The Real ROI of Social Selling Presentation
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This presentation deck complements a social selling webinar I delivered for PureChannelApps. The webinar summary is as follows: Do you want to hear how you can generate real revenue from social selling? Then forget all the fluff and hype you have previously heard about social selling. Join this webinar to hear how a social selling leader generated revenue from a social selling programme she implemented across EMEA for a large IT networking organisation. Listen to the webinar here: https://www.brighttalk.com/webcast/8977/175621
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The Real ROI of Social Selling Presentation
- 1. Connecting Sales & Marketing
- 2. The Real ROI of Social Selling @purechannelapps #SocialSelling Copyright 2015 Zoe Sands & Co. Ltd Olivier Choron CEO and Founder, purechannelapps Social media collaboration platform that enables employee and partner advocacy programs for the likes of Microsoft, Xerox and Juniper Networks. 2
- 3. The Real ROI of Social Selling @ZoeSands #SocialSelling Copyright 2015 Zoe Sands & Co. Ltd Zoe Sands 1 December 2015 3
- 4. Social Selling Webinar Agenda 1. What is Social Selling? 2. Changing Buyer Behaviour 3. A Sales Revolution 4. Why use Social Media and Social Selling in B2B? 5. Challenges of Social Selling 6. ROI of Social Selling 7. Close – Questions @ZoeSands #SocialSelling Copyright 2015 Zoe Sands & Co. Ltd 4
- 5. What is Social Selling? The Digital Transformation of Sales and Marketing using social media to aid selling. Copyright 2015 Zoe Sands & Co. Ltd 5
- 6. Changing Buyer Behaviour • Multiple information sources • Research variety of channels • Rise of online influencers • Comparison engines and apps • Complex decision making units • More competition • Switching costs lower • Executives more adverse to risk • Procurement more sophisticated • Buyer is not the end user Copyright 2015 Zoe Sands & Co. Ltd 6
- 7. A Sales Revolution Social Selling is to Sales as Digital Marketing is to Marketing Passport to Success Copyright 2015 Zoe Sands & Co. Ltd 7
- 8. Why use Social Media and Social Selling in B2B? • Connect sales and marketing • Increase awareness • Increase engagement • Increase revenue Pipeline – Sales – Revenue Copyright 2015 Zoe Sands & Co. Ltd 8
- 9. Social Selling Challenges • Buying Journey is Complex • Management Buy In • Employee Buy In • Training • Reporting • Maintaining momentum Iron Man Race = Social Selling Copyright 2015 Zoe Sands & Co. Ltd 9
- 10. ROI of Social Selling • Hard metrics • Measure inputs and outputs of sales reps • Sales Effectiveness Index (SEI) not LinkedIn Social Selling Index (SSI) • Attribute revenue achieved from social selling Copyright 2015 Zoe Sands & Co. Ltd 10
- 11. Close - Questions Thank you for listening! You can find us here: Zoe Sands Oliver Choron Email: zoe@zoesands.com Email: olivierc@purechannelapps.com Mobile: +44 (0)7789 648161 Mobile: +44 (0)7876 472 461 LinkedIn: www.linkedin.com/in/zoesands LinkedIn: www.linkedin.com/in/olivierchoron Twitter: @ZoeSands Twitter: @purechannelapps #SocialSelling Copyright 2015 Zoe Sands & Co. Ltd 11
- 12. Thank you!