Social selling utilizing the nimble crm system

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The document summarizes outdated sales processes and how social selling has improved upon them. Traditional methods like cold calling took a long time to develop relationships, were expensive, and focused more on quantity over quality. Social selling allows salespeople to listen on social media and engage customers in a more meaningful way based on their interests. It provides opportunities to have purposeful phone calls and emails tailored to the customer while developing long-term relationships through preferred social channels. Social selling transforms cold calling into warmer engagements with targeted prospects.

Sales Business Technology

Sales Process in the ‘Good Ol Days’
CrossPointsGroup.com Connect with us:

How we tried to develop sales relationships
• Cold calling
• Dialing for dollars
• Join associations & network, network, network
• Sponsor: Golf Outings, Assoc meetings, after
hours events, open houses, give away’s, etc
• Print/send newsletters
• Buy advertising
• Presentation at a group office
CrossPointsGroup.com Connect with us:

What were the results?
• Long time to develop a quality relationship
• Expensive
• Loss of salespeople sends you back to square 1
• Quantity over quality in measuring activity
• When you finally got some facetime - rush to
‘Get to the Pitch’ – more yelling than selling
• Lots of bid opportunities, but few consultative
sales proposals (solutions)
• Burn out of prospecting by sales staff
CrossPointsGroup.com Connect with us:

How did we measure ‘sales’ activities?
CrossPointsGroup.com Connect with us:

Out with the Old, in with the New
CrossPointsGroup.com Connect with us:

Social Selling starts w/ Social Listening
CrossPointsGroup.com Connect with us:

1. Listen, Research, Learn (Social
Media delivers the most current info)
2. Determine if you have anything of
value to contribute to the conversation
3. Finally, only at the appropriate place
and time … you jump in (engage)
Rules for Social Selling - Engagement
CrossPointsGroup.com Connect with us:

Social Selling is a Conversation
CrossPointsGroup.com Connect with us:

Use Nimble CRM
• Brings social media ‘signals’ into one dashboard
• Intelligence system signals engagement
opportunities
• Brings all contacts together and starts applying
‘social selling’ logic to engage them

How to Engage (P2P)
• Phone calls that have purpose
• Email that deliver content based on what you are
hearing
• Engage through the social media of their choice
• Strike a balance between being a Cowboy and a
Librarian - 3+3 rule
• Have ‘Library’ available so everyone can quickly
deliver specific content – don’t send link to your
blog, send the specific item(s) Try ‘Postwire’
CrossPointsGroup.com Connect with us:

Social Selling will turn cold calling into
‘warm’ calling & Nimble makes it easy!
• Have fun selling
• Target prospects &
projects you WANT
• Capitalize on
opportunities
• Less bids & more
consultative and
solution sales
• Increased profits!
CrossPointsGroup.com Connect with us:

NEED MORE HELP?
15
CONTACT US FOR MORE
INFORMATION ON
SETTING UP A SOCIAL
SELLING PROCESS FOR
YOUR COMPANY
Office: 800/820-2590
Email: Info@CrossPointsGroup.com
Web: www.CrossPointsGroup.com
Skype: Sean.CrossPoints
Just give us a call, connect with us on Social or visit our web site at www.CrossPointsGroup.com to learn more
about our company and see the other services we provide including: Data Analytics, Strategic Planning & Growth
Management, Profitability Analysis, Estimating & Budgeting Systems, Social Media & Blogging Service, Technology
Integrations, Sales/CRM Training, and Marketing Systems.
ENTER BELOW TO JOIN OUR NEWSLETTER LIST AND TO RECEIVE EXCLUSIVE E-BOOKS, WHITEPAPERS
AND WEBINAR INVITATIONS

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Social selling utilizing the nimble crm system

2. Sales Process in the ‘Good Ol Days’ CrossPointsGroup.com Connect with us:

3. How we tried to develop sales relationships • Cold calling • Dialing for dollars • Join associations & network, network, network • Sponsor: Golf Outings, Assoc meetings, after hours events, open houses, give away’s, etc • Print/send newsletters • Buy advertising • Presentation at a group office CrossPointsGroup.com Connect with us:

4. What were the results? • Long time to develop a quality relationship • Expensive • Loss of salespeople sends you back to square 1 • Quantity over quality in measuring activity • When you finally got some facetime - rush to ‘Get to the Pitch’ – more yelling than selling • Lots of bid opportunities, but few consultative sales proposals (solutions) • Burn out of prospecting by sales staff CrossPointsGroup.com Connect with us:

5. How did we measure ‘sales’ activities? CrossPointsGroup.com Connect with us:

6. CrossPointsGroup.com Connect with us:

7. Out with the Old, in with the New CrossPointsGroup.com Connect with us:

8. Social Selling starts w/ Social Listening CrossPointsGroup.com Connect with us:

9. 1. Listen, Research, Learn (Social Media delivers the most current info) 2. Determine if you have anything of value to contribute to the conversation 3. Finally, only at the appropriate place and time … you jump in (engage) Rules for Social Selling - Engagement CrossPointsGroup.com Connect with us:

10. What to Listen for: • Conversations • Mentions of You, your Brand, or your Industry • What your customers want and what they want to hear • New opportunities • Potential new connections and relationships • What your competitors are talking about and who they are talking to CrossPointsGroup.com Connect with us:

11. Social Selling is a Conversation CrossPointsGroup.com Connect with us:

12. Use Nimble CRM • Brings social media ‘signals’ into one dashboard • Intelligence system signals engagement opportunities • Brings all contacts together and starts applying ‘social selling’ logic to engage them

13. How to Engage (P2P) • Phone calls that have purpose • Email that deliver content based on what you are hearing • Engage through the social media of their choice • Strike a balance between being a Cowboy and a Librarian - 3+3 rule • Have ‘Library’ available so everyone can quickly deliver specific content – don’t send link to your blog, send the specific item(s) Try ‘Postwire’ CrossPointsGroup.com Connect with us:

14. Social Selling will turn cold calling into ‘warm’ calling & Nimble makes it easy! • Have fun selling • Target prospects & projects you WANT • Capitalize on opportunities • Less bids & more consultative and solution sales • Increased profits! CrossPointsGroup.com Connect with us:

15. NEED MORE HELP? 15 CONTACT US FOR MORE INFORMATION ON SETTING UP A SOCIAL SELLING PROCESS FOR YOUR COMPANY Office: 800/820-2590 Email: Info@CrossPointsGroup.com Web: www.CrossPointsGroup.com Skype: Sean.CrossPoints Just give us a call, connect with us on Social or visit our web site at www.CrossPointsGroup.com to learn more about our company and see the other services we provide including: Data Analytics, Strategic Planning & Growth Management, Profitability Analysis, Estimating & Budgeting Systems, Social Media & Blogging Service, Technology Integrations, Sales/CRM Training, and Marketing Systems. ENTER BELOW TO JOIN OUR NEWSLETTER LIST AND TO RECEIVE EXCLUSIVE E-BOOKS, WHITEPAPERS AND WEBINAR INVITATIONS

Social selling utilizing the nimble crm system

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