Social Selling - Integrating Social Media Into Your Sales Process

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Social Selling - Integrating Social Media Into Your Sales Process. Slides from Shane Gibson's social media for sales professionals module. #SCRM #SocialMedia #SocialSelling

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  • Shane talks about Krisitan
  • Shane: HummerUbertor: Competitor Spam story
  • Social Selling - Integrating Social Media Into Your Sales Process

    1. 1. @ShaneGibson@ShaneGibson
    2. 2. @ShaneGibson Saying you don’t believe in social media is like saying you don’t believe in the internet
    3. 3. @ShaneGibson
    4. 4. @ShaneGibson
    5. 5. @ShaneGibson
    6. 6. @ShaneGibson
    7. 7. @ShaneGibson
    8. 8. @ShaneGibson
    9. 9. @ShaneGibson “… is about creating an environment where an act of faith can take place”
    10. 10. @ShaneGibson • Value added frequent contact consistently over time. • More value and more time means more trust
    11. 11. @ShaneGibson
    12. 12. @ShaneGibson Jim Keenan A Sales Guy Consulting
    13. 13. @ShaneGibson Relationship Building Model Warming Up The Call 1 Breaking The Ice Uncovering Buying Motives The Sales Proposal Handling Objections Closing The Sale 6 Add-ons And Up Sells 7 2 3 5 4 Invite and Engage At Every Step
    14. 14. @ShaneGibson
    15. 15. @ShaneGibson
    16. 16. @ShaneGibson
    17. 17. @ShaneGibson
    18. 18. @ShaneGibson
    19. 19. @ShaneGibson CATEGORY USERS NON-USERS RETAIN DEVELOP REGAIN GAIN 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 The ABC‘s of Targeting
    20. 20. @ShaneGibson Calls 1st 2nd 3rd 4th 5th & Onward Converted 2 of 100 3 of 98 4 of 95 10 of 91 81 of 81 Percentage 2% 3% 4% 10% 81% (100 Competitor’s Clients Converted)
    21. 21. @ShaneGibson
    22. 22. @ShaneGibson
    23. 23. @ShaneGibson
    24. 24. @ShaneGibson • Search.Twitter.com • Facebook Search • Nimble Chrome Plugin • Linkedin.com home • Tweetreach.com
    25. 25. @ShaneGibson
    26. 26. @ShaneGibson
    27. 27. @ShaneGibson
    28. 28. @ShaneGibson
    29. 29. @ShaneGibson
    30. 30. @ShaneGibson
    31. 31. @ShaneGibson
    32. 32. @ShaneGibson SCRM Social email Values Preferences Data Relationship History Business Intel Personal Intel 360 view SCRM
    33. 33. @ShaneGibson
    34. 34. @ShaneGibson
    35. 35. @ShaneGibson • Sharing Tools • Industry Blogs • Google Alerts • Geographic and Vertical Specific News • Experts list on Twitter • Zite • Linkedin.com/ Pulse
    36. 36. @ShaneGibson
    37. 37. @ShaneGibson 1. Identify Your Your “A” Category Prospects and Customers 2. Pick the Right Platforms 3. Apply social to the whole sales cycle 4. Implement Listening and Engagement Strategy 5. Create focused content/conversations 6. Use a social crm like Nimble 7. Follow-up follow-up follow-up
    38. 38. @ShaneGibson iTunes Social Media Podcast http://closingbigger.net http://twitter.com/ShaneGibson http://ca.linkedin.com/in/shanegibson/

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