Keynote about social selling in B2B at the envoyworld.com June 2016 - Zurich

1. Engaging Social within Business
Thomas Winter, Sr. Director
Cisco Digital Sales Strategy
thwinter@cisco.com
@thwinter

2. In today's world, the way you sell face-to-
face has to translate to how you sell and
interact in the digital world
”
“
Tom O’Reilly
US Commercial Operations Director

3. McKinsey Forrester
Now
The Sales Funnel
Then

4. Sales Digitization Strategy
#transactions
#insights
Hyper-
awareness
Informed
Decision-
MakingDigital
Business
Agility
Fast
Execution
#interactions
IMD DBT Center – Digital Vortex & Cisco Digital Sales Strategy
http://global-center-digital-business-transformation.imd.org/

5. Use Social Selling to build
your brand through growing
your professional network,
appearing as a thought
leader & SME by sharing
and curating relevant
content
Use Social Selling to
familiarize yourself with
company decision makers,
hierarchies & priorities,
whilst identifying mutual
network connections
Use Social Selling to
optimize your outreach with
every prospect for faster and
more meaningful
relationship building &
opportunity identification
Social Selling Program
74%
of B2B purchasers
conduct more than half
their research online
before purchasing
#growyourbrand
29%
of salespeople show
up well-prepared for
customer
presentations
#growyourknowledge
66%
higher quota
attainment for social
sellers vs. traditional
techniques
#growyourfunnel

6. Old Sales Playbook New Sales Playbook
Cold Calls
Emails
Quality
Leads
Sales
Demos
Social Networks
Promote
Others
EngageEducate
Traditional
Sales
Social
Sales

7. Thank You