This document is a playbook for social sales that summarizes tips from 50 leading social sales experts. It provides guidance on using social media effectively for branding, prospecting, listening, engaging and closing sales. The playbook emphasizes carefully cultivating your personal brand, choosing the right social channels to engage prospects, constantly building your social network, using social media to generate qualified leads, and engaging intelligently with prospects through thoughtful insights and content. The overall aim is to help salespeople incorporate social selling into their strategies to improve reach, results and revenue.
The ultimate cheat sheet on social selling and video marketing slideshareSean Burke
Expert tips on using social and video during each stage of the sales funnel
According to Aberdeen, 84% of B2B marketers use social media in some form. To top that off, 68% of your video viewers are willing to share a video they've watched to their social channels. Combining video and social selling is a no-brainer, but many companies aren't sure where to get started.
ROI & Social webinar with Craig Rosenberg & Jason MillerViralheat
Listen to Topo Co-Founder Craig Rosenberg and LinkedIn Senior Manager of Content Marketing & Social present on social media, ROI, and how to leverage the emerging technology to increase leads and turn them into transactions.
Not too long ago, Sales success was the result of a (rather mystical) combination of networking, people skills, intuition, and good ol’ cold calling.
But the advancement in enterprise technology over the past two decades has changed all that, especially in the B2B environment. Today, networking takes place online, technical skills are becoming more valuable than people skills, data has replaced the ‘hunch’, and automation is threatening to shrink the job market.
But while technology seems to have made selling harder, it has certainly made buying easier. Which, when you think about it, is exactly what Sales and Marketing are trying to do.
Luckily, Sales professionals are known for their ability to adapt. The Sales department is often the first in a business to embrace new technology, find better ways of doing things, and cut unnecessary tasks.
It was Sales, after all, who first embraced cloud technology (CRM was the first viable cloud application for business). And Sales who played a huge role in the consumerization of IT, by insisting on bringing their own devices to work.
The internet, SEO and ferocious content marketing have put a wealth of information at the buyer’ fingertips. And in many cases, have made Sales all but redundant until the final stages of the buying process.
Now, Sales needs to lead the charge once again – accepting the changes that technology brings, and making the most of their new situation.
To find out how our proposal management software is a necessity for a sales professional of the future visit our website for more info: https://www.qorusdocs.com/proposal-software
5 Must-Haves For Boosting Sales With Social Media InsideView
Your customers have changed. How you find them and engage with them has changed too. It’s more important than ever for sales organizations to recognize this opportunity to build relationships and generate new leads using social media. The problem is what tools to use, metrics to track and how to train them. In this session, you will learn about the 5 easy steps you should take, that will empower a sales team to engage with customers in social networks. You will also learn what tools work best and how to measure the results.
Get started on a fun and superhero themed journey in climbing the rungs of Social Selling and becoming a Social Selling Superstar.
We will go through multiple stages: Beginner, Professional, Extrovert, Inbound & Maestro.
We will look at the perspectives of Dale Carnegie, Sherlock Holmes, Guy Kawasaki, Vala Afshar, & Alok Rodinhood Kejriwal besides exploring how to leverage the multi-dimensional power of LinkedIn. We will collect 'must haves' & 'take aways' throughout the journey.
If you enjoy the deck, dont forget to 'like' and 'share'!
What I've Learnt from Social Media ListeningJoe Edwards
I uncover some of the techniques used to understand audiences through social media listening and measuring, how it can inform social, business and marketing strategy, hone social media activity and work to improve brand perception. As part of the presentation he'll also look at various brands and case studies to identify real world examples.
The ultimate cheat sheet on social selling and video marketing slideshareSean Burke
Expert tips on using social and video during each stage of the sales funnel
According to Aberdeen, 84% of B2B marketers use social media in some form. To top that off, 68% of your video viewers are willing to share a video they've watched to their social channels. Combining video and social selling is a no-brainer, but many companies aren't sure where to get started.
