Downloaded 10 times
Uploaded byThomas Winter
Social in B2B selling
This document discusses how social selling can help businesses engage customers in today's digital world. It recommends that businesses use social selling to build their brand by sharing relevant content, familiarize themselves with potential customers by identifying mutual connections on social networks, and optimize outreach efforts to prospects for faster relationship building and sales. Social selling techniques can help salespeople show up better prepared for presentations, conduct more online research before purchasing, and achieve 66% higher sales quotas compared to traditional sales methods alone.
Social in B2B selling
- 1. Engaging Social withinBusiness Thomas Winter, Sr. Director Cisco Digital Sales Strategy thwinter@cisco.com @thwinter
- 2. In today's world,the way you sell face-to- face has to translate to how you sell and interact in the digital world ” “ Tom O’Reilly US Commercial Operations Director
- 3. McKinsey Forrester Now The SalesFunnel Then
- 4. Sales Digitization Strategy #transactions #insights Hyper- awareness Informed Decision- MakingDigital Business Agility Fast Execution #interactions IMDDBT Center – Digital Vortex & Cisco Digital Sales Strategy http://global-center-digital-business-transformation.imd.org/
- 5. Use Social Sellingto build your brand through growing your professional network, appearing as a thought leader & SME by sharing and curating relevant content Use Social Selling to familiarize yourself with company decision makers, hierarchies & priorities, whilst identifying mutual network connections Use Social Selling to optimize your outreach with every prospect for faster and more meaningful relationship building & opportunity identification Social Selling Program 74% of B2B purchasers conduct more than half their research online before purchasing #growyourbrand 29% of salespeople show up well-prepared for customer presentations #growyourknowledge 66% higher quota attainment for social sellers vs. traditional techniques #growyourfunnel
- 6. Old Sales PlaybookNew Sales Playbook Cold Calls Emails Quality Leads Sales Demos Social Networks Promote Others EngageEducate Traditional Sales Social Sales
- 7.