Presentation on the evolving social selling landscape, by Brandon Uttley of Sales Performance International and Scott Miller of Social123.

1. Business At The Speed of Like:
New Imperatives for Social Media Success
Presented by: Sales Performance International and Social123
Date: January 24, 2013

2. Sales Performance
About Today s Presenters Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Enablement
2013
Brandon Uttley
Social Media Product Manager
Sales Performance International
Social123
Social.
Scott Miller Sales.
Enablement.
President
Social123
©2013 ©Solution Selling, Inc. 2

3. Sales Performance
What We ll Discuss Optimization:
Social Media
For Sales
Right People
Right Process
q The Explosion of Social Media Sites Right Tools
Assessment
Development
q How Social Media Is Impacting Sellers Enablement
2013
q How Buyers Have Changed
q The Benefits of Social Selling
q How To Embrace Social Media
As Part of Your Sales Process Social123
Social.
Sales.
q Social Lead Generation Enablement.
q Social Sales Enablement
©2013 ©Solution Selling, Inc. 3

4. Rapid Growth In Social Media

5. Sales Performance
Growth In 2012 Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Over 1 Billion Users Enablement
2013
q 500+ Million Users Social123
Social.
Sales.
Enablement.
200+ Million Users
©2013 ©Solution Selling, Inc. 5

6. How Social Media Is Affecting Sales

7. Sales Performance
Buyers Are More In Control Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
93% of buyers begin their buying process using Internet search Development
Enablement
Source: Marketo 2013
One third of 1,000 global buyers had already used social media to
engage with vendors
Source: IBM Institute for Business Value
Social123
Of more than 170 B2B involved in purchasing solutions in the Social.
Sales.
past year, 72% used social media to research their purchase. Enablement.
Source: DemandGen
©2013 ©Solution Selling, Inc. 7

8. Changing Dynamics of the Buying Process Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Buying Phases Assessment
Development
Enablement
Phase 0: Phase I: Phase II: Phase III:
Plan Strategically Determine Needs Evaluate Alternatives Evaluate Risk 2013
1.0
“Micro-Marketer” “Situational Expert” “Risk Manager”
Social123
Social.
Time Sales.
Enablement.
2.0
©2013 ©Solution Selling, Inc. 8

9. ©2013 ©Solution Selling, Inc. 9

10. The Benefits of Social Selling

11. Sales Performance
Social Selling Optimization:
Social Media
For Sales
Right People
Right Process
q Top Performing Sales Organizations Are Seeing Positive ROI Right Tools
Assessment
Through Social Selling Development
Enablement
2013
Social123
Social.
Sales.
Enablement.
Source: Aberdeen Group, June 2012
©2013 ©Solution Selling, Inc. 11

12. Sales Performance
Leading Pressures Among Best-In-Class Companies Optimization:
Social Media
For Sales
Right People
Right Process
q Customers and prospects are communicating on social Right Tools
Assessment
networks; we need to be there too (71%) Development
Enablement
q Address the diminishing effectiveness of traditional marketing 2013
activities (57%)
Source: Aberdeen Group, June 2012
Social123
Social.
Sales.
Enablement.
©2013 ©Solution Selling, Inc. 12

13. Evolving To Meet
Social Media Challenges

14. Sales Performance
Sales People Who Win More Deals Will... Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
q Understand the need to utilize social media to stay attuned Assessment
Development
to potential opportunities Enablement
2013
q Build their credibility and the “social proof” of their offerings
Social123
Social.
Sales.
Enablement.
©2013 ©Solution Selling, Inc. 14

15. Sales Performance
How To Get There Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
q Take training courses Development
Enablement
2013
q Make A Plan (And Stick To It)
q Utilize The Right Tools Social123
Social.
Sales.
Enablement.
©2013 ©Solution Selling, Inc. 15

16. About Social123

17. Social Statistics Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
• 85% of Sales Representatives believe
85%
Development
Enablement
contact data in LinkedIn is better than
the data inside of their CRM 2013
• 25% of B2B contact data will become
25% inaccurate over the course of 12
months
Social123
Social.
Sales.
Enablement.
• The average Sales Representative
1.3 spends 1.3 hours a week outside of
their CRM collecting contact data
©2013 ©Solution Selling, Inc. 1
7

18. Social Lead Generation Sales Performance
Optimization:
Social Media
For Sales
What should I be listening Right People
Right Process
for on Social Media?
Right Tools
Assessment
Development
• My Company
Enablement
• My Products
2013
• My Competitors
• My Customers
• My Executives
• Industry Keywords
• Google AdWords
Social123
Social.
Sales.
Enablement.
©2013 ©Solution Selling, Inc. 1
8

19. Social Lead Generation Sales Performance
Optimization:
Social Media
For Sales
What should I be listening Right People
Right Process
for on Social Media?
Right Tools
Assessment
Development
• My Company
Enablement
• My Products
2013
• My Competitors
• My Customers
• My Executives
• Industry Keywords
• Google AdWords
Social123
Social.
Sales.
Enablement.
Twitter users are 24 % more likely to make online
purchases, than average Internet users - CNBC
©2013 ©Solution Selling, Inc. 1
9

20. Social Lead Generation Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Enablement
2013
First Name: Aaron
Last Name: Biddar
Social123
Location: Atlanta, GA
Social.
Sales.
Enablement.
URL: social123.com
Self-Description: CEO @ Social123, Social Media know it all
Followers: 456
©2013 ©Solution Selling, Inc. 2
0

21. Social Sales Enablement Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Enablement
2013
Social123
Social.
Sales.
Enablement.
Social. Sales. Enablement.
©2013 ©Solution Selling, Inc. 2
1

22. Social Sales Enablement Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Enablement
2013
Social123
Social.
Sales.
Enablement.
©2013 ©Solution Selling, Inc. 2
2

23. Social Sales Enablement – The Impact Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Enablement
2013
Accuracy and Confidence
in Contact Data
Enriched Understanding Social123
Social.
Sales.
Enablement.
Additional Communication
Channels
©2013 ©Solution Selling, Inc. 2
3

24. Closing Sales Performance
Optimization:
Social Media
For Sales
Right People
Right Process
Right Tools
Assessment
Development
Enablement
2013
Brandon Uttley
Social Media Product Manager
Sales Performance International
Scott Miller
President
Social123
©2013 ©Solution Selling, Inc. 2
4