Customer case study of a social selling program and the sales results within the first 6-months after the program was implemented. The results were significant and led to new sales opportunities.
Strategies in Corporate Communications: Fostering a Collaborative Culture in ...Greenfield/Belser Ltd.
Strategies in Corporate Communications: Fostering a Collaborative Culture in the Partnership Ranks
No question about it: culture is defined by the leadership of the firm. But if collaboration is a hallmark of the firm's culture, communications can play a large role in energizing collaboration. This session offers three valuable strategies to help facilitate clear, effective communication and foster creativity between law firm partners. Our presenters will address:
• The Vampire Syndrome: Killing Off Deadly Communications Permanently
A step-by-step program to remove impediments to collaboration that include dreadful practice descriptions, chilly biographies, pale internal updates and bloodless newsletters
• Beyond the Drum Circle
Creative ideas that foster and sustain collaboration.
• What's Your Partner's Elevator Pitch?
How to enable lawyers to "sell" one another through collaborative learning.
Facilitators:
Burkey Belser, President, Greenfield/Belser Ltd.
Joe Walsh, Principal, Greenfield/Belser Ltd.
Social selling utilizes digital channels like LinkedIn, Facebook, and Twitter to promote products and services through sharing content, interacting with potential customers, personal branding, and social listening. It is most effective for industries that require prospecting, responding to tenders, dealing with long sales cycles or complex sales processes, long periods between customer contacts, or multiple decision makers. The key activities of social selling are building networks and profiles, engaging audiences, continuous learning, and ultimately monetizing efforts by driving customers to meetings or opportunities. Studies show social selling increases sales productivity and that customers are more likely to meet with salespeople they are connected to on LinkedIn.
HP wanted to improve its brand perception and relationship with small and medium businesses (SMBs). It launched a LinkedIn group called the HP Business Answers group to foster conversations between HP and SMBs and create a community. The group grew to over 5,500 members, with nearly a third contributing regularly to discussions. A study found that group members were twice as likely to rate HP highly for listening to customers and 20% more likely to recommend HP products. The LinkedIn group successfully positioned HP as a trusted partner and thought leader for SMBs.
A Talent Seal (think Good HouseKeeping Seal for talent) is proof of certification of a ten week Access Coaching program. This program focuses on talent development, professional search campaigns, best in class networking practices and has an emphasis on building individual Spiritual Capital. As a certified candidate, it is understand that a job not aligned with your unique ability to create value in your work bankrupts your Spiritual Capital and only serves to put you back into uncertainty. Consequently, the content in this resume is in first person and focuses on who the candidate is, what their unique abilities look like, and the choices they are seeking.
This document discusses social SEO and cross-channel marketing. It outlines four questions for businesses to assess their social SEO readiness: 1) Are they on message? 2) Are they synchronized? 3) Are they converting existing social media leads? 4) How do individual contributors answer social requests? The document emphasizes that business has always been social and technology now enables greater engagement. It states social SEO strategy is about coordinating conversations across channels to drive awareness and conversions.
Showcasing your experts to drive brand value and generate leads. In other words, boost brand awareness, brand authority, and learn about the importants of expert content marketing.
This document provides an overview of content marketing strategies for recruitment firms. It defines content marketing and discusses how it differs from traditional advertising. It also presents a case study of a company that has successfully implemented a content marketing strategy. Finally, it offers tips on developing content topics, distributing content on LinkedIn, creating personas to target different audiences, and using a group strategy to engage members and drive traffic. The overall message is that content marketing can help recruitment firms engage prospects and customers without direct sales pitches.
Is your organization aligned to a common direction?
For more white papers and webinars, go to http://www.sldesignlounge.com
Or visit us at http://www.sld.com
Strategies in Corporate Communications: Fostering a Collaborative Culture in ...Greenfield/Belser Ltd.
Strategies in Corporate Communications: Fostering a Collaborative Culture in the Partnership Ranks
No question about it: culture is defined by the leadership of the firm. But if collaboration is a hallmark of the firm's culture, communications can play a large role in energizing collaboration. This session offers three valuable strategies to help facilitate clear, effective communication and foster creativity between law firm partners. Our presenters will address:
• The Vampire Syndrome: Killing Off Deadly Communications Permanently
A step-by-step program to remove impediments to collaboration that include dreadful practice descriptions, chilly biographies, pale internal updates and bloodless newsletters
• Beyond the Drum Circle
Creative ideas that foster and sustain collaboration.
• What's Your Partner's Elevator Pitch?
How to enable lawyers to "sell" one another through collaborative learning.
Facilitators:
Burkey Belser, President, Greenfield/Belser Ltd.
Joe Walsh, Principal, Greenfield/Belser Ltd.
Social selling utilizes digital channels like LinkedIn, Facebook, and Twitter to promote products and services through sharing content, interacting with potential customers, personal branding, and social listening. It is most effective for industries that require prospecting, responding to tenders, dealing with long sales cycles or complex sales processes, long periods between customer contacts, or multiple decision makers. The key activities of social selling are building networks and profiles, engaging audiences, continuous learning, and ultimately monetizing efforts by driving customers to meetings or opportunities. Studies show social selling increases sales productivity and that customers are more likely to meet with salespeople they are connected to on LinkedIn.
HP wanted to improve its brand perception and relationship with small and medium businesses (SMBs). It launched a LinkedIn group called the HP Business Answers group to foster conversations between HP and SMBs and create a community. The group grew to over 5,500 members, with nearly a third contributing regularly to discussions. A study found that group members were twice as likely to rate HP highly for listening to customers and 20% more likely to recommend HP products. The LinkedIn group successfully positioned HP as a trusted partner and thought leader for SMBs.
A Talent Seal (think Good HouseKeeping Seal for talent) is proof of certification of a ten week Access Coaching program. This program focuses on talent development, professional search campaigns, best in class networking practices and has an emphasis on building individual Spiritual Capital. As a certified candidate, it is understand that a job not aligned with your unique ability to create value in your work bankrupts your Spiritual Capital and only serves to put you back into uncertainty. Consequently, the content in this resume is in first person and focuses on who the candidate is, what their unique abilities look like, and the choices they are seeking.
