Sales / Social Media for Women President's Organization
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Sales / Social Media for Women President's Organization

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A presentation on improving sales process and integrating it with social media strategy.

A presentation on improving sales process and integrating it with social media strategy.

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Sales / Social Media for Women President's Organization Sales / Social Media for Women President's Organization Presentation Transcript

  • Winning Sales Processes How to build an effective sales cycle Building sales “tool kits” to support the sales
  • Sales
    • “ Creating an environment where an act of faith can take place.”
  • Ideal sales process:
    • The process the customer uses to buy.
  • Key Sales Process Challenges
    • Lack of targeting
    • Lack of follow-through
    • Boring sales people
    • Outdated interaction and engagement tools
  • R O I Personal Assets Time Time Energy Energy Ability Ability Money Money Reputation Reputation
  • CATEGORY USERS NON-USERS RETAIN DEVELOP REGAIN GAIN The ABC‘s of Targeting A Absolute B Beneficial C Convenient High Yield & Larger Investment Lower Yield & Smaller Investment Pro-Active & High Relation- ship Selling Passive & Lower Rela- tionship Selling
  • Corporate Group Most Wanted List Page A 1 of 1 Date : Product : The Complete Sales Action System Sales Person : Main Criteria : 200 or more sales people in the company. Person/company responsible for handling training for the company. Secondary Criteria : Actually changing from passive to pro/active marketing and selling. Invests more than 500 000 annually in sales training. Volume – 40 million annually/person/company excellent contacts Heavy Users Retain Light Users Develop Non – Users Regain Non – Users Gain D L Causier – Canada Watkins – USA ABSA Bank Nissan - SA BMW – SA Liberty Life – SA Sage Life – SA Homenet – SA Wakefileds – SA Max Prop – SA Aida – SA Fraser Real Estate – Canada Sask Ins Corp - Canada Justin – Avon – SA NBS Bank – SA First National Bank – SA IBM Seaboard Life – Canada Management Recruitment – USA Triple A Employment – USA Express Services – USA Reality World – Canada Coldwell Banker – USA Atlantic Trust – Canada Remax – Canada Ind Ins Agents of Michigan Toronto Dominion Bk – Canada Royal Bank – Canada C/B of Canada Hong Kong Bank of Canada California Credit Union League Sanlam – SA Old Mutual – SA Fedlife – SA ABSA Brokers – SA Century 21 – Canada Hancounts – New Zealand Ian Fitzgerald – ACI Mike Perry and Assoc Avroy Shlain Cosmetics SA Breweries Douglas Green Persetel Mecedes - SA Toyota - SA
  • Why Frequency Works
    • 48% of all sales people make one call and after a solid “NO” from a potential client - they stop calling
    • 25% make two calls and stop
    • 15% make three calls and stop
    • 12% make three calls and continue. These people are responsible for 80% of all sales
    Source: National Dry Good Association (USA) Survey 1999
  • Have a tool-kit of frequency tools
    • Reasons for calling
    • Web based interaction, e-mail, blogs etc.
    • Faxes
    • How-to’s and Newsletters
    • VIP functions and seminars
    • Coffees, lunches, dinners
    • Gifts
    • Calls from your team
    • Networking / Coincidental Encounters
  • Frequency Goal Sheet My A Client or Prospect Time Period : One Year Actions Goals Actual In person business visits 12 9/12 10/2 11/16 Personal Visits / Lunches etc 2 10/9 Educate / Inform about Opportunity 6 8/9 9/22 Thank-you / Post Card / Seasonal 2 11/12 Telephone Calls / E-mails 6 9/4 10/5 11/20 Functions / Events / VIP 2 9/30 Sub Total 30
  • Web 2.0 Explained
  • A Brand….
    • … is a promise.
  • “ The Customer Owns Your Brand”
    • “… the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.”
      • Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)
  • The Reverse Drip
  • Summary
    • Stay Focused
    • Have a process for follow-through
    • Vary your message and medium (Don’t be boring)
    • Employ social media engagement tools to adapt to the new consumer.
  • Resources
    • http://SociableBook.com
    • http://ClosingBigger.net
  • More Social Media Resources
    • Why Blogging is An Important Part of Social Media Strategy [Video]
    • Integrating Social Media Into Your Sales and Marketing Process [Podcast/Blog]
    • Making Social Media Part of What You Do [Video]
    • Developing a Social Media Calendar and Implementation Plan [Podcast/Blog]
    • Sample Social Media Policy [Blog]
    • What is Social Media Etiquette [Video]
    • 5 Ways to Build a Twitter Following Organically [Blog]
    • Twitter for Sales and Marketing [Video] Part 1 and Part 2
    • Social Media ROI [Podcast]
    • The Future of Sales and Marketing Social CRM [Podcast]