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Social Selling University


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What the Management Team Needs to Know About Selling in Today\'s Social World

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Social Selling University

  1. 1. Social Selling for Executives: What the Management Team Needs toKnow to Succeed with Today’s Customer
  2. 2. Anneke SeleyCEO, Phone WorksCoauthor, Sales 2.0
  3. 3. Social Media haschanged both the buying & selling process
  4. 4. TODAY’S CUSTOMER• Justin Davison
  5. 5. “My time is limited and my workload is not.”
  6. 6. “Unprepared salespeople impair my focus and productivity.”
  7. 7. “In the world of socialmedia, I am not secretive about the projects I am working on.”
  8. 8. B2B Customers are using social media to make buying decisions. Sales teams need to be engaged to find these prospects.| SLIDE :8
  9. 9. CUSTOMER BUYING BEHAVIOR AWARENESS CONSIDERATION PURCHASElevel of buyer activity “ We have a project” “I’m just “ We’ve downloading made a decision” stuff” l ine “ We’ve on shortlisted vendors” 70% of the buyer’s journey is complete “I’m just browsing” before it gets to sales (Source: Sirius Decisions) time
  10. 10. MARKET INSIGHTS Over 1/3 of respondentshave already used social media to engage with their vendors.5% are likely to use social media inthe purchase process in the future. ource: 2011 TeleWeb Buyer Preference Study
  11. 11. TODAY’S SALES LEADERS Gregory Brush Vice President of Sales, InsideView
  12. 12. “I have increasingpressure to produce more revenue at lower cost.”
  13. 13. “Sales cycles are longer and more complex.”
  14. 14. “I need different waysto reach different kinds of buyers.”
  15. 15. “Show me measurable, predictable, scalable results”
  16. 16. Seven Factors Driving Change1. Changing communications preferences2. Shifting power from sales to customers3. Rising cost of sales4. Customer demand for CSR5. Different markets, different economics6. Decreasing sales effectiveness7. Increased demand for trust
  17. 17. How Must Selling Change?
  18. 18. SOCIAL SELLINGA more efficient & effective way of engagement for both the buyer and the seller enabled through social media technology
  19. 19. Dan Harding,Social Sales Rep25% Annual Quota
  20. 20. VERY LARGE SOCIAL SALES COMPANY 0 to over 1,000 targetaudience connections in first 4 weeks
  21. 21. START-UP SOCIAL SALES COMPANY 30% revenue and95% of pipeline from social selling
  22. 22. SOCIAL TECHNOLOGY COMPANY• More than doubled account penetration rate from 10-15% to 30%• Cut account research time by 50%
  23. 23. Obstacles to Success
  24. 24. Skepticism
  25. 25. Grass Roots vs.Strategic Initiatives
  26. 26. Poor MetricsManagement
  27. 27. Social Processes,Tools not Integrated
  28. 28. How To Get Started?
  29. 29. Social Selling Strategy & Implementation Plan
  30. 30. Pilot Program/Proof of Concept
  31. 31. Social Selling Enablement
  32. 32. Sales Playbooks
  33. 33. Before & After Metrics
  34. 34. Advice from Customer 2.0
  35. 35. More Effective Prospecting
  36. 36. Key Take-Aways• A new way of customer engagement is here…• …with real and demonstrable ROI• Now is the time to implement Social Selling
  37. 37. Discussion & Sharing, Q&A
  38. 38. @annekeseley
  39. 39. Thank YouEmail: | Twitter: insideview