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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

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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
    • 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
    • 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