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.

Leveraging Social Intelligence for B2B Sales Teams

3,208 views

Published on

What are the fundamentals of sales? Time is money, you must use technology to be more effective. With customers looking for help on social networks more than ever, social intelligence has the ability to drive more revenue. Delivered by Koka Sexton.

Published in: Business, Technology
  • Great post. Thanks for sharing. We're using a lead gen tool right now called www.found.ly - basically, we do our prospecting through LinkedIn, and the tool then finds the professional email address in real time. We can also do email automation through it as well which is great. It's such a powerful tool for us but would love to hear if anyone else has experience of this tool so I can compare your experience?
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • Great preso Koka:)

    ~Clint
    @cazoomi
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Leveraging Social Intelligence for B2B Sales Teams

  1. 1. Social SellingLeveraging Social Intelligence for B2B Sales Teams @kokasexton | SLIDE :1
  2. 2. Sales experts and customers will share their insights• How lead generation can be put into high gear• Tested lead conversion strategies• Social selling ROI• How to increase customer retention | SLIDE :2
  3. 3. Social Selling Does Not ExistWithout the Fundamentals Sales DNA Process Training Tools Social Selling SLIDE :3
  4. 4. | SLIDE :4
  5. 5. You Are Busy | SLIDE :5
  6. 6. Your Prospects Are Busy Too! | SLIDE :6
  7. 7. Be Different, Be Better | SLIDE :7
  8. 8. “70% of the B2B buying process happens online” SiriusDecisions Inc. awareness consideration purchaselevel of buyer activity “We have a project” “I’m just “We’ve downloading made a decision” stuff” “We’ve shortlisted vendors” “I’m just browsing” time
  9. 9. | SLIDE :9
  10. 10. 24% of a sales persons time is researching Almost 10 hrs a week! 50% decrease in time researching | SLIDE :10 customers and prospects.
  11. 11. | SLIDE :11
  12. 12. Data vs. Intelligence – CSO Insights Win Rates (2,000 Companies Studied) 52% 50.8% 50% 48% 45.9% 46% 44% 43.4% 42% 40% No Tools Sales Data Sales Intelligence Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
  13. 13. Tools Used by Inside Sales Prospect/customer websites 73.5 LinkedIn 69.3 LinkedIn groups 38.8 Blogs 30.6 Facebook 26.5 Twitter 24.5 Google 8.2 | SLIDE :13
  14. 14. The Impact of Sales Intelligence49% 48%48%47%46%45% Self Search44% Tech Enabled 43%43%42%41% Win Rates | SLIDE :14
  15. 15. "If a man does not know to what port he issteering, no wind is favorable to him.”- Seneca
  16. 16. Where do I start? | SLIDE :16
  17. 17. Know Your Customer | SLIDE :17
  18. 18. Business Use of Social Media60% of Decision Makers use Social Media | SLIDE :18
  19. 19. Sales Can Add Value and Build a Pipeline Using Social Media SLIDE :19
  20. 20. Something is wrong! B2B companies able to track leads from social mediaNoYes 0% 10% 20% 30% 40% 50% 60% 70% | SLIDE :20
  21. 21. Sales and Marketing are not Aligned | SLIDE :21
  22. 22. Empower Sales to be Super. SLIDE :22
  23. 23. Effective use of Sales Intelligence | SLIDE :23
  24. 24. Look for the Sales Triggers SLIDE :24
  25. 25. When you can spot an opportunity while it’s still a blip,you have the opportunity to get ahead of the competition. SLIDE :25
  26. 26. | SLIDE :26
  27. 27. Emulate the Borg | SLIDE :27
  28. 28. Get Social | SLIDE :28
  29. 29. 1:1 Sales | SLIDE :29
  30. 30. Sell to people NOT contacts | SLIDE :30
  31. 31. Click on the images below Track Monitor Connect Engage | SLIDE :31
  32. 32. Engage incommunitiesthat discusstopics andissues that youcan help with.Shareinformation thatyour prospectsand customerswant. SLIDE :32
  33. 33. Source: Lab42 SLIDE :34
  34. 34. The 5 Most Important Items to UpdateCustomizeheadlineAdd PhotoAdd WebsitesAdd TwitterCustomize link | SLIDE :35
  35. 35. Join the next evolution of sales www.socialsellingu.com | SLIDE :36

×