How to Win Over and Over Again - Social Selling - Zoominfo Webinar
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How to Win Over and Over Again - Social Selling - Zoominfo Webinar

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Too often we get trapped in the illusion that selling is an art form. This can be a dangerous notion if you let it become the fundamental premise of your sales philosophy. ...

Too often we get trapped in the illusion that selling is an art form. This can be a dangerous notion if you let it become the fundamental premise of your sales philosophy.

This has become even more dangerous with the advent of social media and networking. These new and potentially fertile grounds for sales leads can literally become distracting siren songs that can keep you trapped and bouncing around from one attractive, but futile suspected opportunity to the next.

Today, I’m going to try to focus your attention on process, efficiency, and developing sales routines that will lead you into more “natural closes.”

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How to Win Over and Over Again - Social Selling - Zoominfo Webinar How to Win Over and Over Again - Social Selling - Zoominfo Webinar Presentation Transcript

  • How to Win Over and Over Again
    Bill Rice
    www.bettercloser.com
    @billrice
    Twitter discussion: #WinSales
  • Key Elements in Repeated Wins
    Balancing collecting and processing
    Using automation and lead nurturing
    Getting “natural closes” with process
    Getting tactical
    www.kaleidico.com | www.bettercloser.com
    2
    Twitter: #WinSales
  • Collecting & Processing
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    3
    View slide
  • Social Media, Social Clutter
    Linkedin
    70 Million
    Over 90,000 groups
    Twitter
    105 Million
    3 billion messages per day
    Facebook
    500 million
    30 billion pieces of content shared each month
    www.kaleidico.com | www.bettercloser.com
    4
    Twitter: #WinSales
    View slide
  • www.kaleidico.com | www.bettercloser.com
    5
    Steve Pyke, TIME.com
    http://bit.ly/messy-al-gore
    Twitter: #WinSales
  • Collecting
    Prospecting
    Opportunity
    Pain
    Shifts
    Targeting
    Opportunity
    Angles
    Data Curation
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    6
  • Focus, Target, Find, Automate
    Focus on the right social networks
    Target known lead characteristics
    Find opportunities and suspects
    Automate your social lead generation
  • Focus (Evaluating Data Sources)
    Source of the original data
    Specificity of the data
    Intent of the data provider
    Cost of the data
    Usefulness (accuracy)
    Efficiency
    8
  • Target
  • Find
  • Automate
  • Examples
    Linkedin – Targeting
    Twitter – Pain
    Blogs – Perception
    Discussion Groups – Triggers
    Google - Automate
  • Qualifying Leads with Linkedin
    13
  • Linkedin for Call Objectives
    14
  • Linkedin for Angles of Attack
    15
  • Social Networks to Map Organizations
    16
  • Mapping Architecture
    17
  • Mapping Purchasing Decisions
    18
  • Twitter for Angles of Attack
    19
  • Qualifying Leads with Google
    20
  • Google for Angles of Attack
    21
  • Identifying Power and Relationships
    22
  • Zoominfo
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    23
  • Automate Your Collection
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    24
  • Processing
    Content
    Nurturing
    Conversations
    Purpose
    Call
    Email
    Appointments
    Presentations
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    25
  • Messaging
    Clear themes
    Needs, wants, perceptions, preferences
    Synthesize
    Create key messages
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    26
  • Reuse, Repurpose
    Package
    Distribute
    Repackage
    Distribute differently
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    27
  • Message
    Know your messages
    Prepare them
    Look for them
    Catalog them
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    28
  • Presentation
    Virtualization
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    29
  • Link and Measure
    Make sure you can measure response
    Linkedin (Who’s Viewed My Profile?)
    Custom URL (i.e., blog post)
    Hootsuite (Twitter)
    Bit.ly (Any URL)
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    30
  • Lead Nurturing
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    31
  • Consistent Engagement
    2500 “past leads” > 6 months
    Results (3 months):
    20% lost and 16% “not a fit”
    40% identified for active nurturing
    15% identified as “sales ready”
    7% converted to sales
    Revenue: $1.2 million
    (Source:InTouch – www.startwithalead.com)
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    32
  • Email
    #1 way to stay top of mind
    Easy to automate
    Use with call campaigns
    Call to action is key
    Measure (link!)
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    33
  • Linkedin
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    34
  • Slideshare.net
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    35
  • Twitter
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    36
  • Facebook
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    37
  • Blogging
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    38
    http://bettercloser.com/7-reasons-social-media-sales/
  • More “natural closings”
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    39
  • Closing Sales Becomes Magical
    You get calls
    Emails get opened
    Credibility and expertise are assumed
    Trust is built
    People know your name
    Asking for the sale becomes much easier
    Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    40
  • Twitter: #WinSales
    www.kaleidico.com | www.bettercloser.com
    41
    Bill Rice
    Web: www.bettercloser.com/zoominfo
    Email: bill.rice@kaleidico.com
    Twitter:@billrice
    Linkedin:www.linkedin.com/in/billrice
    Phone: 734.775.4487