Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

¿Qué es el Social Selling en B2B y cómo funciona?

850 views

Published on

El fundamento del Social Selling consiste en entender que tu comprador es un ser humano, no importa qué tan complejo sea tu producto o servicio ni qué tan especializado es tu target. Y como tal, comparte los procesos lógicos de un Customer Journey que puedes influir desde sus fases iniciales para construir confianza y posicionarte como una opción cuando esté listo para comprar.

Published in: Marketing
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

¿Qué es el Social Selling en B2B y cómo funciona?

  1. 1. CÓMO INICIAR UN PROGRAMA B2B DE SOCIAL SELLINGEN LINKEDIN @FernaSalda
  2. 2. ¿QUÉ ES SOCIAL SELLING? @FernaSalda Es la utilización de las redes sociales para identificar y cualificar prospectos, con el fin de establecer conversaciones que los guíen a una cita con el equipo comercial. · 380+ Millones de miembros · 40% De los usuarios entra a la red diariamente · En LATAM +50 Millones de miembros BRA: 25M MEX: 8,5M ARG: 7,5M COL: 5 MILLONES PER: 3M VEN: 2,5M MIEMBROS LATAM EN GENERAL
  3. 3. ¿POR QUÉ SOCIAL SELLING? POR DOS RAZONES 71% De las búsquedas B2B empiezan con una búsqueda genérica y no de marca. The Changing Face of B2B Marketing · Google 2015 1. TU TARGET ES MÁS INTELIGENTE. BUSCA UNA SOLUCIÓN Y NO UNA MARCA 72% De los Comerciales que implementan Social Selling cierran más negocios. Corporate Executive Board 2. PORQUE FUNCIONA @FernaSalda
  4. 4. CONSTRUIR CONFIANZALO MÁS VALIOSO EN UNA RELACIÓN DE NEGOCIOS ESCUCHAR AL MERCADOIDENTIFICAR RETOS, INTERESES Y PREOCUPACIONES GENERAR DEMANDAENGANCHAR MEDIANTE CONTENIDOS ÚTILES Y DESCARGABLES ¿PARA QUÉ SOCIAL SELLING? @FernaSalda
  5. 5. SI PRESIONAS LA VENTA DESTRUYES LA RELACIÓN Y PIERDES AL PROSPECTO. EL SOCIAL SELLING ES SOBRE ESCUCHAR Y CONSTRUIR UNA RELACIÓN DE CONOCIMIENTO QUE INCREMENTE LA PREFERENCIA DE TU MARCA. @FernaSalda
  6. 6. EMPECEMOS 1. INVESTIGA 2. CONECTA 3. INTERACTÚA @FernaSalda
  7. 7. INVESTIGA EL PRIMER PASO ES INVESTIGAR A TU AUDIENCIA OBJETIVO Y DESCUBRIR CÓMO PUEDES AÑADIRLE VALOR. @FernaSalda
  8. 8. #1. Crea una lista de tu “Perfil Target”. Esta será tu audiencia ideal. #2. Utiliza Sales Navigator para buscar esa audiencia e identifica a quiénes deberías conectar y seguir. #3. Investiga si tienen Twitter o alguna huella digital que te dé más información: Blogs, Entrevistas… #4. Busca entre sus perfiles y descubre pistas sobre sus intereses, background, educación, experiencia. TIPS · Lee las microbiografías de TW · Descubre qué contenido comparte y dónde lo hace. · Sigue sus blogs y sus fuentes de información. · Lee sobre su compañía y el blog de la misma. · Sigue su huella digital completa y aprende tanto como puedas. @FernaSalda
  9. 9. CONECTA HUMANIZA TU COMUNICACIÓN. LA CREDIBILIDAD DE UNA MARCA SE BASA EN LA CREDIBILIDAD DE SUS COLABORADORES. @FernaSalda
  10. 10. #1.Sintetiza la información encontrada y descubre cómo aportar valor desde sus intereses. #2. Identifica si tienen alguna conexión en común y pídele una recomendación. #3. Si no, personaliza tu invitación con su nombre y refiere algún contenido que compartió, conexión o experiencia en común. #4. Demuestra que tienen genuino interés en compartir conocimiento y no solo en vender. Comparte contenidos relevantes. @FernaSalda
  11. 11. INTERACTÚA ESCUCHA A TUS PROSPECTOS, CREA CONTENIDO ORIGINAL EN EL QUE ERES EXPERTO Y COMPARTE INFORMACIÓN RELEVANTE PARA ÉL. SÉ SOCIAL. @FernaSalda
  12. 12. #2. Cuando compartas a través de mensajes hazlo personalizado en cada pieza de contenido. #4. Únete y participa de los grupos de LinkedIn en dónde se encuentren tus prospectos. #1. Manténte informado sobre lo que tus prospectos leen y comparten. #3. Cuando compartas contenido de uno de tus prospectos, añade una breve opinión que demuestre que lo leíste. @FernaSalda
  13. 13. EL PRIMER PASO DEL PROCESO DE VENTA CONSISTE EN CAPTAR LA ATENCIÓN DEL PROSPECTO. EL SOCIAL SELLING NO VA DE SALTAR FRENTE A UN PROSPECTO, VA DE CONSTRUIR CONFIANZA BASADA EN SOCIALIZAR INFORMACIÓN. RECUERDA @FernaSalda
  14. 14. EL SOCIAL SELLING NO REEMPLAZA TUS TÉCNICAS DE CAPTACIÓN ACTUALES, DEBE INTEGRARSE. NO EMPIECES UN PROGRAMA DE SOCIAL SELLING CON TODO EL EQUIPO. HAZLO CON UN PEQUEÑO GRUPO QUE CREA Y REPLICA A TRAVÉS DEL EJEMPLO. EL SOCIAL SELLING DEBE ESTAR ALIMENTADO POR UNA ESTRATEGIA DE CONTENT MARKETING QUE ALIMENTE A TUS PROSPECTOS CON CONTENIDO ORIGINAL. ESTE ES EL PUENTE QUE MUEVE A UN PROSPECTO A SER UN MARKETING QUALIFIED LEAD. @FernaSalda
  15. 15. CÓMO MEDIR 1. TIEMPO DE CIERRE CUÁNTO TARDAN EN CERRARSE LAS VENTAS QUE VIENEN DE ESTE CANAL 2. CALIDAD DEL LEAD CUÁNTO CUESTA ESTE PROSPECTO HASTA QUE PIDE INFORMACIÓN SOBRE UN PRODUCTO 3. COSTO POR VENTA CUÁNTO INVIERTES EN CERRAR ESTA VENTA 4. % DEL PRESUPUESTO CUÁNTO INVIERTES DE TU PRESUPUESTO DE MKT EN ESTE CANAL 5. UP - CROSS SELLING CUÁNTO INVIERTES EN ESTE CLIENTE PARA NUEVAS COMPRAS 6. REFERIDO CUÁNTOS NUEVOS CLIENTES LLEGAN GRACIAS A ESTOS @FernaSalda
  16. 16. Fernando J. Saldarriaga Líder de Planeación para Latam en Milenium Group Tw: @FernaSalda Lk: www.linkedin.com/in/FernaSalda @FernaSalda ¿TIENES ALGÚN COMENTARIO? ¡ESCRÍBEME!

×