The six steps document outlines a process for getting meetings with target executives from identifying the target market and roles, to researching priorities and problems, customizing value propositions, and persistently contacting executives through multiple channels until a meeting is scheduled. The key is to focus on the executive's priorities and problems, demonstrate how your help can benefit them, and be polite but persistent in requests for a meeting through phone, email, and other channels. The goal is to get an executive's undivided attention in a meeting to discuss how you can help solve their business issues.
Social Selling Index (SSI) is a first-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn.
> Gain visibility into your company’s activities
> Uncover new opportunities
> Benchmark yourself against peers and competitors
This presentation will provide you with an introduction to SSI.
Social Selling Index (SSI) is a first-of-its kind measure that measures your company’s adoption of social selling practices on LinkedIn.
> Gain visibility into your company’s activities
> Uncover new opportunities
> Benchmark yourself against peers and competitors
This presentation will provide you with an introduction to SSI.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
LinkedIn and Hootsuite partner to demystify where social media and social selling can play an important role in the sales process. From strategy to implementation to measurement, Sara Cohen and Amy McIlwain deconstruct social selling and review key considerations when building a social organization.
Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and turning the conventional sales process on its head. Hear firsthand from three of the top performing members of our sales team — salesperson to salesperson — as they reveal how they run sales at LinkedIn, the tools they use, and their top tips for success.
Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.
Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
You can’t ignore it – social selling is everywhere. And rightly so as it’s relevant to everyone. It’s not just for sales or for marketing. Social selling is an opportunity for everyone in the organisation to take part in promoting and selling it.
LinkedIn Sales Navigator makes it simple to establish and grow relationships with prospects and customers by helping you tap into the power of LinkedIn, the world’s largest professional network of 300M + members. Designed for sales professionals, LinkedIn Sales Navigator combines LinkedIn’s network data, relevant news sources, and your accounts, leads, and preferences to produce customized recommendations and insights. With LinkedIn Sales Navigator, you can focus on the right people and companies, stay up-to-date on what’s happening with your accounts, and build trust with your prospects and customers.
Learn more about social selling at http://linkd.in/1byEPQ2.
Digital disruption has revolutionized the sales and marketing landscape--72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely to engage with a strong professional brand. To reach buyers, sales and marketing teams must align themselves to create a compelling social media presence.
Join LinkedIn and Oracle Marketing Cloud as we draw back the curtain and explore how to bridge the divide between sales and marketing.
You'll learn:
--Why social selling is important and valuable to both sales and marketing
--Which team is responsible for owning social selling
--How to implement a social selling strategy across both teams
If you work in Sales, the challenges posed by today's informed purchaser will come as old news. But have you discovered new ways to generate demand, deliver insights and build advocacy within your prospect accounts. This presentation covers Build a network of advocacy to avoid the risk of lack of support across prospect organisations
Create a deep understanding of their customer's business in order to teach them something new
Generate new demand in a world of reluctant, risk adverse customers
Webinar on how sales leaders can best use LinkedIn for social selling - goes over fundamental 4 behaviors related to social selling and gives tips on how to start taking action now.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
The Six Imperatives of Digital Selling Success by Mike KunkleMike Kunkle
This is the slide deck from my webinar presentation for Sales & Marketing Management with Dave Stein on 5/15/2014. As soon as I have the link to the recording, I'll add it.
Social Selling Index: Measure Your Social Selling & Drive More PipelineSimone Van Cleve
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network--and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
LinkedIn and Hootsuite partner to demystify where social media and social selling can play an important role in the sales process. From strategy to implementation to measurement, Sara Cohen and Amy McIlwain deconstruct social selling and review key considerations when building a social organization.
Pioneering LinkedIn sales executives are changing how sales is done. Their social selling techniques are reshaping prospecting and turning the conventional sales process on its head. Hear firsthand from three of the top performing members of our sales team — salesperson to salesperson — as they reveal how they run sales at LinkedIn, the tools they use, and their top tips for success.
Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
Over 100 sales leaders converged in LinkedIn's San Francisco office to learn about how social selling is transforming sales teams. Featuring speakers from Golden State Warriors and NetSuite.
Relationship managers are facing new challenges: The number of stakeholders is higher than ever, among other concerns. Learn how you can scale your operation by leveraging social media.
You can’t ignore it – social selling is everywhere. And rightly so as it’s relevant to everyone. It’s not just for sales or for marketing. Social selling is an opportunity for everyone in the organisation to take part in promoting and selling it.