This document discusses social SEO and cross-channel marketing. It outlines four questions for businesses to assess their social SEO readiness: 1) Are they on message? 2) Are they synchronized? 3) Are they converting existing social media leads? 4) How do individual contributors answer social requests? The document emphasizes that business has always been social and technology now enables greater engagement. It states social SEO strategy is about coordinating conversations across channels to drive awareness and conversions.
Showcasing your experts to drive brand value and generate leads. In other words, boost brand awareness, brand authority, and learn about the importants of expert content marketing.
This document provides an overview of content marketing strategies for recruitment firms. It defines content marketing and discusses how it differs from traditional advertising. It also presents a case study of a company that has successfully implemented a content marketing strategy. Finally, it offers tips on developing content topics, distributing content on LinkedIn, creating personas to target different audiences, and using a group strategy to engage members and drive traffic. The overall message is that content marketing can help recruitment firms engage prospects and customers without direct sales pitches.
Is your organization aligned to a common direction?
For more white papers and webinars, go to http://www.sldesignlounge.com
Or visit us at http://www.sld.com
What CMOs should know when they hire a Social Media DirectorViosk International
Is your organization ready for Social Media Marketing? Is your team ready? Are you executives buying into your strategy? Explore the how-to steps in hiring the right Social Media Marketing Director and make sure your company is ready for major changes in the way you think, operate and conduct business in 2011.
Learn how to define (and improve!) the quality of hire in this webcast. Click through to see the shift from taking job orders to influencing hiring needs and identify selection strategies that provide top-quality hires in today's new work environment.
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn
The document provides guidance on developing a personal brand and career marketing plan to effectively present oneself in a professional job search. It outlines identifying skills, values, and interests to craft a brand statement. It then describes key elements of a marketing plan like target position, brand description, positioning statement, key competencies, target market, target companies, compensation goals, and an action plan. The document stresses tailoring these materials for specific opportunities and using one's brand and plan across application materials and social media profiles.
The document discusses using gamification techniques to improve employee engagement and training. It explains that gamification uses game mechanics like leaderboards, badges and public recognition to motivate employees and make training more compelling. When implemented effectively by integrating game elements into the overall training program, gamification can boost creativity, learning, participation and motivation compared to traditional training methods. However, superficial gamification without a strategic plan can lead to inauthentic engagement. Overall, the document promotes gamification as a low-cost way to revolutionize training when done correctly.
The author argues that trade groups for communications professionals need to fundamentally redefine their mission to better reflect the changing nature of the field. Specifically, they need to focus more on strategic thinking skills and creating "laboratories" to test innovative strategies, rather than emphasizing tactics or accreditation. Current conferences also need to facilitate more high-level discussions of communication strategies rather than just presenting case studies or "how-to" information. By reinventing themselves in this way, trade groups can help professionals succeed in today's fast-paced, knowledge-based communications environment.
The document discusses the evolving role of public relations (PR) in a world where social customer relationship management (SCRM) is increasingly important. It notes that while traditional PR methods are still relevant, PR must now focus on building communities and advocacy. The new role of PR involves collaborating closely with other departments to engage customers through social media and ensure alignment across the company. Building trust and providing value to the social customer is key to success with a SCRM strategy.
"Investigación internacional promovida por Corporate Excellence - Centre for Reputation Leadership en colaboración con Cees BM van Riel, profesor de Comunicación Corporativa de la Rotterdam School of Management - Erasmus University, para conocer los factores de éxito de los Chief Communications Officer (CCO). La investigación fue realizada entre junio de 2011 y diciembre de 2012 mediante cuestionarios y entrevistas en profundidad a 117 Directores de Comunicación de grandes empresas de Estados Unidos, Reino Unido, Alemania, Francia, España, Italia, Países Bajos, Brasil, México y Chile.
¿Qué determina el éxito del Chief Communications Officer (CCO)? ¿Hasta qué punto las habilidades personales juegan un papel en ese éxito? ¿Cuáles son esas habilidades necesarias? ¿En qué medida el negocio en el que opera la organización es importante? ¿Es un perfil más operativo, táctico, estratégico o una combinación de todos ellos? La investigación señala tres aspectos fundamentales: el CCO debe jugar un papel relevante tanto en su desempeño interno, como directivo de la empresa, así como tener impacto externo a través de su gestión de la comunicación. Y además, debe desarrollar habilidades personales que le permitan ocupar funciones cada vez más estratégicas."
An international research study sponsored by Corporate Excellence – Centre for Reputation Leadership in collaboration with Cees BM van Riel, Corporate Communication Professor at Rotterdam School of Management - Erasmus University. The study addresses the success drivers of Chief Communications Officer (CCO). It was carried out from June 2011 to December 2012, and it used questionnaires and in-depth interviews with 117 Communications Director from large corporations in the U.S., UK, Germany, France, Spain, Italy, the Netherlands, Brazil, Mexico and Chile.
What determines the success of Chief Communications Officer (CCO)? To what extent do personal skills play a role in that success? What are those skills? To what extent does the business in which the organization operates play a role? Is it more operational, tactical, strategic or a combination? The research points out three main aspects: the CCO must play an important role both internal and externally, the CCO should implement an impacting communication, and he or she should have the personal skills enable them to carry out strategic tasks.
Public Relations Management Session 2 Corporate Communications And Pr Com...Moksh Juneja
The document provides an overview of corporate communications and public relations. It defines communication and discusses models of communication, including linear, interactive, and transactional models. It also defines corporate communications and discusses the corporate communications mix, aspects of corporate communication, and tools and scope of corporate communication. Models of public relations are presented, including press agentry, public information, one-way asymmetric, and two-way symmetric models. The roles and areas addressed by corporate communications professionals are outlined.
The document discusses how content marketing can be used for demand generation in B2B environments. It explains that content marketing involves creating and sharing content to promote a product or service. This content educates prospects and builds trust at different stages of the buying process. Effective content marketing generates leads, nurtures leads as they learn, and allows leads to be scored based on their engagement with the content to determine when they are sales-ready. The document provides guidelines for creating content targeted at different buyer roles and stages to move prospects through the purchase funnel.