ROI & Social webinar with Craig Rosenberg & Jason MillerViralheat
Listen to Topo Co-Founder Craig Rosenberg and LinkedIn Senior Manager of Content Marketing & Social present on social media, ROI, and how to leverage the emerging technology to increase leads and turn them into transactions.
Not too long ago, Sales success was the result of a (rather mystical) combination of networking, people skills, intuition, and good ol’ cold calling.
But the advancement in enterprise technology over the past two decades has changed all that, especially in the B2B environment. Today, networking takes place online, technical skills are becoming more valuable than people skills, data has replaced the ‘hunch’, and automation is threatening to shrink the job market.
But while technology seems to have made selling harder, it has certainly made buying easier. Which, when you think about it, is exactly what Sales and Marketing are trying to do.
Luckily, Sales professionals are known for their ability to adapt. The Sales department is often the first in a business to embrace new technology, find better ways of doing things, and cut unnecessary tasks.
It was Sales, after all, who first embraced cloud technology (CRM was the first viable cloud application for business). And Sales who played a huge role in the consumerization of IT, by insisting on bringing their own devices to work.
The internet, SEO and ferocious content marketing have put a wealth of information at the buyer’ fingertips. And in many cases, have made Sales all but redundant until the final stages of the buying process.
Now, Sales needs to lead the charge once again – accepting the changes that technology brings, and making the most of their new situation.
To find out how our proposal management software is a necessity for a sales professional of the future visit our website for more info: https://www.qorusdocs.com/proposal-software
5 Must-Haves For Boosting Sales With Social Media InsideView
Your customers have changed. How you find them and engage with them has changed too. It’s more important than ever for sales organizations to recognize this opportunity to build relationships and generate new leads using social media. The problem is what tools to use, metrics to track and how to train them. In this session, you will learn about the 5 easy steps you should take, that will empower a sales team to engage with customers in social networks. You will also learn what tools work best and how to measure the results.
Get started on a fun and superhero themed journey in climbing the rungs of Social Selling and becoming a Social Selling Superstar.
We will go through multiple stages: Beginner, Professional, Extrovert, Inbound & Maestro.
We will look at the perspectives of Dale Carnegie, Sherlock Holmes, Guy Kawasaki, Vala Afshar, & Alok Rodinhood Kejriwal besides exploring how to leverage the multi-dimensional power of LinkedIn. We will collect 'must haves' & 'take aways' throughout the journey.
If you enjoy the deck, dont forget to 'like' and 'share'!
What I've Learnt from Social Media ListeningJoe Edwards
I uncover some of the techniques used to understand audiences through social media listening and measuring, how it can inform social, business and marketing strategy, hone social media activity and work to improve brand perception. As part of the presentation he'll also look at various brands and case studies to identify real world examples.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Getting a Competitive Advantage through Social Selling | #scon11 @sugarconInsideView
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.”
13 Ways to Make Selling Easy with LinkedInNoah Rickun
I've created "13 Ways to Make Selling Easy with LinkedIn" as a companion to my chapter in Jeffrey Gitomer's latest book, "Social BOOM!" for anyone and everyone wanting to take full advantage of the power of LinkedIn.
This ebook is the key to optimizing your sales activity and to evolving from salesperson to sales pro. These are the strategies I have used to successfully prospect, appoint, connect, uncover, relate, prepare, engage, attract, qualify, close, and stay in touch with customers. These 13 Ways are the ways I out-sell my competition and out-earn my quotas and targets.
Most LinkedIn users are passive users. They sign up, they fill out a few profile details, they connect with a few people they already know, and then they wait.
What are they waiting for? What are YOU waiting for?
And so I give you, 13 Ways to Make Selling Easy with LinkedIn. Read it, try it, use it, profit from it, and then hide it from your competition.
You will learn to:
- Uncover "insider info" in preparation for your next sales call or meeting.
- Build and grow your online reputation.
- Leverage LinkedIn to help land appointments with prospects.
- Join a group.
- Create your own group and become known as a person of value.
- Earn recommendations.
- Stay top-of-mind with your present customers and prospects.
- Impress your prospects with a great first impression.
- Host and promote events.
- Integrate video into your profile.
