Selling is still broke.” Miles Austin, FilltheFunnel.com
  8. 8. How I See Social Selling Social Selling is • Providing the sales person with more intelligence. • Reacting to the change in customer behavior and selling process • Allowing sales professionals to be more nimble • Leverage ‘Social Capital into Closed Business’
  9. 9. Social Selling in the Real World Social Selling allows me to: • Track • Organize • Respond Roughly 5 times faster than without the following tools.
  10. 10. My Sales Process: Being a Thought Leader The keys to my sales success: 1. Focused content that supports my sales goals 1. i.e. focus on mobile = mobile content 2. Building a personal brand around being a thought leader 1. Blogging 2. Speaking 3. Recognized Expert i.e. IBM Champion
  11. 11. Thought Leadership through Content To be a thought leader, you need content. The Social Selling process for me starts with content. All content needs a home. Facebook and Twitter are not content repositories.
  12. 12. Social Sites Support Content • Your social sites should support the distribution and conversations around your content • Engagement around content is as important as the content itself
  13. 13. Personal vs. Corporate Presence • Having a personal and a corporate voice helps with the sales process. • If you have a marketing team, let them build the corporate strategy content. You can share/reuse. • Build your own content to fit the theme, but needs to be in your own ‘voice.’
  14. 14. How do I manage all these social conversations? • Balancing content sharing and response is incredibly important. • Responding to a Facebook post is not a reason to miss a meeting. • Leverage tools that allow you to publish, share, and communicate on your schedule
  15. 15. Sharing Content on a Schedule • Don’t share everything as you read it. • Publish content on your schedule. • HootSuite allows you to easily schedule when posts should be made. • Besides my blog, I do this with everything. • Tip: Share one item every hour.
  16. 16. What about listening? • Part of social selling is having intelligence about your customers. • Here are the tools I use to enable that intelligence difference.
  17. 17. Leveraging Your Network 1. Find ways to leverage your network to reshare your content. 2. Retweets, Like, Share, etc. brings your content to others outside your immediate network. 3. Find ways that work best for you
  18. 18. Social Selling Final Thoughts 1. Social Selling is not about ‘being social’ 2. Create your own content and syndicate it using your brand 3. Use social tools to monitor and discovery what your customers want 4. Your customers are using social tools to monitor you
  19. 19. Insert your logo here on master slide. Limit size to this box, OR close to it in this area. Questions & Answers chicago.salesassociation.org © 2013 All Rights Reserved
  20. 20. Are You a Future Presenter? If you are interested in presenting or volunteering for the next conference or local event… Please submit the card provided to your Room Host or drop by The Sales Association—Midwest table. Thanks for attending this year! chicago.salesassociation.org © 2013 All Rights Reserved
  21. 21. Insert your logo here on master slide. Limit size to this box, OR close to it in this area. Thanks! John Head Social Selling in the Real World jhead@psclistens.com Session title chicago.salesassociation.org © 2013 All Rights Reserved

×