The Evolution of Corporate CommunicationsKenny Ong
ABF Annual Corporate Communications and Public Relations Conference
The Evolution Of Corporate Communications
• The evolving role of corporate communications and PR
• Business strategy and corporate communications
• Technology and corporate communications
• Corporate communications as value creator
This ebook covers the following topics with regard to social selling across an enterprise.
1) Balancing Relationship-Based Culture and Performance
2) Social Selling Satisfies Revenue Demand and Buyers Needs
3) Driving Organizational Change in a Social World
4) Become a Trusted Advisor & Win More Deals
5) How LinkedIn and Other Leading Companies Drive a Relationship-Focused Sales Culture
August 2018 internal comms measurement hour preso Paine Publishing
The document provides best practices for measuring internal, organizational, and employee communications. It discusses defining clear goals and metrics, understanding where employees get information, establishing benchmarks, and selecting appropriate measurement tools. The key steps outlined are: 1) rethinking how communication is defined, 2) understanding the information environment, 3) agreeing on measurable goals, 4) selecting benchmarks, 5) defining criteria for success, and 6) choosing tools to collect data. Measurement is important to demonstrate the impact and ROI of communications functions.
How to Excite Your Executives About Online Community!Leader Networks
This session is designed to surface opportunities to excite leadership about the value your online community is delivering and offer insights into ways to spotlight the potential returns and benefits. Following this approach you will be able to answer the burning questions every executive asks and community leader faces:
How does the community align with the organizational strategy?
What is the business case?
How do we know we are making the right decisions (do we have the priorities)?
How are we measuring success?
What speaks to executives at various stages of a community's lifecycle?
The document discusses using social media, specifically Facebook, Twitter, and LinkedIn, for lead generation. It provides tips on creating engaging content, using paid promotion features like promoted posts and ads, and tracking results. The key recommendations are to post mostly valuable content and focus promotion on content with clear calls-to-action. Tracking engagement and conversion metrics is important to measure the effectiveness of social media lead generation efforts.
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterRobert Koehler
The document discusses how LinkedIn Sales Navigator helps sales teams build their sales pipeline faster. It provides targeted searches to find decision makers within accounts, insights into prospects from their LinkedIn profiles, and opportunities to leverage existing connections to secure warm introductions. Users report that Sales Navigator has shortened sales cycles, increased conversion rates, and helped more reps exceed their quotas. The conclusion states that a healthy pipeline is key to business growth and rep satisfaction, and social intelligence tools like Sales Navigator are transforming prospecting into a more effective process.
Thought leadership: winning the battle for attention in B2B technology marketingDamo Consulting Inc.
Thought leadership is the fastest growing spend category in content marketing today. Here are some best practices to get the most out of your investments in thought leadership marketing.
Innovative marketing in commercial insuranceLinkedIn
David May, CMO, AIG
Michael Lock, President, Hearsay Social
Elliott Bundy, Chief Communications & Marketing Officer, XL Group plc
Emily Friedman, Senior Research Consultant, LinkedIn
A distinguished panel of marketing experts will discuss groundbreaking new research on the rising influence of digital media in the commercial insurance industry. Understand the types of information, sources, and channels used to inform decision-making at key touch points in the commercial insurance buying process.
Public Relation Management and its impotancejayjay15498
The document discusses public relations management and its importance for organizations. It defines public relations as a strategic communication process used to build beneficial relationships between companies/individuals and the public. The main objectives of public relations are to maintain a positive brand reputation and strategic relationships with stakeholders like customers, partners, and employees. An effective public relations strategy can help build a brand's image, capitalize on opportunities, promote its values, strengthen community relations, manage its reputation, and enhance its online presence.
This document provides recommendations for improving an outreach strategy targeting healthcare advertising agencies. It begins by outlining the overall outreach landscape and best practices for sequencing different types of outreach. It then provides suggestions for print materials, including recommendations for the letter, dashboard, and additions. Prospective targets within healthcare agencies are identified based on their roles and motivations. Additional outreach suggestions include partnering with influencers and partners in the healthcare space and developing content marketing. The next steps proposed are to further understand agency capabilities and identify opportunities, run an influencer and partner campaign, and develop a lead generation program through content marketing.
Linkedin Miniguide Five Steps For Crafting a Killer Social Recruiting StrategyAjumal Khan
1) The document outlines 5 steps for developing a killer social recruiting strategy: review goals, supercharge talent brand, harness employees, engage online, and measure success.
2) It emphasizes building a strong talent brand, engaging employees as ambassadors, targeting communications online, and using metrics like the Talent Brand Index to measure strategy effectiveness.
3) Key tactics include helping employees optimize profiles, sharing company stories/events, using LinkedIn Recruiter to build talent pipelines, and tracking metrics like offer acceptance rates and employee retention over time.
SASUG April - Building Social Networks and the Social JourneyDavid Broussard
A review of what an Enterprise Social Network is, why we needs them, and how to embark on a Social Journey that will actually get you to your desired destination.
What CMOs should know when they hire a Social Media DirectorViosk International
Is your organization ready for Social Media Marketing? Is your team ready? Are you executives buying into your strategy? Explore the how-to steps in hiring the right Social Media Marketing Director and make sure your company is ready for major changes in the way you think, operate and conduct business in 2011.
Learn how to define (and improve!) the quality of hire in this webcast. Click through to see the shift from taking job orders to influencing hiring needs and identify selection strategies that provide top-quality hires in today's new work environment.
Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn
The document provides guidance on developing a personal brand and career marketing plan to effectively present oneself in a professional job search. It outlines identifying skills, values, and interests to craft a brand statement. It then describes key elements of a marketing plan like target position, brand description, positioning statement, key competencies, target market, target companies, compensation goals, and an action plan. The document stresses tailoring these materials for specific opportunities and using one's brand and plan across application materials and social media profiles.
The document discusses using gamification techniques to improve employee engagement and training. It explains that gamification uses game mechanics like leaderboards, badges and public recognition to motivate employees and make training more compelling. When implemented effectively by integrating game elements into the overall training program, gamification can boost creativity, learning, participation and motivation compared to traditional training methods. However, superficial gamification without a strategic plan can lead to inauthentic engagement. Overall, the document promotes gamification as a low-cost way to revolutionize training when done correctly.
