Enterprise Social Technologies - Socially Facilitated Selling

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What is Socially Facilitated Selling? Share This! Comment below. True or False? Like?

Whether you\'re selling commodities or complex products, selling has changed. In fact a whole new layer has been added to the sales process, a layer with fantastic power. This new layer of Social Technologies has forever altered the art and process of selling.

Take a hard look at your most recent sales - or losses. Did the buyers "check you out online," either before they contacted you or after? In this due-diligence process, what did they find out about you? Have you searched yourself, your product, your brand, your market, and your competition lately? What is \'out there\' relative to YOU, your product reputation, and/or your brand reputation? Have you thought about how much influence these data-points have had on your recent sales results, or your lead volume? Perhaps if you really look at the trends, you\'d have to admit that selling has changed A LOT in the last few years. Perhaps it\'s time for you to change your processes in response.

Whenever I talk to sales people about using Social in their sales process, they always want to know the "How", but often skip the necessary "Why"? The \'How\' is the easy part. But to really be effective at Social, we need to deeply understand the answers to questions like, Why is it helpful for the sales person to join online professional networks, update their Status daily, and get Recommendations from clients? Why is updating a professional Blog once a week one of the most important activities a sales person can do each week - for the rest of their career!?!?!? Further, why is getting a customer to Comment on a Blog post a huge event in the life of a customer relationship? What role do Facebook and Twitter play in the sales process? Why are \'listening\' devices such as Tweetdeck, Google Alerts, SocialMention, and Addictomatic helpful in the sales process? What\'s the best way to proactively target prospects using Linkedin? Once in your crosshairs, why is it important use Social Tech for warm introductions, to gain credibility, build rapport, and/or understand concerns and priorities of a prospect - all BEFORE the first contact, certainly before the first sales event or discovery session? Once we clearly understand the answers to these questions, with real-life facts and figures, then we are ready to tackle the tactical execution.

Understanding "Socially Facilitated Selling" is critically important in the new landscape of sales. Netnet, we are using Social Technologies to facilitate the process of moving a prospect from \'stranger danger\' to future client, from \'hey look, I\'m on an extremely tight budget - I don\'t want to be sold a bill of goods" to "I\'m so glad you solved that problem for me. Of course I\'ll give you a recommendation and a couple referrals..." Yes, it\'s "easier said than done", and with plenty of land-mines to avoid. The question is, "How do I do that without diluting my immediate sales efforts and results - or worse: making myself look bad?"

Enterprise Social Technologies have forever changed the landscape of sales and marketing. How nimble are you to adapt - physically, mentally, and emotionally? Are you relying on rote, stuck in a rut, and starting to rot? Or do you have the kind of high-beam leadership that sees tremendous opportunity and potential competitive advantage with Social. Did you maximize Web 1.0 and the power of the "e"? If so, you were likely innovative, an early adopter versus a laggard. About ten years later, Social is the next "e". Will you lead your industry and market? Or will you follow? Will you teach your competition? Or will you learn from them? One thing\'s for sure: The choices you make today will be seen by all tomorrow - for better or worse.

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  • My Background ADP for 10 years E-commerce for 10 years, last 7 focused on insurance distribution Last 5 been blogging Added Linkedin, then Facebook, then Twitter Now focused on Insurance e-business with an emphasis on EST Also developing an EST practice called SocialTechCoach But today, just want to share some basic concepts on Social ...
  • 25-30 technologies Need to add these to your Company social Profile Someone needs to manage these When I consult with clients, I have a 12-step process that navigates, prioritizes, & implements
  • 25-30 technologies Need to add these to your Company social Profile Someone needs to manage these When I consult with clients, I have a 12-step process that navigates, prioritizes, & implements
  • One of the surprising benefits of all this - River of information What are you feeding into your brain?
  • Enterprise Social Technologies - Socially Facilitated Selling

    1. 1. Social and Mike Wise
    2. 2. The Impact on Organizations
    3. 3. <ul><ul><ul><li>Start Middle Finish End </li></ul></ul></ul>What the Salesperson Does... What the Buyer Does... MIKE WISE Identify Qualify Discover Present Negotiate Close & Deploy Define Initiative Evaluates Options Determine Requirements Select Solution Resolve Issues Implement & Evaluate Success The Traditional Sales Process
    4. 4. Tell all their friends Monitor what is said Do SEO and PPC Research on the Web Research prospect online Check online reputation <ul><ul><ul><li>Start Middle Finish End </li></ul></ul></ul>MIKE WISE Check online reputation Poll their network Identify Qualify Discover Present Negotiate Close & Deploy Define Initiative Evaluates Options Determine Requirements Select Solution Resolve Issues Implement & Evaluate Success The Current Adventure in Sales
    5. 5. Engage Research Measure Platform Social Chaos MIKE WISE
    6. 6. 1980’s 1990’s 2000’s Present Compaq LTE - 1989 Compaq LTE - 1989 The History of Selling Compaq LTE - 1989 Motorola DynaTAC 1983 IBM PC 5150 - 1981 SPIN - 1988 Strategic - 1988 Solution - 1994 Palm Pilot 1996 Web 1.0 1991 - 2003 BlackBerry 2002 iPhone 2007 Web 2.0 2004 - Present New Strategic 2004 New Solution 2003 Rolodex 1954 - Unknown 2006 2003 2006
    7. 7. Organizational Social Technologies Web Properties Individual Talent Technology Tools Industry Expertise Selling Process <ul><li>New Measurements </li></ul><ul><li>Website conversions </li></ul><ul><li>Social connections </li></ul><ul><li>Social conversions </li></ul><ul><li>Social relevancy </li></ul><ul><li>Industry IQ </li></ul><ul><li>Industry influence </li></ul>MIKE WISE Departmental Individual Sales Organization Marketing Strategy Voice Converse Engage Analysis Action Socially Facilitated Selling™ Blueprint of a New Sales Model
    8. 8. Engage Research Measure Platform Bringing Order to Chaos MIKE WISE
    9. 9. Antoine De Saint-Exupery Building a River of Knowledge Learning to filter and retrieve information will be one of the most important skills of the future... Funneling Information Flow Filtering!!! 45 Min MIKE WISE
    10. 10. <ul><li>Blueprint </li></ul><ul><li>Development </li></ul><ul><li>Gap Analysis </li></ul><ul><li>Mapping </li></ul><ul><li>Strategy </li></ul>MIKE WISE

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