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Mic Adam

Social Media activities
• Awareness Building
• Inventory Services
• Policy Creation
• Training
• Monitoring
• Ma...
The times are changing…
also for prospecting!
Buyer Environment has changed
3 in 5
Decision takers use sociale media to get
informed about new products and suppliers.
Let’s be real… B2B leads still come from
The new seller est arrivé!
B2B Social Selling is NOT…

making sales pitches through social media
Q1: What is Social Selling for you?
Definition of Social Selling
Is Social Selling a distraction?

•

Calls-to-contact ratio is now over 10:1 - worse
than ever before.

•

Contact-to-meet...
Some Independent Research
Benefits of Social Selling
Best in Class & Their Strategy
Most efficient use of Social Media
Did you ever close a deal via Social Media?
Best Practices for Mature Social Sellers
Pillars of Social Selling
Biggest Social Selling Hurdle
Social Selling Training
Social Media Trainers
Sales Performance International (SPI)
Sales Coaches
A few basics
27
A world of Solutions
Q2: Which solutions do you know or
are using for Social Selling?
Hearsay Social Selling
http://www-01.ibm.com/software/collaboration/social/business/socialselling.html
Oracle
Who else is into Social Selling?
The Social Media Vendors,
Monitoring tools, etc.
Social Selling Solutions
LinkedIn
The Changing Sales Role
Take a Hollistic Approach

Hootsuite Media
Best in Class!
Content & Relationship
Social Selling In Action
Social Selling Building blocks
Improve Your Lead Gen
• Recognize Buying Signals

• Get noticed as an industry expert
SOCIAL SELLING PROCES
Pick a
Channel

Keep
Listening

Build
your
Profile

Create
Content

Build
your
network
Connect
with
...
Social Selling Tips for the social Seller
1. Choose your social media channels carefully
and not to many
2. Build a strong...
Tools for a Social Seller

SALES
Q3: How to measure ROI of Social
Selling
Q4: which Sales KPI’s are relevant
Traditional Sales KPI’s
Leading indicators: KPI’s for funnel development

•

Number of qualified leads in the pipeline

•
...
Traditional Sales KPI’s
Lagging indicators: Revenue and quota focused KPI

• Proposal to closed ratio
• Average deal size
...
Let’s take look at how these 4 platforms
can be used for Social Selling
Sociaal Media Platform #1
Business Networking
Six Degrees of Separation
Q5: Give 3 examples of Social
Selling on LinkedIn
It all starts with
“first impressions”.
I am not going to talk about these
basics!

•
•
•
•
•
•
•
•
•
•

Picture
Name
Title
Email
Phone number
Website(s)
Vanity U...
Tip #1: Who viewed your profile

Start
a
Conversation
Tip #2: Check Contacts tab

• Congratulate on new Job
• Wish Happy Birthday
• Congrats on Work anniversary

Start
a
Conver...
Tip #3: Use Introductions
Tip #4: Find new prospects - Alerts
Tip #5: Keep your network warm
How to keep your network warm?
Social Media Platform #2
Microblogging
Q6: Give 3 examples of Social
Selling on Twitter
Why use Twitter for Social Selling?
• Listen (people, companies, and topics)
• Find new customers and opportunities
• Ask ...
Tip #1: Who to follow?
•

Your own company

•

Customers

•

Prospects

•

Partners

•

Suppliers

•

Peers

•

Competitio...
Tip #2: Follow Hashtags
Tip #3: Share Content
Tip #4: Attract attention - Mentions
Tip #5: Make a Twitterlist
Monitor Social Media for Cues

Topsy
Google Alerts (Internet – Content)
The Google Alert Results
Many more tools
(free – freemium – paying)
More free monitoring to come…
Managing multiple accounts from
one screen

84
Post Message on Multiple accounts

85
Monitor Twitter & Facebook

86
Where and how do you
Find good content.
Platforms for Content
Website

Content generation
Corporate
Profiles

Traffic generation
Corporate
Profiles
Traffic generation
Personal
Profiles...
Social Selling Apps
Create a Social Media Routine!
Keep in mind that Social Selling…
• Enables Collaboration, Listening, Contribution
• Helps identify prospects
• Facilitate...
Social Media

Routine
Combine Old AND New to start
conversations!
And that’s how you become an effective
social seller.
95
Next Steps?
• 19/2/2014 – Workgroup on the topic
• Lead Generation with Social Media
• Getting your sales team on board
• ...
Did we forget something?
• 11/6/2014 – Workgroup/Info session
•

Based on previous 2 sessions

Or
• 11/6/214 – Workgroup o...
Connect with me!
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
Social Selling (for ADM)
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Social Selling (for ADM)

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Social Selling is the latest buzzword or hype in Social Media land.Buyers are using social media to find products and services while salespeople can leverage social media to find buyers, leads, opportunities, etc. There are many platforms and tricks and trick which this presentation will discuss.

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Social Selling (for ADM)