The author argues that trade groups for communications professionals need to fundamentally redefine their mission to better reflect the changing nature of the field. Specifically, they need to focus more on strategic thinking skills and creating "laboratories" to test innovative strategies, rather than emphasizing tactics or accreditation. Current conferences also need to facilitate more high-level discussions of communication strategies rather than just presenting case studies or "how-to" information. By reinventing themselves in this way, trade groups can help professionals succeed in today's fast-paced, knowledge-based communications environment.
The document discusses the evolving role of public relations (PR) in a world where social customer relationship management (SCRM) is increasingly important. It notes that while traditional PR methods are still relevant, PR must now focus on building communities and advocacy. The new role of PR involves collaborating closely with other departments to engage customers through social media and ensure alignment across the company. Building trust and providing value to the social customer is key to success with a SCRM strategy.
"Investigación internacional promovida por Corporate Excellence - Centre for Reputation Leadership en colaboración con Cees BM van Riel, profesor de Comunicación Corporativa de la Rotterdam School of Management - Erasmus University, para conocer los factores de éxito de los Chief Communications Officer (CCO). La investigación fue realizada entre junio de 2011 y diciembre de 2012 mediante cuestionarios y entrevistas en profundidad a 117 Directores de Comunicación de grandes empresas de Estados Unidos, Reino Unido, Alemania, Francia, España, Italia, Países Bajos, Brasil, México y Chile.
¿Qué determina el éxito del Chief Communications Officer (CCO)? ¿Hasta qué punto las habilidades personales juegan un papel en ese éxito? ¿Cuáles son esas habilidades necesarias? ¿En qué medida el negocio en el que opera la organización es importante? ¿Es un perfil más operativo, táctico, estratégico o una combinación de todos ellos? La investigación señala tres aspectos fundamentales: el CCO debe jugar un papel relevante tanto en su desempeño interno, como directivo de la empresa, así como tener impacto externo a través de su gestión de la comunicación. Y además, debe desarrollar habilidades personales que le permitan ocupar funciones cada vez más estratégicas."
An international research study sponsored by Corporate Excellence – Centre for Reputation Leadership in collaboration with Cees BM van Riel, Corporate Communication Professor at Rotterdam School of Management - Erasmus University. The study addresses the success drivers of Chief Communications Officer (CCO). It was carried out from June 2011 to December 2012, and it used questionnaires and in-depth interviews with 117 Communications Director from large corporations in the U.S., UK, Germany, France, Spain, Italy, the Netherlands, Brazil, Mexico and Chile.
What determines the success of Chief Communications Officer (CCO)? To what extent do personal skills play a role in that success? What are those skills? To what extent does the business in which the organization operates play a role? Is it more operational, tactical, strategic or a combination? The research points out three main aspects: the CCO must play an important role both internal and externally, the CCO should implement an impacting communication, and he or she should have the personal skills enable them to carry out strategic tasks.
Public Relations Management Session 2 Corporate Communications And Pr Com...Moksh Juneja
The document provides an overview of corporate communications and public relations. It defines communication and discusses models of communication, including linear, interactive, and transactional models. It also defines corporate communications and discusses the corporate communications mix, aspects of corporate communication, and tools and scope of corporate communication. Models of public relations are presented, including press agentry, public information, one-way asymmetric, and two-way symmetric models. The roles and areas addressed by corporate communications professionals are outlined.
The document discusses how content marketing can be used for demand generation in B2B environments. It explains that content marketing involves creating and sharing content to promote a product or service. This content educates prospects and builds trust at different stages of the buying process. Effective content marketing generates leads, nurtures leads as they learn, and allows leads to be scored based on their engagement with the content to determine when they are sales-ready. The document provides guidelines for creating content targeted at different buyer roles and stages to move prospects through the purchase funnel.
The Evolution of Corporate CommunicationsKenny Ong
ABF Annual Corporate Communications and Public Relations Conference
The Evolution Of Corporate Communications
• The evolving role of corporate communications and PR
• Business strategy and corporate communications
• Technology and corporate communications
• Corporate communications as value creator
This ebook covers the following topics with regard to social selling across an enterprise.
1) Balancing Relationship-Based Culture and Performance
2) Social Selling Satisfies Revenue Demand and Buyers Needs
3) Driving Organizational Change in a Social World
4) Become a Trusted Advisor & Win More Deals
5) How LinkedIn and Other Leading Companies Drive a Relationship-Focused Sales Culture
August 2018 internal comms measurement hour preso Paine Publishing
The document provides best practices for measuring internal, organizational, and employee communications. It discusses defining clear goals and metrics, understanding where employees get information, establishing benchmarks, and selecting appropriate measurement tools. The key steps outlined are: 1) rethinking how communication is defined, 2) understanding the information environment, 3) agreeing on measurable goals, 4) selecting benchmarks, 5) defining criteria for success, and 6) choosing tools to collect data. Measurement is important to demonstrate the impact and ROI of communications functions.
How to Excite Your Executives About Online Community!Leader Networks
This session is designed to surface opportunities to excite leadership about the value your online community is delivering and offer insights into ways to spotlight the potential returns and benefits. Following this approach you will be able to answer the burning questions every executive asks and community leader faces:
How does the community align with the organizational strategy?
What is the business case?
How do we know we are making the right decisions (do we have the priorities)?
How are we measuring success?
What speaks to executives at various stages of a community's lifecycle?
The document discusses using social media, specifically Facebook, Twitter, and LinkedIn, for lead generation. It provides tips on creating engaging content, using paid promotion features like promoted posts and ads, and tracking results. The key recommendations are to post mostly valuable content and focus promotion on content with clear calls-to-action. Tracking engagement and conversion metrics is important to measure the effectiveness of social media lead generation efforts.
