1. The Social Customer presents:
T h e A r t o f T h e S o c ia l
S a le
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2. How to Participate
• Submit your questions in the GotoWebinar presentation
window
• Follow along and share your thoughts on Twitter at
#TSClive
3. About the Moderator
Anneke was a pioneer in creating high-performance, high-profit inside sales
teams well before starting Phone Works in 1991. Her credits include…
•As the 12th employee at Oracle, she became the architect of OracleDirect –
perhaps the best-performing inside sales team in the history of the software
industry – now a billion-dollar worldwide sales organization.
•While at Oracle, Anneke started inside-sales pilot programs globally, generating
$10 million in incremental revenue outside the U.S. within two years; she was
then chosen to direct the International Sales Services Division.
•She founded and ran the inside sales organization at Neuron Data (now FICO),
where her inside sales team generated one-third of the company’s total revenues in
its first year.
•She is co-author of Sales 2.0: Improve Business Results Using Innovative Sales
Practices and Technology (www.sales20book.com) and a frequent speaker on
innovative sales practices and technology (“Sales 2.0”), inside sales, sales
effectiveness and optimization, and social-media selling.
5. Who Wrote What
William “Skip” Miller
Adam Metz
S eed
N u r t u r in g :
The Definitive
Guide To Social
Lead
Generation
Anneke Seley
6. About the Panel
Adam Metz is the VP of Business Development at The Social Concept. Metz’s Social Customer Community, at
http://metz.customerhub.net offers a no-cost 9-hour training course on social customer relationship management.
Metz has consulted with nearly 175 companies on how to acquire, manage, monetize and retain customers from the
social web. His first book, There Is No Secret Sauce, has sold or downloaded over 3000 copies, and is currently in
its third printing. Metz's second book, The Social Customer, was released on 9/16/11 and has hit #1 on the Amazon
marketing charts. Metz lives in Oakland, California with his wife, Susan.
Skip Miller is Founder and President of M3 Learning, a ProActive Sales and Sales Management Training Company
based in the heart of Silicon Valley. As President of M3 Learning, Skip has provided sales training to hundreds of
companies in over 35 countries. Skip is also the author of the runaway bestseller, ProActive Sales Management as well
as four other bestselling books. A long-term instructor for American Management Association (AMA), Skip has
authored numerous AMA training programs including Sales Force Automation; Getting Measurable Productivity
Increases, and How to Hire the Right Salesperson the First Time. Visit www.m3learning.com for more details.
7. For more information on Social Selling:
Sales20book.com
READ
The Metrics of Social Selling: Tying Your Online Social
Engagement to Measurable Outcomes (and ROI)
WATCH
Social Selling: What the Management Team Needs to Know to
Succeed with Today’s Customers
CALL: (415) 986 6300
EMAIL: aseley@realityworksgroup.com
Or TWEET! @annekeseley
8. The Why Of Social Selling
Cold Calling = Dead
Since 2007
11. “My Sales Manager Won’t Let Me...”
“Waaah! My sales
manager won’t pay for a
fancy social sales
enablement solution.”
12. Great Free Social Sales Tools
Is It W o r t h
W h a t ’s I t Wha t C a n I G o in g T o Whe re D o I
C a lle d ? D o W it h It ? Th e N e x t G e t It ?
L e v e l?
InsideView Pro is
All entry-level probably the best
In s id e V ie w http://www.insideview.com/F
research $100 you can
spend.
Contacts cost about
J ig s a w $1.25 each, and you
Trade contacts https://www.jigsaw.com/Re
(Data.com) can get a lot for a one-
time purchase.
Track all of your
leads and
G is t Always free http://gist.com/
prospects, has a
nice mobile app
13. Your Social Sales Plan
We e k We e k
We e k O n e We e k Tw o
Th r e e Four
S et Up Set up your Deploy Gist if you Track the amount
haven’t gotten
In s id e V ie Jigsaw account of new OPPS
Ta s k 1 and get 10 new
enough leads from
driven from each
w Fre e InsideView and
Ac c ount leads Data.com solution.
L o a d yo u r Count the number of
pe rs ona l Set up a Twitter new calls you need to
Pick a tool, and try
paying for it for one
Task 2 c o n n e c t io n account if you make based on your
month, to invest in
two new social sales
s in t o don’t have one tools. your career.
In s id e V ie w
E x p o r t yo u r
L in k e d In Start tweeting
c o n n e c t io n s something that will Make the darn
Task 3 a n d m a k e a lis t
o f f o lk s t o
help your prospects calls!
twice a day
r e c o n n e c t w it h
14. Add To Pipeline,
Get Prospect Prospecting Call
From Social With Relevant, or Add To your
Sales Tool
Targeted Pitch
Marketing
Team’s Bucket
of Leads TO
Nurture
T h e S o c ia l S a le s P r o c e s s
14
15. Q&A Starters
• Why don’t more sales professionals use
social selling?
• Why aren’t they teaching social sales in
business schools?
