All selling is social. Your prospect probably knows more about you than you know about them. Blending Social Media into your CRM processes helps to build the relationships that drive business.

1. Ben@BenMeredith.com
Social Selling
Meets
Sales & Marketing

2. Ben@BenMeredith.com
An Evolution in MarketingAn Evolution in Marketing
 Sign boardsSign boards
 Print advertisingPrint advertising
 Electronic media – eMail, SEO, SEMElectronic media – eMail, SEO, SEM
 Mobile – NFC, Geo-locationMobile – NFC, Geo-location
 Social – one-on-one engagementSocial – one-on-one engagement
●●

3. Ben@BenMeredith.com
An Evolution in SalesAn Evolution in Sales
 SpreadsheetsSpreadsheets
 Contact ManagementContact Management
 Customer Relationship ManagementCustomer Relationship Management
 Social CRMSocial CRM
 Social Selling and EngagementSocial Selling and Engagement
●●

4. Ben@BenMeredith.com
Why Social?Why Social?
 People buy from those that they likePeople buy from those that they like
 If your customer likes you and continues toIf your customer likes you and continues to
like and trust you they will continue to dolike and trust you they will continue to do
business with you.business with you.
 If they don't then they won'tIf they don't then they won't
 We need to align our selling process to theirWe need to align our selling process to their
buying process!buying process!

5. Ben@BenMeredith.com
Traditional Sales EnvironmentTraditional Sales Environment
 Assigned Reps and TerritoriesAssigned Reps and Territories
 Company defined processesCompany defined processes
 8:30am to 5:00pm w/ holidays8:30am to 5:00pm w/ holidays
 Phone and e-mailPhone and e-mail
 TransactionalTransactional
 Us to themUs to them

6. Ben@BenMeredith.com
Social Sales ArenaSocial Sales Arena
 All Reps – Sales + Customer ServiceAll Reps – Sales + Customer Service
 Customer defines the processesCustomer defines the processes
 24 x 7 x 365 – Always open24 x 7 x 365 – Always open
 LinkedIn, Facebook, Twitter, etc...LinkedIn, Facebook, Twitter, etc...
 Relational interactionsRelational interactions
 Them to usThem to us

7. Ben@BenMeredith.com
Social Selling StrategiesSocial Selling Strategies
 Marketing knows the messages you sentMarketing knows the messages you sent
 CRM tracks what you know + current statusCRM tracks what you know + current status
 Social Media exposes what you don’t knowSocial Media exposes what you don’t know
 Aggregate knowledgeAggregate knowledge

8. Ben@BenMeredith.com
All Selling is SocialAll Selling is Social
 We market to organizations & companiesWe market to organizations & companies
 We sell to peopleWe sell to people
 What differentiates us from ourWhat differentiates us from our
competitors?competitors?
 Our relationship with the economic buyerOur relationship with the economic buyer

9. Ben@BenMeredith.com
It’s ALL about Relationships!

10. Ben@BenMeredith.com
The future is already here... It’s just not widelyThe future is already here... It’s just not widely
distributed yet.distributed yet. William GibsonWilliam Gibson