LinkedIn Whitepaper: How Sales Teams Can Build Pipeline FasterRobert Koehler
The document discusses how LinkedIn Sales Navigator helps sales teams build their sales pipeline faster. It provides targeted searches to find decision makers within accounts, insights into prospects from their LinkedIn profiles, and opportunities to leverage existing connections to secure warm introductions. Users report that Sales Navigator has shortened sales cycles, increased conversion rates, and helped more reps exceed their quotas. The conclusion states that a healthy pipeline is key to business growth and rep satisfaction, and social intelligence tools like Sales Navigator are transforming prospecting into a more effective process.
Thought leadership: winning the battle for attention in B2B technology marketingDamo Consulting Inc.
Thought leadership is the fastest growing spend category in content marketing today. Here are some best practices to get the most out of your investments in thought leadership marketing.
Innovative marketing in commercial insuranceLinkedIn
David May, CMO, AIG
Michael Lock, President, Hearsay Social
Elliott Bundy, Chief Communications & Marketing Officer, XL Group plc
Emily Friedman, Senior Research Consultant, LinkedIn
A distinguished panel of marketing experts will discuss groundbreaking new research on the rising influence of digital media in the commercial insurance industry. Understand the types of information, sources, and channels used to inform decision-making at key touch points in the commercial insurance buying process.
Public Relation Management and its impotancejayjay15498
The document discusses public relations management and its importance for organizations. It defines public relations as a strategic communication process used to build beneficial relationships between companies/individuals and the public. The main objectives of public relations are to maintain a positive brand reputation and strategic relationships with stakeholders like customers, partners, and employees. An effective public relations strategy can help build a brand's image, capitalize on opportunities, promote its values, strengthen community relations, manage its reputation, and enhance its online presence.
This document provides recommendations for improving an outreach strategy targeting healthcare advertising agencies. It begins by outlining the overall outreach landscape and best practices for sequencing different types of outreach. It then provides suggestions for print materials, including recommendations for the letter, dashboard, and additions. Prospective targets within healthcare agencies are identified based on their roles and motivations. Additional outreach suggestions include partnering with influencers and partners in the healthcare space and developing content marketing. The next steps proposed are to further understand agency capabilities and identify opportunities, run an influencer and partner campaign, and develop a lead generation program through content marketing.
Linkedin Miniguide Five Steps For Crafting a Killer Social Recruiting StrategyAjumal Khan
1) The document outlines 5 steps for developing a killer social recruiting strategy: review goals, supercharge talent brand, harness employees, engage online, and measure success.
2) It emphasizes building a strong talent brand, engaging employees as ambassadors, targeting communications online, and using metrics like the Talent Brand Index to measure strategy effectiveness.
3) Key tactics include helping employees optimize profiles, sharing company stories/events, using LinkedIn Recruiter to build talent pipelines, and tracking metrics like offer acceptance rates and employee retention over time.
SASUG April - Building Social Networks and the Social JourneyDavid Broussard
A review of what an Enterprise Social Network is, why we needs them, and how to embark on a Social Journey that will actually get you to your desired destination.
The document provides advice from sales leaders on using social selling strategies effectively. It discusses how sales executives can lead with a focus on relationships by using LinkedIn to build credibility, identify where buyers are in the sales cycle, and encourage collaboration and alignment between sales and marketing teams through consistent messaging. The sales leaders emphasize focusing relationships over quantity, using metrics like the Social Selling Index to measure performance, and sharing quality content to position themselves as thought leaders in their industry.
Social Selling - Proven Strategies from the Worlds Best SellersMark Walton
The document provides strategies from top sales professionals on using social media, specifically LinkedIn, for sales. It discusses how social selling can help salespeople lead with a focus on relationships by building credibility through consistent messaging, identifying high and low performers using the Social Selling Index, and encouraging collaboration. Adopting these practices can help sales executives address challenges in managing complexity while driving growth. The document shares tips from industry leaders on effectively using conversations on LinkedIn to discuss value propositions, align sales and marketing messaging, and motivate sales teams to optimize social selling.
Social media and relationship developmentfor salesPeter Abraham
The document discusses how social media can be leveraged for both sales and marketing purposes. It emphasizes developing personal brands for staff internally and externally to build trust and credibility with customers. Content marketing is highlighted as an important trend, where helpful, transparent content can be created and distributed through various social channels to engage with customers throughout the buying process. Internal sharing of content and social media expertise is encouraged to better integrate marketing and sales.
This interim report summarizes the work done by Rishab Taneja during his internship at Agile Ventures Pvt Ltd. The internship focused on digital and influencer marketing. Key tasks included creating a database of influencers, reaching out to convince them to collaborate, and helping generate social media content. Over the course of 55 days, 63 collaborations were secured reaching over 2,000 people and generating 6,500 clicks and 50,000 views. The report provides an overview of influencer marketing strategies used and statistics on the results. It also describes some mid-course corrections made to better achieve targets and motivate performance.
This document provides strategies for using social networks to generate business leads. It discusses evaluating a company's existing lead generation process and how social networks can fit into the buying process. Tactical social media approaches are emphasized, including using appropriate content, relevant measurement, and tools that shorten the lead time per sale. Both B2C and B2B examples are provided. Specific social media platforms like Facebook, Twitter, YouTube and LinkedIn are discussed as engagement platforms for lead generation.
“You can still dunk in the dark.” Those are Oreo’s now-famous words heard around the social media world, and the creative concept behind a great example of the new wave of real-time marketing. It’s is where Logic meets Magic!
You will learn:
Plan for real-time opportunities that transcend multiple channels
Get results that move campaigns beyond hype via social
Employ best practices for developing a program for real-time marketing
Simple Steps to a Social Media Strategy Gina Bowes
The document discusses the importance of developing a social media strategy that is aligned with a company's overall business strategy and objectives. It outlines key elements that should be considered when creating a social media strategy, including understanding customer needs, defining objectives and key performance indicators, establishing frameworks and guidelines, selecting appropriate social media channels, creating a roadmap, and measuring results.
Power Point Using Social Media In Your BusinessFred Burkhardt
This document discusses using social media in business. It provides tips on listening, connecting and publishing on social media platforms. It also discusses using social media to drive traffic to a website and the importance of email marketing and online surveys for customer loyalty. The key platforms discussed are YouTube, LinkedIn, blogs, Twitter and Facebook.