- Be "in-the-know" about companies in your industry and on your prospect list.
- Use LinkedIn Mobile to your advantage.
The POST method (People, Objectives, Strategy, Technology) was originally coined by Charlene Li and Josh Bernoff in their book, Groundswell (Harvard Business Review Press) is a proven framework for developing a social media strategy.
It’s basically the Briggs & Stratton of social media strategies.
More here: http://www.johnhaydon.com/2014/05/20/the-post-method-for-creating-a-social-media-strategy-infographic/
#DF11 Social Sales Revolution: 7 Steps @Salesforce @bsupakrunk Ben Pruden
We had an #Awesome session yesterday, August 30 2011 @Dreamforce. I presented together with @scottiholden @leeodden @karlgoldfield and @natespeak all of whom inspired the audience with the future of sales. IT was a real pleasure to work with these amazing people.
David Thacker, VP Product at LinkedIn, shares updates on LinkedIn Marketing Solutions and presents a look ahead at emerging opportunities for financial services marketers.
Presented Live at FinanceConnect:14 in New York City - February 13th, 2014
We were delighted to be joined by the CEB and sales leaders in Stockholm for a 'social selling' breakfast packed full of insight on leading with warm introductions and team selling.
the six steps to social selling successMike Kunkle
This is an updated version of my "six imperatives of digital selling" presentation. This one uses the more common phrase, "social selling." There are also a few other minor updates.
The presentation covers how to determine whether social selling is right for you now, the ticket to entry (the three p's) that you need to do now, either way, and if social selling is right for you... I offer six steps to social selling success that I've seen work very effectively.
The Science of Social Selling: Measuring Adoption and Results With LinkedInLinkedIn Sales Solutions
The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviors, and learn how companies are quantifying and proving the impact to their results.
We explain what is a sales playbook and the topics that are covered in our sales playbook creations to help you train your sales teams for success, from sales enablement and channel enablement experts, The Sales Way.
Over 70 sales leaders converged in LinkedIn's Mountain View office to learn about how social selling is transforming sales teams. Featuring speakers from SumoLogic and Juniper Networks.
Social Selling Done Right: Strategies for Creating a Social Selling CultureLinkedIn Sales Solutions
Today’s salesforce is ditching the phones and leveraging social media to find prospects and close deals. While Social Selling continues to drive higher revenue and increase pipeline, most organizations still do not have a social media strategy for their sales organization. Although companies understand why Social Selling is important, they don’t know how to make the change. It’s time for these organizations to implement a Social Selling culture before they get left behind.
Getting a Competitive Advantage through Social Selling | #scon11 @sugarconInsideView
“Social media has become massively more important because customers have stopped listening to vendors and analyst/reviewers. Think about that. Most of your marketing and analyst relations and press relations are being trumped by customers talking to customers.”
13 Ways to Make Selling Easy with LinkedInNoah Rickun
I've created "13 Ways to Make Selling Easy with LinkedIn" as a companion to my chapter in Jeffrey Gitomer's latest book, "Social BOOM!" for anyone and everyone wanting to take full advantage of the power of LinkedIn.
This ebook is the key to optimizing your sales activity and to evolving from salesperson to sales pro. These are the strategies I have used to successfully prospect, appoint, connect, uncover, relate, prepare, engage, attract, qualify, close, and stay in touch with customers. These 13 Ways are the ways I out-sell my competition and out-earn my quotas and targets.
Most LinkedIn users are passive users. They sign up, they fill out a few profile details, they connect with a few people they already know, and then they wait.
What are they waiting for? What are YOU waiting for?
And so I give you, 13 Ways to Make Selling Easy with LinkedIn. Read it, try it, use it, profit from it, and then hide it from your competition.
You will learn to:
- Uncover "insider info" in preparation for your next sales call or meeting.
- Build and grow your online reputation.
- Leverage LinkedIn to help land appointments with prospects.
- Join a group.
- Create your own group and become known as a person of value.
- Earn recommendations.
- Stay top-of-mind with your present customers and prospects.