  1. 1. Mic Adam Social Media activities • Awareness Building • Inventory Services • Policy Creation • Training • Monitoring • Market research
  2. 2. The times are changing… also for prospecting!
  3. 3. Buyer Environment has changed
  4. 4. 3 in 5 Decision takers use sociale media to get informed about new products and suppliers.
  5. 5. Let’s be real… B2B leads still come from
  6. 6. The new seller est arrivé!
  7. 7. B2B Social Selling is NOT… making sales pitches through social media
  8. 8. Q1: What is Social Selling for you?
  9. 9. Definition of Social Selling
  10. 10. Is Social Selling a distraction? • Calls-to-contact ratio is now over 10:1 - worse than ever before. • Contact-to-meeting ratio is worse, not better. • Sales cycle length is longer, not shorter. • Closing percentages are lower, not higher. Objective Management Group
  11. 11. Some Independent Research
  12. 12. Benefits of Social Selling
  13. 13. Best in Class & Their Strategy
  14. 14. Most efficient use of Social Media
  15. 15. Did you ever close a deal via Social Media?
  16. 16. Best Practices for Mature Social Sellers
  17. 17. Pillars of Social Selling
  18. 18. Biggest Social Selling Hurdle
  19. 19. Social Selling Training
  20. 20. Social Media Trainers
  21. 21. Sales Performance International (SPI)
  22. 22. Sales Coaches
  23. 23. A few basics
  24. 24. 27
  25. 25. A world of Solutions
  26. 26. Q2: Which solutions do you know or are using for Social Selling?
  27. 27. Hearsay Social Selling
  28. 28. http://www-01.ibm.com/software/collaboration/social/business/socialselling.html
  29. 29. Oracle
  30. 30. Who else is into Social Selling?
  31. 31. The Social Media Vendors, Monitoring tools, etc.
  32. 32. Social Selling Solutions LinkedIn
  33. 33. The Changing Sales Role
  34. 34. Take a Hollistic Approach Hootsuite Media
  35. 35. Best in Class!
  36. 36. Content & Relationship
  37. 37. Social Selling In Action
  38. 38. Social Selling Building blocks
  39. 39. Improve Your Lead Gen • Recognize Buying Signals • Get noticed as an industry expert
  40. 40. SOCIAL SELLING PROCES Pick a Channel Keep Listening Build your Profile Create Content Build your network Connect with influence rs
  41. 41. Social Selling Tips for the social Seller 1. Choose your social media channels carefully and not to many 2. Build a strong and professional network 3. Invest time in your connections 4. Become a content curator and share with your clients/prospects 5. Stay in touch and do consultative selling 6. Share content and add value 7. Ask your “friends” to share your social media messages
  42. 42. Tools for a Social Seller SALES
  43. 43. Q3: How to measure ROI of Social Selling
  44. 44. Q4: which Sales KPI’s are relevant
  45. 45. Traditional Sales KPI’s Leading indicators: KPI’s for funnel development • Number of qualified leads in the pipeline • Sales cycle length • Total length of time to qualify a new prospect • Qualified to proposal ratios • Number of evaluations / short lists per year • Number of new (first) client meetings per month • Number of meetings with prospects/clients • Cold lead to qualified ratios with conversion rates • Pipeline growth
  46. 46. Traditional Sales KPI’s Lagging indicators: Revenue and quota focused KPI • Proposal to closed ratio • Average deal size • Number of sales per year • Total revenue & profit • Annual quota • New vs. existing client sales • CRM Update
  47. 47. Let’s take look at how these 4 platforms can be used for Social Selling
  48. 48. Sociaal Media Platform #1 Business Networking
  49. 49. Six Degrees of Separation
  50. 50. Q5: Give 3 examples of Social Selling on LinkedIn
  51. 51. It all starts with “first impressions”.
  52. 52. I am not going to talk about these basics! • • • • • • • • • • Picture Name Title Email Phone number Website(s) Vanity URL Summary Work history Other fields
  53. 53. Tip #1: Who viewed your profile Start a Conversation
  54. 54. Tip #2: Check Contacts tab • Congratulate on new Job • Wish Happy Birthday • Congrats on Work anniversary Start a Conversation
  55. 55. Tip #3: Use Introductions
  56. 56. Tip #4: Find new prospects - Alerts
  57. 57. Tip #5: Keep your network warm
  58. 58. How to keep your network warm?
  59. 59. Social Media Platform #2 Microblogging
  60. 60. Q6: Give 3 examples of Social Selling on Twitter
  61. 61. Why use Twitter for Social Selling? • Listen (people, companies, and topics) • Find new customers and opportunities • Ask questions • Share infromation • Be found • Become a resource
  62. 62. Tip #1: Who to follow? • Your own company • Customers • Prospects • Partners • Suppliers • Peers • Competition • Journalists • Influencers • Etc.
  63. 63. Tip #2: Follow Hashtags
  64. 64. Tip #3: Share Content
  65. 65. Tip #4: Attract attention - Mentions
  66. 66. Tip #5: Make a Twitterlist
  67. 67. Monitor Social Media for Cues Topsy
  68. 68. Google Alerts (Internet – Content)
  69. 69. The Google Alert Results
  70. 70. Many more tools (free – freemium – paying)
  71. 71. More free monitoring to come…
  72. 72. Managing multiple accounts from one screen 84
  73. 73. Post Message on Multiple accounts 85
  74. 74. Monitor Twitter & Facebook 86
  75. 75. Where and how do you Find good content.
  76. 76. Platforms for Content
  77. 77. Website Content generation Corporate Profiles Traffic generation Corporate Profiles Traffic generation Personal Profiles 89
  78. 78. Social Selling Apps
  79. 79. Create a Social Media Routine!
  80. 80. Keep in mind that Social Selling… • Enables Collaboration, Listening, Contribution • Helps identify prospects • Facilitates relationship building • Demonstrates industry knowledge and expertise • Closes deals more efficiently
  81. 81. Social Media Routine
  82. 82. Combine Old AND New to start conversations!
  83. 83. And that’s how you become an effective social seller. 95
  84. 84. Next Steps? • 19/2/2014 – Workgroup on the topic • Lead Generation with Social Media • Getting your sales team on board • Sharing of cases and best practices • 24/4/2014 – Workgroup on the topic • Social Selling tools and platfroms • ROI of Social Selling • Sharing knowledge, cases and best practices
  85. 85. Did we forget something? • 11/6/2014 – Workgroup/Info session • Based on previous 2 sessions Or • 11/6/214 – Workgroup on…
  86. 86. Connect with me!

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