This document summarizes key points from a PRSA conference. It discusses integrating inbound marketing techniques into PR campaigns, including using compelling content to attract audiences and drive downloads and actions. Effective content is regularly published and shares expertise to build trust. Inbound marketing generates qualified leads at a lower cost than outbound techniques by pulling in interested audiences. Speakers encouraged measuring success through website traffic, downloads, and new leads and clients.
Proven Strategies From the World's Top Sales ProfessionalsJohn Crowley
The document discusses proven social selling strategies from top sales professionals. It highlights the importance of focusing on relationships, demonstrating thought leadership, and using data-driven efficiency. Interviews with sales executives provide insights on how to lead with relationships on LinkedIn, identify prospects, and measure social selling performance.
Social Business Outreach Engagement Strategies For 2013Richard Sink
My clients value the transparency of my approach. For more than 9 years now I have been able to explore, examine and implement a variety of tactical social media engagements with measurable results.
Most businesses find they don't know which tools to use or how to effectively utilize them. It takes a unique blend of expertise and experience that will drive expected results.
Since 2004, my clients have looked to me to establish how new technologies and social media channels can solve business problems, improve business processes and achieve a competitive advantage that will positively impact the bottom-line results. This examines the value I bring to my clients.
People Are the Social Media - Mar. 3rd, 2010Jobvite
The document discusses how companies can use social media to attract talent and build their employer brand. It recommends that companies empower their employees as brand ambassadors by giving them tools to share their experiences and expertise. It also suggests developing engaging social media content like videos and blogs, integrating social networks into career websites, and measuring return on engagement through metrics like growth in qualified resumes and hiring referrals. Companies that have seen success in these areas include a hospital division that improved its search reputation and a law firm that dramatically grew qualified resumes and now makes 67% of hires through referrals by encouraging social sharing among employees and leadership.
The document discusses how companies can use social media to attract talent and build their employer brand. It recommends that companies empower their employees as brand ambassadors by giving them tools to share their experiences and expertise. It also suggests developing a social media strategy with clear goals and metrics, providing guidance and content for employees to engage on social platforms, and communicating the strategy across different teams. Examples are given of companies that saw success by integrating social media into their recruiting and talent engagement efforts.
The document discusses how companies can use social media to attract talent and build their employer brand. It recommends that companies empower their employees as brand ambassadors by giving them tools to share their experiences and expertise. It also suggests developing a social media strategy with clear goals and metrics, providing content and training employees, and engaging across departments to integrate social media efforts. Examples are given of companies that saw success by encouraging social sharing among employees to improve hiring and raise their online profile.
Nigel Wright Recruitment is a specialist recruitment firm founded in the UK in 1988. They have offices across Europe and focus on recruiting for the consumer sector. While social media provides opportunities to engage stakeholders and find candidates, it also presents risks if used as the primary recruitment method due to issues around diversity, transparency, discrimination and lack of control over branding. Recruitment firms continue to add value through intimate knowledge of the candidate pool and conducting robust evaluation processes that go beyond online profiles.
This document discusses how companies can use social media to attract talent and build their employer brand. It recommends that companies mobilize their existing workforce to act as brand ambassadors on social media by sharing their experiences and stories. When employees engage in this way, it can help candidates learn about the company culture and make better decisions about whether it is a good fit. The document also provides examples of companies that have had success with social recruiting, such as a hospital system that saw improved search engine results and a law firm that now gets 67% of hires through referrals from engaged employees on social media.
Are you connecting with critical talent audiences through your digital communications? This 30+3 Webinar takes a close look at key strategic elements of digital employee and employer brand communications. From channel selection to media effectiveness, we'll examine the changing dynamics of digital communications.
Using Social Media to Improve Benefits Enrollment, Employee Engagement & Recr...Neil Mammele
In this webinar we will explore ways in which HR managers can ensure that they are using any given social media platform successfully to improve current employee engagement, improved benefits enrollment, and continue to recruit top talent.
Similar to Social Selling Case Study - Fortune 500 Telecommunications Company (20)
Achieve Account-Based Selling Goals Solving the Alignment DilemmaBarbara Giamanco
Presentation delivered on Day 1 of the 3 Day Sales Summit hosted by BrightTalk. The 9 presentations delivered over the 3 days is being delivered by me and my colleagues from The Sales Expert Channel.
Women in Sales Networking Event _ April 2018 AtlantaBarbara Giamanco
The why...
1. Visibility and promotion for women in sales, at all levels, in companies around the globe.
2. Community, connection, education and support for other women in sales.
3. Encourage more women to pursue careers in sales.
Forrester Research has said that we are living in the age of the customer, which means the balance of power has shifted to buyers. Buyers can gather a lot of data before talking to a salesperson but salespeople can still capitalize on opportunities to demonstrate credibility and value early in the decision-making process.
This presentation is from a webinar I delivered back in June. You can view the on-demand recorded session using this link:
http://bit.ly/2ggxYCj
Often, when people think about "customer experience", they think about the experience of servicing a customer once they've signed on the dotted line. That may have once been true, but these days, due to heightened buyer expectations, your sales success hinges on creating experiences that knock buyer’s socks off, at every touch point in the buying and customer lifecycle.
Check out my on-demand webinar on the Sales Experts channel about this topic. bit.ly/salesexperience
Presentation to the Executive Sales and Marketing Association. Focus is on defining what C-Suite executives care about, ways to reach them and improving messaging outreach to increase sales outcomes.
Social Selling to the C-Suite - Top Sales World AuditoriumBarbara Giamanco
Presented at the Top Sales World Auditorium at the Sales Innovation Expo in London. May 2016. Do you know how to reach the C-Suite using methods other than cold calls or cold emails?
Creating and sharing content is at the heart of a sound social selling and social media marketing strategy. Here are 17 ideas for becoming a content master.
For a sales organization to leverage social selling and all of its power, it all begins with creating a strategy. This presentation presents ideas for putting a program together that leads to sales success.
This document consists of 11 photos from Flickr shared under various Creative Commons licenses. The photos show a variety of landscapes, cityscapes, and nature scenes. Credits are provided for each photo alongside the license type under which it is shared.
