1. Closing the Deal - The
Impact of Social on
Selling & The Sales
Organization
February 3, 2012
Graham Clark
Partner
graham@customerresults.com
T. 404.660.1609
$ € ¥ £

2. Sales Organizations / Operations
Come In Different Forms
• The Consumer To Large Biz Continuum
(Small Biz and Consumer Are Pretty
Much The Same)
• Those involving direct interaction with
sales people
– Retail stores
– Contact Center Outbound or Inbound
– Business To Business field sales
• Those not involving direct interaction
with sales people
– eCommerce
– Kiosk
– IVR self service

3. You Have Heard Today Of Massive
Impacts Of Social Media On …
Marketing Sales Service
But As They Say In Business School Until Some One Buys
Something It Doesn’t Mean Much

4. You Have Seen Lots Of Powerful
Presentations With Attention
Grabbing , Informative Graphics

5. So Let’s Chat About A Few
Anecdotes & Impacts
1. How can social network monitoring impact sales conversion and
profitability?
2. Can “Influencers” really let you predict actual buying behavior?
3. Is the importance of social media greater or less for sales people
performing marketing functions (especially lead generation), closing
deals or sustaining the relationship after initial buying interest
expressed?
4. Will social network based purchasing take off and if so for what markets?
5. How should social networking affect sales comp and performance plans
and quotas?
6. If social media spend on marketing generates better sales leads &
increased transaction rates should budget, compensation & headcount
move from marketing to sales?

6. Contact
Graham Clark
Partner
graham@customerresults.com
T. 404.660.1609