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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  • WelcomeWho am I?20 years of marketing (product and general marketing)10 years of international salesMe and social networkingMarketing strategy no longer worksMove towards face to face networkingMove towards social media
  • Source: BtoBonline.com
  • Livecast – platform to stream video from (video podcast with content)MMO = massive multiplayer onlineMOG = Massive online gameMMORP = Massively multiplayer online role-playing game
  • En tochgebruik je het wel. Maar welk van deze ken je? Of niet?From @C4LPT = Jane Hart, Social Media and Learning expert, UKTake your time here to discuss what is in blueBridge to the MFWB tool….Why use an internal tool?Bridge the internal tool to the external tools? Why would I not use others?
  • Benefits for sellers in using Twitter
  • It’s about the meaningful interactions
  • Verhaal Tearoom brugge + electrabel (verhuis)
  • 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!

    ×