Social insights can help salespeople tailor and share the content that appeals to their target buyer. If you sell to Sales VP's, Leadtail's social insights reports yields valuable information that you can use. On our webinar, we discussed opportunities based on the data.
eFactor: Why Customer Experience is the Next Big Thing in SalesBarbara Giamanco
Customer experience makes a big difference in selling today.Every touch point in the process from moving someone to an interested buyer to a customer for life. How well do you stack up?
The document discusses the benefits of meditation for reducing stress and anxiety. Regular meditation practice can help calm the mind and body by lowering heart rate and blood pressure. Studies have shown that meditating for just 10-20 minutes per day can have significant positive impacts on both mental and physical health over time.
This document outlines a framework for social centered selling. It discusses (1) why social selling is important given today's more informed and connected customers, (2) a three-step social selling framework of strategy, skills, and execution, and (3) specific steps salespeople can take now like creating a social media strategy, assessing skills, and systematizing daily social activities.
Every interaction with a prospect or customer should wow. What does it feel like to interact with marketing? Do their emails work for you? What about the sales folks? It's everyone's job to WOW. Do they?
How MJ Global Leads the Packaging Industry.pdfMJ Global
MJ Global's success in staying ahead of the curve in the packaging industry is a testament to its dedication to innovation, sustainability, and customer-centricity. By embracing technological advancements, leading in eco-friendly solutions, collaborating with industry leaders, and adapting to evolving consumer preferences, MJ Global continues to set new standards in the packaging sector.
𝐔𝐧𝐯𝐞𝐢𝐥 𝐭𝐡𝐞 𝐅𝐮𝐭𝐮𝐫𝐞 𝐨𝐟 𝐄𝐧𝐞𝐫𝐠𝐲 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲 𝐰𝐢𝐭𝐡 𝐍𝐄𝐖𝐍𝐓𝐈𝐃𝐄’𝐬 𝐋𝐚𝐭𝐞𝐬𝐭 𝐎𝐟𝐟𝐞𝐫𝐢𝐧𝐠𝐬
Explore the details in our newly released product manual, which showcases NEWNTIDE's advanced heat pump technologies. Delve into our energy-efficient and eco-friendly solutions tailored for diverse global markets.
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....Lacey Max
“After being the most listed dog breed in the United States for 31
years in a row, the Labrador Retriever has dropped to second place
in the American Kennel Club's annual survey of the country's most
popular canines. The French Bulldog is the new top dog in the
United States as of 2022. The stylish puppy has ascended the
rankings in rapid time despite having health concerns and limited
color choices.”
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
How to Implement a Strategy: Transform Your Strategy with BSC Designer's Comp...Aleksey Savkin
The Strategy Implementation System offers a structured approach to translating stakeholder needs into actionable strategies using high-level and low-level scorecards. It involves stakeholder analysis, strategy decomposition, adoption of strategic frameworks like Balanced Scorecard or OKR, and alignment of goals, initiatives, and KPIs.
Key Components:
- Stakeholder Analysis
- Strategy Decomposition
- Adoption of Business Frameworks
- Goal Setting
- Initiatives and Action Plans
- KPIs and Performance Metrics
- Learning and Adaptation
- Alignment and Cascading of Scorecards
Benefits:
- Systematic strategy formulation and execution.
- Framework flexibility and automation.
- Enhanced alignment and strategic focus across the organization.
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Industrial Tech SW: Category Renewal and CreationChristian Dahlen
Every industrial revolution has created a new set of categories and a new set of players.
Multiple new technologies have emerged, but Samsara and C3.ai are only two companies which have gone public so far.
Manufacturing startups constitute the largest pipeline share of unicorns and IPO candidates in the SF Bay Area, and software startups dominate in Germany.
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Event Report - SAP Sapphire 2024 Orlando - lots of innovation and old challengesHolger Mueller
Holger Mueller of Constellation Research shares his key takeaways from SAP's Sapphire confernece, held in Orlando, June 3rd till 5th 2024, in the Orange Convention Center.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
Best practices for project execution and deliveryCLIVE MINCHIN
A select set of project management best practices to keep your project on-track, on-cost and aligned to scope. Many firms have don't have the necessary skills, diligence, methods and oversight of their projects; this leads to slippage, higher costs and longer timeframes. Often firms have a history of projects that simply failed to move the needle. These best practices will help your firm avoid these pitfalls but they require fortitude to apply.
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Easily Verify Compliance and Security with Binance KYCAny kyc Account
Use our simple KYC verification guide to make sure your Binance account is safe and compliant. Discover the fundamentals, appreciate the significance of KYC, and trade on one of the biggest cryptocurrency exchanges with confidence.
Easily Verify Compliance and Security with Binance KYC
Social Selling Case Study - Fortune 500 Telecommunications Company
1. Social Centered Selling www.scs-connect.com 404-647-4925
Social Selling Customer Case Study
Customer: Fortune 500 Telecommunications Company
Target buyer(s) - CEO, CIO or CFO
Product /service – B2B Communications Company offering a range of wireless, wireline, cloud
computing and collaboration products and services.
Primary Objective:
The objective was to introduce a more effective approach to prospecting leveraging social
networking tools like LinkedIn, and to give the leadership team tools they could utilize to
become more effective in their roles.
Describe measurable goal(s) – the goals were to:
Enhance sales rep professional brand and extend corporate brand visibility.
Fuel the sales pipeline with new opportunities.
Revisit sales opportunities that appeared to have gone cold.
Increase the number of net new sales meeting’s.
Go deeper into existing accounts to uncover new sales opportunities.
Program justification
More and more often reps were being shut out when trying to engage through traditional
methods – cold calls and emails.
Each rep had a target list of prospects to work proactively. They were doing very little pre-call
research in advance of making phone calls. When they weren’t reaching the right person, they
were not leveraging LinkedIn to find other connections into the organization. They also were not
pursuing introductions through people who were connected to the folks they needed to reach.
Too much time spent with the wrong people.
Of the 200 accounts each rep was assigned, they usually ended up spending time with about a
1/3 of people from companies on the list who would take the time to talk to them; however,
they weren’t the decision maker nor were they buying anything.
