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Social selling enterprise framework

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The enterprise selling process has evolved - By some estimates, the efficacy of cold calls and email introductions has fallen by more than 70%!
According to ComScore, 82 percent of the world’s online population is reached by social networking sites. Social is new way to reach out to prospect & customers using social media and it has given birth to new concept called Social selling What is social selling: Social selling is simply the process of helping social buyers become customers. Social selling training enables the executive sales team to leverage new channel to reach out the prospects


Every organization wants to increases sales through social media including B2B organizations. B2B social media management is complex as in B2B social media marketing it is difficult to humanize the organization. Despite that Major B2B firms in the world have implemented social selling with great success. Oracle has trained its thousands of its sales leaders in social selling, and, IBM reported a 400% increase in sales in the first quarter tied to its social selling pilot program.
Selling with social media is journey and very few organization have succeeded in that. The management would not want social selling training to be yet another training which is not used post the classrooms’ session. The success of the social selling depends on adoption of training for which an organization need to follow a structured approach to adopt the social centered selling.
Mentioned below is the social selling enterprise framework which if followed properly can definitely assure the maximum out of the program!
There are three major stakeholders of the social selling program
1. Marketing: Enable the adoption of social selling training for sales team, Marketing is involved in managing the social media.
2. Vendor: Social selling training provider and vendor is involved in providing online selling tips.
3. Sales: Leverages the social selling training for generation of funnel, pipeline influence & conversion.

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Social selling enterprise framework

  1. 1. SOCIAL SELLING TIPS - SOCIAL SELLING FRAMEWORK - FOR ENTERPRISE
  2. 2. 2 SOCIAL SELLING FOR ENTERPRISE What is social selling for enterprise? According to ComScore, 82 percent of the world’s online population is reached by social networking sites. Social is new way to reach out to prospect & customers using social media and it has given birth to new concept called Social selling. Social selling is simply the process of reaching, engaging the social buyers to become customers. Every organisation wants to increases sales through social media including B2B organisations. Social selling for enterprise is enablement of not only sales but also marketing team to leverage social media to reach out and connect with prospects
  3. 3. 3 NEED FOR SOCIAL SELLING ENTERPRISE FRAMEWORK Savvy sellers are turning to social media to find resources, become resources, reach leads and meet quotas, since social networks connect salespeople to prospects and offer them a platform to share content. B2B social media management is complex, as it is difficult to humanise the organisation. Despite that, major B2B firms in the world have implemented social selling with great success. Oracle has trained its thousands of sales leaders in social selling and IBM reported a 400 per cent increase in sales in the first quarter, tied to its social selling pilot programme. The success of the social- centered selling depends on adoption of training for which an organisation needs to follow a structured approach. Social selling enterprise framework is a structured approach which, if followed properly, can assure the maximum out of the programme.
  4. 4. 4 ENTERPRISE SOCIAL SELLING FRAMEWOK Social selling enterprise framework, if followed properly, can assure the maximum out of the programme. There are five major stakeholders of the social selling programme : 1. Executive Management: It’s important for them to buy in and sponsor the programme 2. Marketing: Marketing often leads the social selling programme at the enterprise level. It’s really the gas in the engine and supplies the content required to make social selling successful. 3. Social-selling vendor: It’s critical to select a social-selling training provider who has executed the programme earlier. 4. Sales leadership and sales executives: The ones who leverage the social-selling programme for the generation of funnel, pipeline influence and conversion. 5. Sales support /enablement team: Supports change management activities and enable adoption of the programme
  5. 5. 5 ENTERPRISE SOCIAL SELLING FRAMEWOK ( CONTNUED) “For any CEO that is skeptical at all: you have to create a social enterprise today.” Angela Ahrendts Ex -CEO of Burberry Find out more details about enterprise social selling framework at: http://www.youarethekey-socialselling.com/enterprise-social-selling-framework
  6. 6. 6 CONTACT US: Book free social selling session at: @gauravkakkar82 @a1purva http://www.youarethekey-socialselling.com/book-session

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