An introduction for a first workshop in social selling

1. Social Selling

3. “Buying process has
fundamentally changed”

4. Buyers are tech
savvy and
socially
empowered.

6. What is social selling?
> Developing a reputation: building a strong online reputation
that showcases your experience and increases your credibility
> Gathering intelligence: Researching social information to
prepare for salesconversations
> Building your network: developing relationships with people
who can share information and provide referrals
> Offering Insights: Provide meaningful insights that earn
opportunities to engage with and influence contacts

7. Social Selling defined:
Leveraging your social brand to fill
your pipeline with the right people,
insights and relationships.

8. Social Selling defined:
Leveraging your social brand to fill
your pipeline with the right people,
insights and relationships.

9. The social selling process
Detect
buying
signals to
close deals
Monitor and
listen
• Identify Prospects
• Follow them
• Find topics, share and
respond
• Engage as an industry expert
• Earn trusted advisor status
Create
professional
profiles

10. What makes that a CxO
makes time for a sales
person?

11. Top answer:
When I can learn
something,
get new insights and my
clients can benefit from.

12. 3 steps to social prospecting
Build a
prospect list
• Finding
people
Socially
nurture them
• Give
generously
Forge a
connection
• Formally
connect
Research before that call or meeting

13. > Expand your contact list with
2nd degree connections
> Individual updates:
“Saw This and Thought of
You”

14. Give generously
Find people
• LinkedIn
• Twitter
Share
content
• Slideshare
• Buffer
Listen
• Google
Alert
• Goo.gl url
shortener

15. Peer to peer
Enlarge your contact list Share right content
Line of business Show me the value
C-Level Help CIO strategic thinking
Functional Experts Best Practices
Technology Consultants How to guides
Colleagues Share Success Stories

16. Don’t
drown in
Social
Media