When deals went dormant or reps were being stonewalled in one area of the company; i.e.
procurement, they were not assertively pursuing other ways to reach other decision makers.
2. Social Centered Selling www.scs-connect.com 404-647-4925
Timeframe
A social selling approach was adopted in February of 2012 and introductory kick-offs began at
the regional management level. The formal roll-out of an online program was delivered in
August 2012 in 5 – 1-hour sessions that were delivered live but recorded for playback. A follow
up session took place one month later to refresh core concepts and have reps share wins and
best practices. Prior to the social selling training roll-out, planning took place to assess sales
skills and need, solicit input from management on program content, uncover best practices by
early adopters to be incorporated into the sessions, content was customized to include common
sales scenario’s encountered, workbook and training guide supported the program delivery.
Staffing
Roughly 1,500 sales reps across the United States participated in the virtual program.
Staffing Profile/Roles
Sales leaders, Field Sales, Inside Sales and Lead Generation team members
Describe buying/sales cycle stage:
Early/find, connect, engage, middle/nurture.
Describe social selling activities:
Networking
o Combined offline networking with online and vice versa
o Began searching out opportunities to speak or speak on panels at associations
and industry events
o Invited connections more strategically
Prospecting
o Created search lists
o Followed target companies
o Used LinkedIn groups
o Used InsideView
Pre-Call Research
o Reviewed Linked In profiles
o Reached out to common connections to solicit feedback or to ask for
introductions
o Used InsideView to dig deeper (trigger prospecting)
Financial information
3. Social Centered Selling www.scs-connect.com 404-647-4925
Social buzz
Articles, press releases, current news
Group Selection and Participation
o Joined more groups that included their target buyers
o Began answering questions in groups to build credibility
Sharing of Content
Rewrote LI profiles to be more customer focused (initially just looked like resumes)
NOTE: Reps were given basic training on Twitter, but the vast majority of the folks used LinkedIn
and InsideView. More advanced reps began to expand their use of Twitter to follow competitors,
influencers, customers, prospects and trigger terms.
Describe Supporting Content
Recorded Webinars, Workbook and LinkedIn Training Guide.
Supporting Departments Involved
Learning and Development Organization, Sales Operations, Marketing.
Describe Quantitative Results: # closed deals and revenue amount, pipeline, other sales
cycle or relationship-building metrics
Initial results in the first 6-months:
60% increase in first-degree connections in target industries.
50% increase in net/new sales meetings.
33% increase in reps using introductions to get to buyers.
Roughly 50% increase in user adoption.
Increase in content sharing and the use of media on profiles (not able to quantify as the
company did not put a process in place to track).
4. Social Centered Selling www.scs-connect.com 404-647-4925
Describe Qualitative Results
Reps became more energized and strategic in their approach to reaching their prospects.
Prospect – “After a meeting with the prospect, we learned their parent company had an
initiative to consolidate all their wireless lines (thousands). I was given the title of the
person making the decision but that was it. I then found a C-Level contact at the parent
company on LinkedIn who was connected to him. I was one degree separated from her
and we shared three similar connections. I reached out to a common connection of ours
to make a referral and then asked her who was responsible for the wireless
consolidation task. I had a meeting with him one day later.”
Former Customer – “After three+ years of trying to win back this customer’s business
(actually significantly more than was lost) we had been waiting on a decision. Having
only the title of the decision maker, LinkedIn was able to tell me what her name was and
it showed that we had two contacts in common. I reached out to one of my two contacts
who reached out to the decision maker to help move the opportunity along and who
sang our praises as we did an amazing job with 450 devices at a competitor’s location.”
Prospect – “A cold call to the President/IT director resulted in the prospect telling us to
call back in a year. One of my reps went on LinkedIn and found a Director of Safety. We
called her with a fleet tracking safety solution and secured a meeting. Now we are
working on a solution for 50-75 devices.”
Former Customer – “Ported out over 100 lines five years ago. They would not take our
call for years on several win-back attempts. By using InMail on LinkedIn, we got a
response and a meeting with the owner. We now have three opportunities in the funnel
and have already had follow up meetings.
Special issues/challenges
Highly competitive industry and reps were often getting involved in deals late in the decision
making process, which led to price wars. Reps needed to get ahead of opportunities.
5. Social Centered Selling www.scs-connect.com 404-647-4925
Caution for Leaders
Strategic planning, accountability and proper execution, in addition to the training program
itself, is critical to long-term success. The company did not want to invest in continued follow up
training, coaching or support. They felt they could own it on their own. Through conversations
with sales leaders, we learned that no solid process for holding people accountable to take
action daily on what they’d learned was ever put in place. Experience has proven that a
management accountability mechanism must be incorporated to ensure that learning and
execution sticks. Without it, over time, reps can fall back into old habits.
What’s next?
Company funded a staff position in sales to own ongoing social selling training. The person they
put in the training role is a sales person who seemed to understand social media. This isn’t
necessarily a bad approach. However, it is unwise to assume that just because someone appears
to understand how to use social media means they are skilled enough to understand how to
map social selling approaches to core strategies and objectives. Also keep in mind that this
world changes constantly. It can be easy for corporate employees to become to internally
focused and lose touch with what is developing outside the corporation walls.
About Social Centered Selling
Social Centered Selling is a recognized leader in delivering social selling programs that achieve
results, and our company was recently named one of the Top 23 Social Selling Training
Companies in the United States. Our approach is different, because we advocate that success
requires the foundation of a strong strategy, coupled with the right people and technology
skills, backed by consistent and daily execution in order to connect and engage buyers in new
communication channels.
Using an approach learned during a social selling program we conducted, a sales
professional at a Fortune 500 high tech company closed a $500,000 deal in less than 30-
days after being stonewalled for 3 years.
We've trained more than 30,000 sellers, many of whom are often shocked at how quickly they
see results. We love receiving emails from salespeople who share their success stories!
Programs are delivered virtually, at sales retreats, sales meetings or conferences.
Call us at 404-647-4925 to learn more or visit our website at www.scs-connect.com