The document discusses the evolving landscape of social selling, emphasizing the importance of social media in B2B lead generation and sales processes. It highlights best practices, strategies, and tools for effective social selling, including content sharing, networking, and monitoring customer engagement. Additionally, it covers key performance indicators for measuring the ROI of social selling and outlines the roles of different social media platforms in building relationships and closing deals.

1. Mic Adam
Social Media activities
• Awareness Building
• Inventory Services
• Policy Creation
• Training
• Monitoring
• Market research

2. The times are changing…
also for prospecting!

4. Buyer Environment has changed

5. 3 in 5
Decision takers use sociale media to get
informed about new products and suppliers.

7. Let’s be real… B2B leads still come from

8. The new seller est arrivé!

9. B2B Social Selling is NOT…
making sales pitches through social media

10. Q1: What is Social Selling for you?

11. Definition of Social Selling

12. Is Social Selling a distraction?
•
Calls-to-contact ratio is now over 10:1 - worse
than ever before.
•
Contact-to-meeting ratio is worse, not better.
•
Sales cycle length is longer, not shorter.
•
Closing percentages are lower, not higher.
Objective Management Group

13. Some Independent Research

14. Benefits of Social Selling

15. Best in Class & Their Strategy

16. Most efficient use of Social Media

17. Did you ever close a deal via Social Media?

18. Best Practices for Mature Social Sellers

19. Pillars of Social Selling

21. Biggest Social Selling Hurdle

22. Social Selling Training

23. Social Media Trainers

24. Sales Performance International (SPI)

25. Sales Coaches

26. A few basics

27. 27

28. A world of Solutions

29. Q2: Which solutions do you know or
are using for Social Selling?

30. Hearsay Social Selling

31. http://www-01.ibm.com/software/collaboration/social/business/socialselling.html

32. Oracle

34. Who else is into Social Selling?

35. The Social Media Vendors,
Monitoring tools, etc.

36. Social Selling Solutions
LinkedIn

39. The Changing Sales Role

40. Take a Hollistic Approach
Hootsuite Media

41. Best in Class!

43. Content & Relationship

44. Social Selling In Action

45. Social Selling Building blocks

46. Improve Your Lead Gen
• Recognize Buying Signals
• Get noticed as an industry expert

47. SOCIAL SELLING PROCES
Pick a
Channel
Keep
Listening
Build
your
Profile
Create
Content
Build
your
network
Connect
with
influence
rs

48. Social Selling Tips for the social Seller
1. Choose your social media channels carefully
and not to many
2. Build a strong and professional network
3. Invest time in your connections
4. Become a content curator and share with
your clients/prospects
5. Stay in touch and do consultative selling
6. Share content and add value
7. Ask your “friends” to share your social media
messages

49. Tools for a Social Seller
SALES

50. Q3: How to measure ROI of Social
Selling

52. Q4: which Sales KPI’s are relevant

53. Traditional Sales KPI’s
Leading indicators: KPI’s for funnel development
•
Number of qualified leads in the pipeline
•
Sales cycle length
•
Total length of time to qualify a new prospect
•
Qualified to proposal ratios
•
Number of evaluations / short lists per year
•
Number of new (first) client meetings per month
•
Number of meetings with prospects/clients
•
Cold lead to qualified ratios with conversion rates
•
Pipeline growth

54. Traditional Sales KPI’s
Lagging indicators: Revenue and quota focused KPI
• Proposal to closed ratio
• Average deal size
• Number of sales per year
• Total revenue & profit
• Annual quota
• New vs. existing client sales
• CRM Update

55. Let’s take look at how these 4 platforms
can be used for Social Selling

56. Sociaal Media Platform #1
Business Networking

58. Six Degrees of Separation

59. Q5: Give 3 examples of Social
Selling on LinkedIn

60. It all starts with
“first impressions”.

61. I am not going to talk about these
basics!
•
•
•
•
•
•
•
•
•
•
Picture
Name
Title
Email
Phone number
Website(s)
Vanity URL
Summary
Work history
Other fields

62. Tip #1: Who viewed your profile
Start
a
Conversation

63. Tip #2: Check Contacts tab
• Congratulate on new Job
• Wish Happy Birthday
• Congrats on Work anniversary
Start
a
Conversation

64. Tip #3: Use Introductions

65. Tip #4: Find new prospects - Alerts

66. Tip #5: Keep your network warm

67. How to keep your network warm?

68. Social Media Platform #2
Microblogging

69. Q6: Give 3 examples of Social
Selling on Twitter

70. Why use Twitter for Social Selling?
• Listen (people, companies, and topics)
• Find new customers and opportunities
• Ask questions
• Share infromation
• Be found
• Become a resource

71. Tip #1: Who to follow?
•
Your own company
•
Customers
•
Prospects
•
Partners
•
Suppliers
•
Peers
•
Competition
•
Journalists
•
Influencers
•
Etc.

72. Tip #2: Follow Hashtags

73. Tip #3: Share Content

74. Tip #4: Attract attention - Mentions

75. Tip #5: Make a Twitterlist

76. Monitor Social Media for Cues
Topsy

77. Google Alerts (Internet – Content)

78. The Google Alert Results

79. Many more tools
(free – freemium – paying)

80. More free monitoring to come…

81. Managing multiple accounts from
one screen
84

82. Post Message on Multiple accounts
85

83. Monitor Twitter & Facebook
86

84. Where and how do you
Find good content.

85. Platforms for Content

86. Website
Content generation
Corporate
Profiles
Traffic generation
Corporate
Profiles
Traffic generation
Personal
Profiles
89

87. Social Selling Apps

88. Create a Social Media Routine!

89. Keep in mind that Social Selling…
• Enables Collaboration, Listening, Contribution
• Helps identify prospects
• Facilitates relationship building
• Demonstrates industry knowledge and
expertise
• Closes deals more efficiently

90. Social Media
Routine

91. Combine Old AND New to start
conversations!

92. And that’s how you become an effective
social seller.
95

94. Next Steps?
• 19/2/2014 – Workgroup on the topic
• Lead Generation with Social Media
• Getting your sales team on board
• Sharing of cases and best practices
• 24/4/2014 – Workgroup on the topic
• Social Selling tools and platfroms
• ROI of Social Selling
• Sharing knowledge, cases and best practices

95. Did we forget something?
• 11/6/2014 – Workgroup/Info session
•
Based on previous 2 sessions
Or
• 11/6/214 – Workgroup on…

97. Connect with me!