The world of marketing, (inside) sales and customer service is changing. This means we need to change as well and adapt to the new buyer journey. Social Selling is a great methodology to start with.

1. Social Selling
Laura Nuhaan
@Andeta @LauraNuhaan #SocialSelling

2. 2
Plaatj

4. Today
• The new marketing and (inside) sales
• Social Selling
• Success in Social selling
• Double Dutch case

6. Customer 2.0 is in charge

7. Britsh Gas from reactive to pro-active and agile customer experience

8. 8
In 2020 47 % of all sales
will be influenced digitally

9. 9

10. manage change
• performance
tracking
• operations
• analytics
• campaign
performance
• brand
• written content
• visual assets
• social media
• email marketing
part artistpart scientist

11. manage change
• performance
tracking
• operations
• analytics
• campaign
performance
• brand
• written content
• visual assets
• social media
• email marketing
part artistpart scientist

12. More than 1 million B2B sales will become redundant in 2020*
-25%
-33% -15%
+10%
B2B Sales Archetypes obv *Forrester onderzoek

13. More than 1 million B2B sales will become redundant in 2020*
-25%
-33% -15%
+10%
B2B Sales Archetypes obv *Forrester onderzoek

14. • Educate not sell
• Ask not pitch
• Story not PPT
• DIY not a Demo

15. Today
• The new marketing and (inside) sales
• Social Selling
• Success in Social selling
• Double Dutch case
1. No
2. Not really
3. Somehow/starting
4. Yes

16. Who has a social strategy in place?
1. No
2. Not really
3. Somehow/starting
4. Yes

17. People buy from companies/people because they know & trust them
not because a sales rep just calls them

19. 1
• Align
• Manage the funnel
• Plan
• Identify
2
•Be seen
•Listen
•Engage
3
• Activate
• Existing customersSOCIAL SELLING IS is a sales technique, leveraging social media
and tools, to get and maintain a 360 degree picture of the clients and
their influencer on an ongoing basis

20. 1
• Align
• Manage the funnel
• Plan
• Identify
2
•Be seen
•Listen
•Engage
3
• Activate
• Existing customers

21. Today
• The new marketing and (inside) sales
• Social Selling
• Success in Social selling
• Double Dutch case

23. 23
1. Align
4. Share knowledge
daily
3. Engage early and often
2. Think in adding value

24. Denk in waarde
toevoegen
Aligned sales and marketing teams have 30 % higher turnover

26. “Train Sales to Live In Your Prospects world
and change the way prospects perceive your
sales persons”
Mark Roberge SVP Sales and Services

27. Align Sales Proces met het KOOPPROCES
Shifting Buyer Concerns. Bron: Customer centric Selling, the NARO group

28. Align Sales Proces met het KOOPPROCES
Shifting Buyer Concerns. Bron: Customer centric Selling, the NARO group

30. ØTrain
ØMonitor
ØEvery sales =
a thought leader
ØRoutine
30
Share knowledge daily