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

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