A Corporate approach to Social selling

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At Execus, we consult to identify the right processes and tools, then we train and manage cultural change so sales professionals are more productive with new sales tools

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A Corporate approach to Social selling

  1. 1. A corporate approach to Social Selling “ We consult to identify the right processes and tools. We train and manage cultural change so sales professionals are more productive with new sales tools” Spain, Jan 2014
  2. 2. Agenda I. Social Selling for sales teams I. II. II. What is it? What can it do for your company? How can your company benefit from Social Selling I. III. Main Objective How Execus can help I. Why Execus II. Proposal of Services I. Workshops II. Corporate Learning Platform III. Consulting IV. Social Selling Program Roll-out V. Contact Details Confidential Information property of Execus. Reproduction or distribution is not permitted.
  3. 3. I. Social Selling for sales teams Confidential Information property of Execus. Reproduction or distribution is not permitted. 3
  4. 4. I.I Social Selling: What is it? Social Selling is empowering the sales team with tools to sell using social networks Actors Clients  Sales professionals (active strategies – outbound sales) Social Networks  (passive strategies – inbound leads)  Sales Marketing Marketing Social Networks (mainly twitter, LinkedIn and other)  Clients (targets, prospect, leads …) Confidential Information property of Execus. Reproduction or distribution is not permitted. 4
  5. 5. I.II Social Selling: What can it do for you? Reality  IBM confirms that 97% of cold calls are ineffective (Buyer’s Preference Study)  Corporate Executive Board reports that 57% of buying decisions are made before ever contacting a sales person  Sales professionals already are accountable for 70% of leads (CustomerThink)  A warm referral increases the odds of sales success by x2 – x4 (CustomerThink) Promise  Generate leads  Act before the buying decision is made and gathering of intelligence (multi-thread, personalized approach, warm referral …)  Close a Meeting with the target! McKinsey sees an opportunity to increase the productivity of your salesforce by 20-25% by adopting social strategies (MGI report, 2012) Confidential Information property of Execus. Reproduction or distribution is not permitted. 5
  6. 6. II. How can your company benefit from Social Selling Confidential Information property of Execus. Reproduction or distribution is not permitted. 6
  7. 7. II. I Main Objective Make your sales teams more productive ¿How? – Getting more meetings 1. Identification of targets  Empowering the sales teams with the right tools to be able to identify the sales targets on their own. Prospect and find clients with social networks. 2. Qualification of a lead  Gaining market intelligence of the industry the target company and the target professional. 3. Warm connection  Making “soft” connections to the targets, using the appropriate “etiquette” to get conversations started. Confidential Information property of Execus. Reproduction or distribution is not permitted. 7
  8. 8. III. How Execus can help Confidential Information property of Execus. Reproduction or distribution is not permitted. 9
  9. 9. III. I Why Execus • We are the Social Selling leaders in Europe. Our Managing Director, Jordi Gili is a recognized thought leader and has published the book “Sell! with Linkedin“ • Execus is the first certified LinkedIn Sales Solutions partner in Europe • Execus is the first Hootsuite European partner Social Selling partner • We offer a wide variety of services for a complete Social Selling solution, unmatched in the market • Training • Consulting • Integration Confidential Information property of Execus. Reproduction or distribution is not permitted. 10
  10. 10. III. II Training Services I: Workshops Training to the Sales and Marketing teams Format: Workshop (one teacher, several attendees) Title: “Introduction to Social Selling" Duration: 3 Sessions, 4h. each Session 1: Motivation and Change of Mindset Session 2: Active strategies - Selling Session 3: Passive strategies - Marketing Confidential Information property of Execus. Reproduction or distribution is not permitted. 11
  11. 11. III. II Training Services I: Workshops Session 1: Motivation and change of Mindset Why Social networks for sales Work on Linkedin and twitter profiles Session 2: Active strategies - Selling Identification of target clients Qualification and Intelligence Warm contact – closing a meeting Session 3: Passive strategies - Marketing Brand, channel, Message Generate and Share content Ads, campaigns – Inbound solutions Confidential Information property of Execus. Reproduction or distribution is not permitted. 11
  12. 12. III. II Training Services II: Learning platform Training to the Sales and Marketing teams Format: Online corporate-wide learning platform Course: “Social Selling certification" Duration: 12 weeks, 12 online sessions We provide a Learning Management System Fully integrates with your corporate learning system More than 80 hours of video, 52 tracks Complete Social Selling learning platform Service includes: kick-off session and on-line teacher Current Platform clients: Confidential Information property of Execus. Reproduction or distribution is not permitted. 11
  13. 13. III. III Consulting and Systems Integration Services Enhancing Corporate Marketing and Sales processes with Social Layers: ESSPI Methodology Top Down Approach and Empowerment 1. Identification of Social Selling Actual stage KPI definition and Measurement Change Management and Training 3. Definition of PATH TO ACTION 2. Identification of Social Selling Desired Stage Execus Social Selling Program Introduction (ESSPI) ) Confidential Information property of Execus. Reproduction or distribution is not permitted. 11
  14. 14. V. Contact details Thank you! Execus Professional Services, S.L. Jordi Gili, MD Gran Via de les Corts Catalanes 583 08011 Barcelona, Spain Jordi.gili@execus.com Tel. (+34) 933063448 Confidential Information property of Execus. Reproduction or distribution is not permitted. 14

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