- Impress your prospects with a great first impression.
- Host and promote events.
- Integrate video into your profile.
- Be "in-the-know" about companies in your industry and on your prospect list.
- Use LinkedIn Mobile to your advantage.
The POST method (People, Objectives, Strategy, Technology) was originally coined by Charlene Li and Josh Bernoff in their book, Groundswell (Harvard Business Review Press) is a proven framework for developing a social media strategy.
It’s basically the Briggs & Stratton of social media strategies.
More here: http://www.johnhaydon.com/2014/05/20/the-post-method-for-creating-a-social-media-strategy-infographic/
#DF11 Social Sales Revolution: 7 Steps @Salesforce @bsupakrunk Ben Pruden
We had an #Awesome session yesterday, August 30 2011 @Dreamforce. I presented together with @scottiholden @leeodden @karlgoldfield and @natespeak all of whom inspired the audience with the future of sales. IT was a real pleasure to work with these amazing people.
David Thacker, VP Product at LinkedIn, shares updates on LinkedIn Marketing Solutions and presents a look ahead at emerging opportunities for financial services marketers.
Presented Live at FinanceConnect:14 in New York City - February 13th, 2014
We were delighted to be joined by the CEB and sales leaders in Stockholm for a 'social selling' breakfast packed full of insight on leading with warm introductions and team selling.
the six steps to social selling successMike Kunkle
This is an updated version of my "six imperatives of digital selling" presentation. This one uses the more common phrase, "social selling." There are also a few other minor updates.
The presentation covers how to determine whether social selling is right for you now, the ticket to entry (the three p's) that you need to do now, either way, and if social selling is right for you... I offer six steps to social selling success that I've seen work very effectively.
The Science of Social Selling: Measuring Adoption and Results With LinkedInLinkedIn Sales Solutions
The social selling movement finally has its defining metric, the Social Selling Index (SSI). See real world examples of how sales teams are embracing SSI to promote strong social selling behaviors, and learn how companies are quantifying and proving the impact to their results.
We explain what is a sales playbook and the topics that are covered in our sales playbook creations to help you train your sales teams for success, from sales enablement and channel enablement experts, The Sales Way.
A sales playbook is a solution with different silos for each challenge in a sales cycle. It can
be used to set up tactics or methods that characterizes the roles and responsibilities for
you (and your sales team).
Developing a Sales Playbook is the optimal way to have your entire team follow the Best Practices required to have everyone perform as well as your best.
The Art (and Science) of Sales PlaybooksRalph Barsi
This presentation unveils the growing popularity of Sales Playbooks in today's B2B organizations. Where Sales Playbooks are not yet in place, the presentation provides a helpful guide to get you started.
Prepared for the AA-ISP Inside Sales Conference, November 12, 2013, Dallas TX.
Presenters: Dionne Mischler & Ralph Barsi
Sales Webinar | 12 Elements of a Great Sales Playbook Altify
Effective implementation of a Sales Playbook results in 33% additional revenue, but just over half of companies have one. Travis Hill of The TAS Group shared the 12 Elements of a Great Sales Playbook that you should use to easily realize this revenue gain.
Use this modern go-to-market framework to define the activities required to successfully build market-driven products & services that customers will accept.
If you want your content marketing to take your business closer to its goals, it helps to have a game plan – a strategic selection of plays you can rely on to help you beat the competition and score points with your target audience. Each year, our Benchmarks, Budgets, and Trends research reveals which tactics marketers are currently using. And while it’s clear that certain platforms and plays are likely to cycle in and out of popularity over time, we’ve noticed an alarmingly consistent trend that seems to impact nearly all of them: Content marketers are experiencing a large gap between using a tactic and getting effective results from it. Our newest Playbook aims to help all content marketers better understand the value proposition of content marketing tactics and achieve greater success with their efforts.
Drive Your Own Book Sales: Marketing Strategies for AuthorsGuy Gonzalez
In this eye-opening Writer's Digest Webinar, Guy LeCharles Gonzalez, a published poet, journalist, and Director of Programming & Business Development at Digital Book World, the country's most progressive publishing conference and community, gives you the inside scoop on what you need to be thinking about if you're intent on succeeding as an author in the digital age.
