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Sales and marketing approaches have been flipped upside down with the explosion of social media. What worked 3 years ago, doesn’t work now. Social media has brought with it a profound global shift in communications that favors relationships over contacts, eliminates cold calling, and puts the buyer in control of the sales process. Capitalize on some simple, but practical “how to” ideas for engaging buyers and customers in a digital economy. During this session we will discuss:

• Why bother? A look at the numbers
• Evolution of sales and how social media applies
• Benefits of social selling
• Creating value in advance of the sales opportunity
• What executives want you to know
• Building loyalty and retention
• How to use social media for lead generation
• Lead generation from current networks

Published in: Business
  • Thank you for sharing this brilliant work of art. Social media is the new world and customers are migrating into this world with this change of social activity it is clear then that social media isn't a fad its a major shift in people's lifestyle. And as we know in business where social activity is surely there will be economic activity.
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  2. 2. About Barb
  3. 3. Welcome to the New World! Fad? Or biggest shift since the industrial revolution?
  4. 4. Social Media is a fundamental shift in the way that people communicate. Before you walk into that sales meeting, you’ve not doubt been Googled. What will your buyer find?
  5. 5. Social Gain Momentum SLIDE :
  6. 6. Social Gains Momentum <ul><li>9 out of 10 U.S. Internet users visit social sites monthly </li></ul><ul><li>Social networking sites account for 12% time spent online </li></ul><ul><li>Average online time is 4.5 hours </li></ul><ul><li>Women are online more than men (16.8% versus 12%) </li></ul><ul><li>Search improved - Google introduced Instant Search </li></ul><ul><li>People watching video online increased 32% </li></ul><ul><li>24.7% of U.S. mobile web users visited a social site. </li></ul><ul><li>Texting #1 mobile activity – 68% </li></ul>Source: comScore 2010 US Digital Year in Review
  7. 8. What About Email SLIDE :
  9. 10. The Changing World of Sales SLIDE :
  10. 11. What Your Prospect Is Thinking
  11. 12. Getting to Your Buyer. First Ask… Identify Should I pursue a conversation? What do I know about their needs? Why me and not the competition? Qualify Research Engage
  12. 13. Your Goal – Create Value in Advance of the Opportunity SLIDE :
  13. 14. It’s about great content! 11/8/2010
  14. 16. Who Is Your Ideal Buyer? <ul><li>Define the characteristics of your ideal prospect for your product or service. </li></ul>HINT: It is NOT everyone!
  15. 17. What’s Your Specific Purpose? <ul><li>Grow network to 1,000 connections by July 30, 2011 </li></ul><ul><li>25% increase in repeat sales by December 31, 2011 </li></ul><ul><li>500 Facebook fans by March 20, 2011 </li></ul><ul><li>20 new clients by September 30, 2011 </li></ul><ul><li>10 speaking gigs by April 1, 2011 </li></ul><ul><li>5 partner programs by June 30, 2011 </li></ul>
  16. 18. Getting Started Photo credit:
  17. 19. Lead Generation
  18. 20. Leverage the Technology
  19. 21. Focus
  20. 22. LinkedIn <ul><li>Primarily B2B sales activity </li></ul><ul><li>90M+ users - 67% are buyers </li></ul><ul><li>2 billion people searches in 2010 </li></ul><ul><li>Executives from all Fortune 500 are members </li></ul><ul><li>Half a million+ LinkedIn groups exist </li></ul><ul><li>More than 1 million company pages </li></ul>
  21. 23. Create Visibility
  22. 24. Create Credibility
  23. 25. Lead Generation – Search
  24. 26. Lead Generation - Companies
  25. 27. <ul><li>Do your homework </li></ul><ul><li>Personalize message </li></ul><ul><li>Make message relevant </li></ul><ul><li>Be honest </li></ul><ul><li>Don’t sell </li></ul>Making Connections Wrong approach
  26. 28. Go Mobile
  27. 29. Facebook Phenomenon <ul><li>More than 600 million active users </li></ul><ul><li>Tends toward informal conversation </li></ul><ul><li>Primarily B2C sales activity </li></ul><ul><li>50% of users log on to Facebook daily </li></ul><ul><li>620 million groups </li></ul><ul><li>3 million fan pages </li></ul>Excellent platform for building community, loyalty and customer retention!
  28. 30. Build Community & Loyalty – Leverage Facebook
  29. 31. How does Twitter Fit the Picture? <ul><li>Micro-blogging tool </li></ul><ul><li>Real-time snippets of conversation </li></ul><ul><li>Track topics with hash tags </li></ul><ul><li>Listening vehicle using search </li></ul><ul><li>Visibility </li></ul>Most common motivation for consumers following a brand? Information.
  30. 32. Putting It All Together <ul><li>Sales has evolved. You need to evolve with it </li></ul><ul><li>Social media can expedite sales opportunities </li></ul><ul><li>It’s about relationships first, selling second </li></ul><ul><li>Create your social sales plan, measure and track </li></ul><ul><li>Participate where your ideal buyer is likely to be </li></ul><ul><li>Sell results NOT the process you use </li></ul>
  31. 33. Thank You Email: [email_address] | Twitter: @BarbaraGiamanco LinkedIn: BarbaraGiamanco
  32. 34. | SLIDE : Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends, peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those conversations. ### Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources to the enterprise to increase sales productivity and velocity.  We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to take advantage of the convergence of social media and enterprise applications.