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Don’t Cold Call – Social Call!          Alicia Anderson         @aliciakanderson
Sales 2.0|   SLIDE :2
Getting in the door|   SLIDE :3
4 Steps for Social Selling           1. Listening           2. Trigger Events           3. Empowering sales           4. L...
“70% of the B2B buying process happens online”                                                                            ...
Customer 2.0 has tuned out all of your yelling
There are 7 Times more web           pages on the internet than people           on the planet.SLIDE :7
Online Company Data                Hoover’s                Dun & Bradstreet                Zoominfo|   SLIDE :8
1. Listening for the Intelligence      Data                                    Intelligence
Data vs. Intelligence – CSO Insights  Assuming $1M Quota, Intelligence vs. Data => $110k/Rep Improvement
#2 Look for the Sales TriggersSLIDE :11
When you can spot an opportunity while it’s still a blip,you have the knowledge to act. SLIDE :12
What are Sales Triggers? New executives or leadership changes New product launches Cost-cutting Fast growth Mergers a...
Google Alerts|   SLIDE :14
HootSuite
#3 Empower Sales to be Super.SLIDE :16
Social CRM
The New Social Customer Redefining how people interact with brands and  corporations. Readily shares opinions and experi...
Sales Can Add Value and Build a Pipeline Using Social MediaSLIDE :19
#4
The LinkedIn Professional At A Glance            Average Age                41            Household Income           $109,...
The 6 Most Important Items to Update       Customize       headline       Add Photo       Add Twitter feed       Add Websi...
Who is looking at you?                                Knowing who viewed your                                profile is an...
What did we learn?What is Social Selling? Listening Trigger Events Empowering sales Leverage Social Networks
Connect with us!|   SLIDE :25
Try Inside View free                www.blytheco.com/insideview|   SLIDE :26
Questions?aanderson@blytheco.com   @aliciakanderson
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Don't Cold Call! -Social Call!

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Selling - Used to be – buyers relied on the info you provided. Sellers controlled the information and the process.
NOW, Buyers no longer need salespeople to get basic product info – they use Google. AND, they use EACH other with social power!

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Don't Cold Call! -Social Call!

  1. 1. Don’t Cold Call – Social Call! Alicia Anderson @aliciakanderson
  2. 2. Sales 2.0| SLIDE :2
  3. 3. Getting in the door| SLIDE :3
  4. 4. 4 Steps for Social Selling 1. Listening 2. Trigger Events 3. Empowering sales 4. Leverage Social NetworksSLIDE :4
  5. 5. “70% of the B2B buying process happens online” SiriusDecisions Inc. awareness consideration purchase “ We have alevel of buyer activity project” “I’m just “ We’ve downloading made a stuff” decision” “ We’ve nl ine shortlisted vendors” o “I’m just browsing” time
  6. 6. Customer 2.0 has tuned out all of your yelling
  7. 7. There are 7 Times more web pages on the internet than people on the planet.SLIDE :7
  8. 8. Online Company Data  Hoover’s  Dun & Bradstreet  Zoominfo| SLIDE :8
  9. 9. 1. Listening for the Intelligence Data Intelligence
  10. 10. Data vs. Intelligence – CSO Insights Assuming $1M Quota, Intelligence vs. Data => $110k/Rep Improvement
  11. 11. #2 Look for the Sales TriggersSLIDE :11
  12. 12. When you can spot an opportunity while it’s still a blip,you have the knowledge to act. SLIDE :12
  13. 13. What are Sales Triggers? New executives or leadership changes New product launches Cost-cutting Fast growth Mergers and acquisitions Moves by their competitors New offices
  14. 14. Google Alerts| SLIDE :14
  15. 15. HootSuite
  16. 16. #3 Empower Sales to be Super.SLIDE :16
  17. 17. Social CRM
  18. 18. The New Social Customer Redefining how people interact with brands and corporations. Readily shares opinions and experiences (good and bad), and increasingly makes buying decisions based on trusted networks—spanning public and private social networking platforms and peer communities. Involved, and evolved.
  19. 19. Sales Can Add Value and Build a Pipeline Using Social MediaSLIDE :19
  20. 20. #4
  21. 21. The LinkedIn Professional At A Glance Average Age 41 Household Income $109,703 Male 64% Comp Index Rank HHI $100K+ 53.5% 210 1 Own Smartphone/PDA 34% 430 1 College Grad/Post Grad 80.1% 156 2 Source: @plan Summer 2008 Business Decision Maker 49% 185 13
  22. 22. The 6 Most Important Items to Update Customize headline Add Photo Add Twitter feed Add Websites Add Twitter handle Customize link| SLIDE :22
  23. 23. Who is looking at you? Knowing who viewed your profile is an opportunity to find new customers.SLIDE :23
  24. 24. What did we learn?What is Social Selling? Listening Trigger Events Empowering sales Leverage Social Networks
  25. 25. Connect with us!| SLIDE :25
  26. 26. Try Inside View free www.blytheco.com/insideview| SLIDE :26
  27. 27. Questions?aanderson@blytheco.com @aliciakanderson

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