LinkedIn Sales Navigator makes it simple to establish and grow relationships with prospects and customers by helping you tap into the power of LinkedIn, the world’s largest professional network of 300M + members. Designed for sales professionals, LinkedIn Sales Navigator combines LinkedIn’s network data, relevant news sources, and your accounts, leads, and preferences to produce customized recommendations and insights. With LinkedIn Sales Navigator, you can focus on the right people and companies, stay up-to-date on what’s happening with your accounts, and build trust with your prospects and customers.
Learn more about social selling at http://linkd.in/1byEPQ2.
Digital disruption has revolutionized the sales and marketing landscape--72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely to engage with a strong professional brand. To reach buyers, sales and marketing teams must align themselves to create a compelling social media presence.
Join LinkedIn and Oracle Marketing Cloud as we draw back the curtain and explore how to bridge the divide between sales and marketing.
You'll learn:
--Why social selling is important and valuable to both sales and marketing
--Which team is responsible for owning social selling
--How to implement a social selling strategy across both teams
If you work in Sales, the challenges posed by today's informed purchaser will come as old news. But have you discovered new ways to generate demand, deliver insights and build advocacy within your prospect accounts. This presentation covers Build a network of advocacy to avoid the risk of lack of support across prospect organisations
Create a deep understanding of their customer's business in order to teach them something new
Generate new demand in a world of reluctant, risk adverse customers
Webinar on how sales leaders can best use LinkedIn for social selling - goes over fundamental 4 behaviors related to social selling and gives tips on how to start taking action now.
Achieving Sales Mastery through Virtual Sales Training & ReinforcementMike Kunkle
This was the deck we used recently for a panel/webinar with Tim Riesterer from Corporate Visions and I, moderated by Richard Harris of Sales Hacker.
Register to watch the recording here: http://bit.ly/MKwebinarVirtualTrainCoach
The Six Imperatives of Digital Selling Success by Mike KunkleMike Kunkle
This is the slide deck from my webinar presentation for Sales & Marketing Management with Dave Stein on 5/15/2014. As soon as I have the link to the recording, I'll add it.
This is a presentation I delivered for an FSU sales leadership class. Perhaps a bit difficult to understand everything without the talk-track, but hopefully will offer some value.
Given the buzz and data, social media has generated over recent times, we feel that Germin8 Social Listening will be able to add a great deal of value to brands.
These could be in the areas of:
Reputation Monitoring/ Management
Campaign Analysis- pre and post sentiments analysis
Industry or category Research & Competition Tracking
Lead Generation
Brand & Product Insights/Image
Consumer Attitude & Behavior
Adverse Event Monitoring & Crisis Management
Online Reputation Management
This is from a breakout session presentation that I'm running at a conference. It's about using sales analytics to identify areas where sales managers can get the greatest lift from their team. Then I offer basic yet effective models for training, conducting check-ins and coaching to close performance gaps and realize get the most dramatic improvements in their sales team's performance.
Basic Instructional Design Principles - A PrimerMike Kunkle
This is a very basic primer I once created to teach a staff of technical writers about instructional design. It was not designed for non-verbal delivery, but it will give you an idea of basic ISD concepts.
Social Selling Index: Measure Your Social Selling and Drive More PipelineLinkedIn Sales Solutions
Join leading experts from LinkedIn to learn more about how you can socially sell on the professional network -- and how you can measure your social selling prowess. Plus, learn major trends that SSI reveals about the sales profession around the globe!
This is a sales skill model developed for a B2B financial sales company. It's not a sales process, just a model for interpersonal sales interactions, which plugs into a larger process.
Aligning Performance Levers for Breakthrough Sales Results 08-2011Mike Kunkle
Mike Kunkle's sales effectiveness methodology... a six-project methodology for aligning sales performance levers and radically improving sales results.
10 reasons why people don't buy from you and what to do about it details 5 common sales and top 5 marketing errors made by businesses when reaching out to win new business and was used at a keynote speech during a recent North East Expo
How to woo and win active adult prospects as buyers at your 55 plus housing community. Advice for marketing to boomers first given at the 2009 Building for Boomers conference by Creating Results' Todd Harff and co-presenters.
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
The Rules of Engagement: How to leverage social media to grow your businessTrish Saemann
A presentation was given to femfessionals/Charlotte. An overview on effectively using social media to increase brand visibility, lead generation and how to position YOU as an expert in your field.
