Crush It! With Social Selling

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View these slides and learn from Ronan Keane, social selling expert, speaker, author and accomplished digital marketer.

Ronan’s social selling program just won Finalist in Forrester’s 2014 Groundswell Awards. Ronan tells you how to plan and execute a successful social selling program. He’ll also tell you the mistakes you need to avoid.

Visit RonanKeane.com to learn more about Social Selling http://ronankeane.com/social-selling-training/

Published in: Social Media, Business, Technology
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Crush It! With Social Selling

  1. 1. CRUSH IT! With Social Selling Ronan Keane CRUSH IT! With Social Selling – Ronan Keane
  2. 2.  2,100% ROI  LinkedIn SSI:Top in Industry  Forrester Groundswell 2014 Finalist  XO Sales People “Power Users” CRUSH IT! With Social Selling – Ronan Keane
  3. 3. 1. Building a Strong Personal Brand 2. Capturing Sales Intelligence 3. Having a Deep Network of Advocates 4. Listening for & Engaging Opportunities What is Social Selling? CRUSH IT! With Social Selling – Ronan Keane
  4. 4. 3 in 5 IT decision makers use social media to learn about new products and technologies.
  5. 5. 86% Business technology decision-makers use social media for business reasons. CRUSH IT! With Social Selling – Ronan Keane
  6. 6. Decision-makers are now very knowledgeable. CRUSH IT! With Social Selling – Ronan Keane
  7. 7. Search… Reviews…Videos… Ask Their Network CRUSH IT! With Social Selling – Ronan Keane
  8. 8. 57%of sales process is complete by the time sales gets involved. - Corporate Executive Board CRUSH IT! With Social Selling – Ronan Keane
  9. 9. Too much contact via phone & email Far too aggressive in their approach Lacked conveying value to my needs CRUSH IT! With Social Selling – Ronan Keane
  10. 10. Emails Call Calls Direct Mail Not Making Quota CRUSH IT! With Social Selling – Ronan Keane
  11. 11. Sales + Marketing CRUSH IT! With Social Selling – Ronan Keane
  12. 12. With Marketing’s Help…  Provide Value  Build Strong Brand  Think like a Marketer  Trusted Advisor CRUSH IT! With Social Selling – Ronan Keane
  13. 13. Stop leading with your products CRUSH IT! With Social Selling – Ronan Keane
  14. 14. 1. Rep offers me unique and valuable insights on the market. 2. Rep helps me navigate alternatives. 3. Rep provides me with ongoing advice or consultation. 4. Rep helps me avoid potential landmines. 5. Rep educates me on new issues and outcomes. Five most influential factors in prospects’ buying decision
  15. 15. CRUSH IT! With Social Selling – Ronan Keane
  16. 16. “The best reps aren’t just present in social media, they position themselves as credible and influential sources in customer networks.” - Sales Executive Council - CRUSH IT! With Social Selling – Ronan Keane
  17. 17. It all comes down to CRUSH IT! With Social Selling – Ronan Keane
  18. 18. CRUSH IT! With Social Selling – Ronan Keane
  19. 19. CRUSH IT! With Social Selling – Ronan Keane
  20. 20. CRUSH IT! With Social Selling – Ronan Keane
  21. 21. Finance Sales Marketing Facilities 2 in 3 are open to connecting with a new vendor on social networks. 3 in 4 are ready to have a conversation with a new vendor on social media. CRUSH IT! With Social Selling – Ronan Keane
  22. 22. CRUSH IT! With Social Selling – Ronan Keane
  23. 23. Trigger Events CRUSH IT! With Social Selling – Ronan Keane
  24. 24.  Think Beta Group  Establish Success  Executive Buy-in CRUSH IT! With Social Selling – Ronan Keane
  25. 25.  On-site Training  Follow Up Webex  Groups on LinkedIn CRUSH IT! With Social Selling – Ronan Keane

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