• How do I convince my sales manager to
get a social sales enablement solution like
InsideView for our sales team?
15
16. Want To Learn More?
Grab a free 21-hour audio course at
thesocialconcept.com/DOWNLOADS
Also, feel free to get a discounted copy of The Social Customer
at www.socialcustomerbook.com.
17. To grab a no-obligation 60-day free trial of our Social
Concept Silver Membership, just go to
http://tinyurl.com/TSCsilver and enter the code
IVFREE
18.
19. Agenda
• ProActive Selling
• “Why aren’t sales coming in?”
• “How do I leverage my social prospecting?”
• “How do I get a qualified conversation going?”
Today’s Agenda
26. Some challenges salespeople have are:
➧ Poor listening skills
➧ Not realizing people have different styles
➧ Not having defined the purpose for the sales call
➧ Not having an outcome at the end defined
➧ No common ground to begin the communication
➧ Resistance to change the way they do things
➧ A desire to be right, instead of seeking resolution
➧ Interrupting the client
➧ Talking way too much
➧ Finishing the client’s thoughts
And so on.......
27. What your customer hears...
• Lowest prices...
• Best delivery...
• We are a partner...
• We sell value...
28. Three Types of Salesperson
Proposal Sellers
Demo Sellers
ProActive Sellers
29. The 3 Things you can do early
The Buy/Sell
Steps
The Problem –
CSP
The Split
30. Buy/Sell Buy/Sell Process
’s
r s Decide
e s
y e
u c
Rationalize
B o Decide
r
Transfer of Ownership
P Education
Justify
’s
Validate
Initial Interest
r s
le es
Educate/Discovery
Initiate l
e c
S o
P r
32. CSP – Customers Solve Problems
bring to an end/stop/halt/close/standstill, end, halt; finish,
terminate, discontinue, cut short, interrupt, nip in the bud;
deactivate, shut down
1 the aim is to minimize costs: keep down, keep
at/to a minimum, reduce, decrease, cut down,
lessen, curtail, diminish, prune; informal slash.
reduce, make less/smaller, minimize, decrease;
allay, assuage, alleviate, attenuate, palliate, ease,
dull, deaden, blunt, moderate, mitigate,
dampen, soften, tone down, dilute, weaken
1 I avoid situations that stress me out: keep away
from, stay away from, steer clear of, give a
wide berth to, fight shy of
33. Initiate Business/Technical Split
Validate
Education
Decide
Justify
What you do at
Stage 2 matters. Cause/Effect
Validate
Initiate Education
34. Skip Miller
skip@m3learning.com
Action Steps:
Skip’s Books available on Amazon
Skip Miller Sales Academy
Real Virtual Interactive Training
skipmillersalesacademy.com
M3 Learning
408.399.9243
35. Thanks for Joining Us
• This webinar will be available on-demand at
www.SocialMediaToday.com. Stop by to
learn more and share your comments.
• Connect with our panelists on Social Media
Today using the search function:
36. Join us July 17th for…
In t e r n a l C o lla b o r a t io n a n d E x e c u t io n
Editor's Notes
I hope we’ve gotten you excited about the potential for social selling in your company and given you a few new ideas. I invite you to connect, engage, and take advantage of a lot more information in my book as well as free content on my book web site, including chapter downloads, blog articles and recorded webinars.
Cold calling died in 2007, when social sales enablement software was invented. There are at least 12,000 companies out there using social sales enablement software. If you ’ re not using social data to prospect before your sales calls, you ’ re not going to get the same results that your competitors are getting. Even if your leads are inbound leads that are coming to you, from your marketing department, you ’ re still missing data.
The amount of data out there on your prospects is massive and super-confusing. If you ’ re not using some kind of social sales solution to get it, you ’ re going to waste hours every day prospecting, when you could be using that time to talk to customers. Wouldn ’ t it be super useful if before you spoke with someone or met them that you knew their market, their competitors, all of the news about their company, and the EXACT challenges facing someone in their industry?
I had a call with this company, Virident, on Monday. I knew absolutely nothing about them a week ago. By looking over their social sales data, I not only figured out how large they were and EXACTLY what they did, but I figured out that they signed a partnership with Colfax a few weeks ago, they just signed Vail Systems as a customer, the last conference they attended, their two biggest competitors, and the 4 key challenges of being a computer storage device manufacturer. If you could have found that stuff in a single Google search, you would have, but you can ’ t.
Sorry buddy, but you ’ re totally, completely out of excuses. Here ’ s why. Nearly every single one of the social sales enablement solutions have a pretty decent free version. Let ’ s look at ‘ em
Out of these three, I ’ ve ranked them in the order that I think will be the most effective.
Out of these three, I ’ ve ranked them in the order that I think will be the most effective.
Here ’ s how to do it. You can do to metz.customerhub.net and get yourself a free Bronze membership. You can also do this by going to www.thesocialconcept.com/downloads . What you ’ ll receive here is a 9-hour course on social CRM that you can simply download onto your mp3 player, and listen to on your commute, or in the car.