THE NEED FOR A SALES PROCESS
PROBLEM
The results of a recent study conducted by The Sales Board confirmed what we have known for some time. Prospects are speaking up about how they feel about salespeople who are less than professional. We thought that you would like to see these statistics as they reinforce the need for a sales process and challenge you to improve your qualifying efforts.
DIAGNOSIS
The study showed the following startling facts. Can you relate to them as a salesperson or as a buyer?
Fact: 82% of salespeople fail to differentiate
Result: They lose the business, fail to sell value
Fact: 86% of salespeople ask the wrong questions.
Result: They miss selling opportunities and end up wasting time while appearing unprofessional.
Fact: Only 18% of salespeople close without discounting price.
Result: Discounting becomes a habit and profit margins are eroded.
Fact: 95% of customers say salespeople talk too much.
Result: Customers are bored and feel salespeople don’t care about understanding their problems.
Fact: 62% of salespeople do not earn the right to ask questions.
Result: They fail to position the sale properly and don’t gain commitment.
Fact: 85% of salespeople use a selling process that is extremely ineffective, compared to the buyer’s system.
Result: They close less than 50% of the business that they should close, with disastrous effects on their companies’ sales and their personal incomes. You may be ‘winging it’ if you find yourself relating to any of the following: (a) chasing prospects who don’t return calls; (b) hearing ‘think it over’ all too often when you ask for the business; (c) cutting price in an effort to obtain or keep business; and (d) spending most of your time in front of people who are not decision makers.
SOLUTION
1. Stop assuming that your prospect needs what you’re selling.
2. Learn how to ask more questions to see if the prospect has any serious ‘pain’ issues that your product or service can resolve.
3. Learn a sales process to help you stay in control of the sales interview.
6. Step three - research
Use all the sources you can
Ask yourself what are their priorities;
As a company?
In their role?
As an individual?
How can you help them with their
business & personal priorities?
14. Step 5 – create your customised
value proposition
In that company
15. Step 5 – create your customised
value proposition
For that individual
16. Step 5 – create your customised
value proposition
For that business problem
17. Step 5 – create your customised
value proposition
One that you can help them with
18. You schedule a meeting
or
You get a “no thanks”
“No answer” does NOT mean “no thanks”
It means keep asking – nicely
Step 6 – Keep communicating until
19. “I’d like to meet with you for 30 minutes to discuss
how we can help you to <insert Value Proposition
here>.
“What’s the best way to do that?”
Your simple message
20. The value proposition is designed to answer one
question only;
“Why should I give
up 30 minutes of
my valuable time
to speak to you?”
21. The unspoken answer to that question is
“Because I can help you
fix a problem you really
care about - but you have
to meet with me and give
me your full attention to
find out how.”
22. • Tell them what you can do for them (not how you do it)
• Use their terminology, not yours
• Make them curious
• Make them feel their time will be well spent
• Make sure your online presence (LinkedIn etc) is
credible and matches your story
• Tell the absolute truth
• Focus on helping them
• Mention similar companies you’ve helped – but only if
necessary
• Mention mutual contacts – only if relevant & needed
What to do
23. • Try to sell them on you or your company – your
only objective is to get a meeting
• Tell them how you can help them – too much detail!
• Offer to send them any collateral - at all
• Talk about yourself
• Talk about Gartner’s magic quadrant
• Use your own terminology
• Tell them about your awards, or your size or your
recent wins or other stuff they don’t care about
Remember – they don’t know you and they don’t care about
you – they only care about themselves and their problems
What not to do
28. The CEO cares about talking to (in
approximate order)
• The Executive team & the Board
• Shareholders
• Customers
• Business unit managers
• Other CEOs
• The media
• Existing suppliers
• Their employees
• Family & friends
• The dog, the tax man
• Anyone else other than a salesman
Or maybe a sales person – IF they think they can help them
So help them by focusing on what they care about.
29. How do you get
their attention?
• Keep it simple
• Keep it short
• Keep it consistent
• Focus on a single objective
• Use multiple channels
• Speak to multiple executives
• Repeat
• Repeat
• Repeat
31. And stand out from
the crowd
• Be polite
• Be persistent
• Use multiple communication channels
• But particularly the phone
• Say less, not more
• Do your research
• Know what they care about (that you can help them with)
• Remember – your only objective is to get a meeting to discuss
how you can help them
• Focus on them, not you