Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Social Selling: Building a Social Selling Culture - Kurt Shaver

1,530 views

Published on

Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2

Kurt Shaver - Founder of the Sales Foundry http://www.thesalesfoundry.com

LinkedIn - www.linkedin.com/in/kurtshaver
Twitter - https://twitter.com/salesfoundry

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

Published in: Business, Education
  • Be the first to comment

Social Selling: Building a Social Selling Culture - Kurt Shaver

  1. 1. Kurt Shaver The Sales Foundry Building a Social Selling Culture Turning Bottoms-Up Tactics Into Top-Down Strategies
  2. 2. Sales Technology Adoption 3 Steps to Build Culture
  3. 3. Social Business Social Selling
  4. 4. Isn’t LinkedIn for finding a job?
  5. 5. The Aberdeen Group 31%Greater team quota attainment with social selling techniques
  6. 6. LinkedIn = Social Media Talk to Marketing
  7. 7. B2B Lead Sources
  8. 8. Some of the biggest Social Selling practitioners are sales reps at Marketing Automation companies
  9. 9. My salespeople know how to use LinkedIn. VP of Sales 500+ Connections
  10. 10. Managed Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
  11. 11. Managed Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
  12. 12. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
  13. 13. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption CRM
  14. 14. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption CRM Social
  15. 15. VP of Sales Goals and Executive Support VP Marketing Creator of Content Enthusiastic Top Rep Lead by Example Sales Manager Reinforce during Account Reviews Sales Ops Communications and Measurement
  16. 16. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
  17. 17. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
  18. 18. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
  19. 19. Sales Appointments Social Influence Connections, Intros, Posts
  20. 20. Insurance: Grow Network of Referral Partners • Attorneys • Bankers • CPAs
  21. 21. 2. Training
  22. 22. Knowledge Discipline 2. Training
  23. 23. Profile Network Prospect Engage
  24. 24. • To learn new skills • To “read the room” • For your network to respond
  25. 25. Marketing Intern/Social Media Wiz Socially Savvy Top Rep Traditional Sales Training Company Miller-Spin- Centric Certified Social Selling Specialist
  26. 26. Marketing Intern/Social Media Wiz Marketing Supplied Library Marketing Tracks Results
  27. 27. How are we going to pay for social sales training? 1. Take from other budgets 2. Rep’s own wallet (reimburse?) 3. HR career development funds 4. Co-op funds for resellers 5. Roll up of trade assn. or franchisees
  28. 28. 3. Manage
  29. 29. Have you been introduced to the decision maker? Does anyone here have high-level connections? How many new appointments have you got this month thru LinkedIn?
  30. 30. L1: Your Connections L2: Your Connections’ Connections L3: Your Connections’ Connections’ Connections 535 318,200 10,311,800
  31. 31. Website Visit Trade Show LinkedIn Twitter Track social lead sources the same way as traditional lead sources
  32. 32. LinkedIn Sales Navigator
  33. 33. ©2013 LinkedIn Corporation. All Rights Reserved.  Searches Made  Profiles Viewed  InMails Sent
  34. 34. kurt@thesalesfoundry.com *Report fee waived through June for qualified companies of 20+ reps • LinkedIn KPIs • Establish baseline • Compare to industry benchmarks
  35. 35. Advanced Beginner Intermediate www.thesalesfoundry.com/score

×