Social Selling - Integrating Social Media Into Your Sales Process
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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

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

Transcript

  • 1. @ShaneGibson@ShaneGibson
  • 2. @ShaneGibson Saying you don’t believe in social media is like saying you don’t believe in the internet
  • 3. @ShaneGibson
  • 4. @ShaneGibson
  • 5. @ShaneGibson
  • 6. @ShaneGibson
  • 7. @ShaneGibson
  • 8. @ShaneGibson
  • 9. @ShaneGibson “… is about creating an environment where an act of faith can take place”
  • 10. @ShaneGibson • Value added frequent contact consistently over time. • More value and more time means more trust
  • 11. @ShaneGibson
  • 12. @ShaneGibson Jim Keenan A Sales Guy Consulting
  • 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. @ShaneGibson
  • 15. @ShaneGibson
  • 16. @ShaneGibson
  • 17. @ShaneGibson
  • 18. @ShaneGibson
  • 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. @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. @ShaneGibson
  • 22. @ShaneGibson
  • 23. @ShaneGibson
  • 24. @ShaneGibson • Search.Twitter.com • Facebook Search • Nimble Chrome Plugin • Linkedin.com home • Tweetreach.com
  • 25. @ShaneGibson
  • 26. @ShaneGibson
  • 27. @ShaneGibson
  • 28. @ShaneGibson
  • 29. @ShaneGibson
  • 30. @ShaneGibson
  • 31. @ShaneGibson
  • 32. @ShaneGibson SCRM Social email Values Preferences Data Relationship History Business Intel Personal Intel 360 view SCRM
  • 33. @ShaneGibson
  • 34. @ShaneGibson
  • 35. @ShaneGibson • Sharing Tools • Industry Blogs • Google Alerts • Geographic and Vertical Specific News • Experts list on Twitter • Zite • Linkedin.com/ Pulse
  • 36. @ShaneGibson
  • 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. @ShaneGibson iTunes Social Media Podcast http://closingbigger.net http://twitter.com/ShaneGibson http://ca.linkedin.com/in/shanegibson/