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Social Selling for the Enterprise

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Learn how world-class sales organizations are adapting their sales processes to the new Social Selling reality in this presentation by InsideView and Sales Performance International. Understand what you need in order to develop a strategic framework for Social Selling and align it to your sales process, and which tools and training will help you win at Social Selling.

Published in: Business, Technology

Social Selling for the Enterprise

  1. 1. Social Selling for the EnterpriseJune 11th, 2013
  2. 2. Presenters& AgendaBrian Bachofner Director of Alliances– InsideView, Inc.Brandon Uttley Social Media Product Manager– SalesPerformance International• What’s the case for Social Sales?• Components to a Social Selling System• The New Sales Role(s) and how to adapt your Sellers• 5 Ways to embrace Social Selling in the Enterprise#sellwithsocial#socialselling©2013 InsideView and Solution Selling, Inc.
  3. 3. Social has changed how people buy
  4. 4. Social Selling is…Aberdeen Group defines Social Selling as:• Internal collaborative tools used by professional sellers to benefit team-based selling• How sales teams “listen” to external social content relevant to customers, accounts andtarget markets• Active use of posts, tweets and online technologies to impact eventual buying decisionsSource: Aberdeen Group#socialselling©2013 InsideView and Solution Selling, Inc.
  5. 5. Duh, it’s all about the customer“The purpose of the Sale is not theSale. It’s to create a customer.”Terry Jones, Founder of Kayak.com©2013 InsideView and Solution Selling, Inc.#socialselling
  6. 6. Customer Purchase Decision Timeline©2013 InsideView and Solution Selling, Inc.#socialselling
  7. 7. From scalable 1:M interactions to 1:1 relationshipsSocial channel creates meaningful conversations©2013 InsideView and Solution Selling, Inc.#socialselling
  8. 8. But we’re getting overwhelmed in the process#socialselling©2013 InsideView and Solution Selling, Inc.
  9. 9. Components of a Social Selling System
  10. 10. Social Selling ComponentsTrainingStrategy Technologies#socialselling©2013 InsideView and Solution Selling, Inc.
  11. 11. Following Big Blue’s Lead#socialselling©2013 InsideView and Solution Selling, Inc.
  12. 12. Phase I:DetermineNeedsPhase II:EvaluateAlternativesPhase III:Evaluate RiskPhase 0:PlanStrategically1.02.0TimeSource: ©Solution Selling, Inc.Buying PhasesChanging Dynamics of the Buying ProcessThree Key New Roles#socialselling©2013 InsideView and Solution Selling, Inc.Micromarketer Risk ManagerSituational Expert
  13. 13. Ways to Embrace Social Selling1. Champion Social Selling from the top down2. Develop a strategic plan to include SM across departments3. Empower people throughout the organization4. Monitor & Measure results5. Celebrate successes5#socialselling©2013 InsideView and Solution Selling, Inc.
  14. 14. 1. Champion Social Selling from the Top Down#socialselling©2013 InsideView and Solution Selling, Inc.76% of executiveswant their CEOs tobe socialSource: Weber Shandwick/KRCResearch
  15. 15. 2. Develop a Strategic Plan Across Departments#socialselling©2013 InsideView and Solution Selling, Inc.MarketingOperationsPublic RelationsLegalHuman ResourcesCustomer ServiceSalesPlan Create Qualify Prove Close
  16. 16. 3. Empower People Throughout the Organization#socialselling©2013 InsideView and Solution Selling, Inc.60-75% of employees have not had formal social media training
  17. 17. 4. Monitor and Measure#socialselling©2013 InsideView and Solution Selling, Inc.
  18. 18. 5. Celebrate Success#socialselling©2013 InsideView and Solution Selling, Inc.LeadsConversionsWinsCredibilityVisibilityValueTeam Quota ImprovedIndividual Quota Improved
  19. 19. Next Steps©2013 InsideView and Solution Selling, Inc.
  20. 20. Next Steps1. Visit the Social Selling page on SPI spisales.com/social-media-for-sales◄ (download our free eBook)2. Take our poll on LinkedIn group SSUo Start a free trial account on InsideView to exploreo http://learnmore.insideview.com/HowToUseInsideViewforSocialSelling.html#socialselling©2013 InsideView and Solution Selling, Inc.
  21. 21. Thank You#social©2013 InsideView and Solution Selling, Inc.

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