What if you could turn virtually every cold call into a “warm call”? Sales Nirvana? It is very possible today with a shift in strategy and through the adoption of new tools and technology. The blend of a traditional networking philosophy and technology integration can transform the opportunity to develop higher levels of awareness around your solution, increase quality lead generation and elevate evangelism from your brand ambassadors. Social Selling is all about being expertly informed and demonstrating value early in the sales cycle to achieve a competitive advantage. While you cannot automate relationships you can increase quality introductions and accelerate knowledge transfer by leveraging a Social Selling strategy.

1. Social
Selling
and
the
Sales
2.0
Pla3orm
Thursday,
July
14,
2011
2:15
p.m.
–
3:15
p.m.
Ryan
Es;s,
Chief
Experience
Officer
Ryan
Es;s
&
Associates,
Minneapolis
ryanes;s.com

2. @ryanestis
#acaconvention
LiveTweet
2

4. Time Poor
“ I love the viewpoints of consultants and vendors.
They are truly valuable. But I also don’t have time
(nor does anyone else) for multiple one on one calls
“
with multiple consultants I know little about.
I got 17 cold calls, yes 17, last week from vendors.
And I hate not being able to call them all back
(because I don’t want to be rude). But truly, from a
time perspective, I just can’t.
Susan, Buyer & Decision Maker
Fortune 500 Company

6. Source: gapingvoid.com

7. Social Media
Business Tool or Waste of Time?
7

8. There is an App for that…
8

9. Hunter vs. Farmer
Go Get the Business!!

10. Sales Ninja Warrior
Prepared
Unsuspecting
Expert
Deadly

12. 12

13. Your Network is Your Net Worth

14. SOCIAL SHIFT
MEGATRENDS
OF MY WEB
HR
2.0
MY WAY

15. CONSUME
More information,
at the speed of
click!

16. “ Your brand is no stronger than your
reputation and will increasingly depend on
what comes up when you are Googled.
“
Alan Jenkins, Global Communications Consultant

17. 100,000,000
The average member is a college educated 43 year old making
$107,000 a year.

19. C R E AT E
More data was
generated in 2010 than
in the history of mankind.
Source: Andreas Weigland

20. “ What’s important is that it is
now common, and will soon
be expected that every
intelligent person (and quite
a few unintelligent one’s)
will have a media platform
where they share what they
“
care about with the world.

22. 55% more
website visitors
HubSpot 2011
for companies that blog

23. 2,000,000,000
The number of YouTube videos viewed per day

24. Proof of concept – YouTube

28. CONNECT
People don’t want to be
talked at by companies…
They want to talk to
people.

32. COMMUNITY
Experience drives
expecation, and builds
trust.

33. 8,000,000,000
The number of minutes spent on Facebook each day

35. From Intimacy to Ambient Intimacy
5 15 35 150 500 1500
Threshold of maximum number of individuals
Source: Dunbar’s Principle darmano.typepad.com

37. COMPETITION
The playing field
Is now level…

38. • 5,000,000 social
connections.
• $6,500,000 in online
campaign donations.
• 14,200,000 watched Yes
We Can speech online.

42. Planner’s Favorite Speakers
Who is the best keynote speaker you have ever heard or used?
Simon Bailey (achieving individual and organizational brilliance; simontbailey.com)
Walter Bond ("The Accountability Leader"; walterbondseminars.com)
Marcus Buckingham (executive coaching, strengths-driven performance, leadership; tmbc.com)
Dr. Stephen R. Covey (author of The 7 Habits of Highly Effective People stephencovey.com)
Mike Ditka (former coach of NFL's Chicago Bears; mikeditka.com)
Ryan Estis (sales strategies, leadership skills; ryanestis.com)
Bill Gates (Microsoft chairman; microsoft.com/presspass/exec/billg)
Rudy Giuliani (former New York City mayor, speaks on politics, leadership, crisis management)
Colin Powell (retired Army general, U.S. secretary of state 2001-'05)
Tony Robbins (motivational speaker on achieving one's dreams; tonyrobbins.com)
Tim Sanders ("The People-Centric Business Expert,” leadership; timsanders.com)
Al Gore (45th U.S. vice president, author of An Inconvenient Truth)
Jay Leno (humor, entertainment; allamericanspeakers.com/speakers/Jay-Leno/1851)
Sarah Palin (governor of Alaska 2006-2009, Republican vice-presidential nominee 2008)
Mike Krzyzewski ("Coach K," Duke head coach, motivational/sports themes; coachk.com)
Stan Slap (corporate strategist, business speaker;)

47. passiononpurposeblog.com