For more info: http://loudpoet.com
För mig som "early adopter" av sociala media känns social selling mer som ett sätt att vara än en uttänkt strategi. Att stötta och hjälpa mina kontakter är naturligt och jag tror själv att det är nyckeln till framgång!
Mick Say used this presentation at the Kent2020 Preview Conference.
Slides made available by request of many delegates. With no Narration this presentation is an aid-to-memory for attendees at the conference.
Social Media is not a stand alone marketing tactic, but often, the first layer of the sales funnel. Learning the importance of Social Media marketing can improve lead generation and ROI. Social media agencies are focused on building exposure. Marketing companies should be focused on building revenue and increasing revenue.
Axiom9 Marketing, Oakville Ontario, is a nation wide digital marketing company. Our Do It For You platform reduces the drain on company resources.
Social media marketing is a hot topic for SEO and Internet marketing firms. But all it takes for businesses to master this is a feel for what drives the audience and a good amount of planning.
GE Social Selling Orientation - LinkedIn - Digital Aviation - Social Jack and...Social Jack
In this class, you will learn how to log into the Social Jack Coaching and Training platform. This will allow you to access recordings and submit support questions to our coaching staff. This session will also show you what to expect from the rest of the Social Selling Course.
This presentation was presented to ADP's inside sales team in order to help them understand (1) the mindset of CEO's (2) how to gain access to CEO's (3) what to do when you get a CEO's attention
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
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Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
2. http://www.kitedesk.com/
https://twitter.com/kitedesk
www.kitedesk.comwww.kitedesk.com/insights/
www.facebook.com/kitedesk
www.linkedin.com/company/kitedesk
Sean Burke
Chief Revenue Officer
KiteDesk
These days, the million dollar social sales question is no longer “if” or “when”
but “how” to incorporate social sales effectively into your revenue generation
strategy. If you are looking for ways to master the art of social selling but
wondering how to go about it, look no further.
We’ve interviewed fifty of the world’s leading social sales experts – including
Jamie Shanks, Jeffrey Gitomer, Jill Rowley, Julio Viskovich, Ken Krogue, Koka
Sexton, Matt Heinz, Michael Brenner, Pam Moore, Sandy Carter and Scott
Monty – to bring you this playbook, so you can achieve maximum reach,
results, and revenue from your social sales efforts.
We’ve taken the guesswork out of the equation so you can focus on beating
your sales quota.
So please enjoy these insider tips and tell us what you think.
The Ultimate #SocSales Playbook
Hello!
3. http://www.kitedesk.com/
Introduction
Your Play-by-Play Guide to Social Sales
Branding
1. Carefully Cultivate the Brand Called You
2. Choose the Social Channels That Are Right for You
3. Constantly Build Your Social Network
Prospecting
4. Marketers: Give Lead Generation a Social Boost
5. Salespeople: Stay Focused
Listening
6. Actually Be a Good Listener
7. Get to Know the Person Beneath the Profile
Engaging
8. Avoid Generic Pick-Up Lines
9. Don't Talk About Your Products and Services! Nobody Cares
10. Engage Intelligently And Follow Through
11. Out-Educate Your Competitors
12. Invest in Your Community
13. Pick Up the Damn Phone!
Closing
14. Use Social Media to Help Seal the Deal
Thanks to Our Panel of Social Sales Experts
Closing Thoughts
The Ultimate #SocSales Playbook
Contents
4. http://www.kitedesk.com/
In the 20th century, you had it easy. All you needed to meet quota was a flurry of activity and a bit of artful persuasion. The formula was
simple: buy a list, pound it with emails and calls, and, presto, you closed a certain percentage of deals, quarter after quarter.
But as we entered the 21st century, sales took a nose dive as calls went unanswered, proposals sat dormant, and customers refused to listen to
even the most persuasive sales pitches.
The buying process has forever changed. Today’s buyers — equipped with Google search, online forums, and easy access to thought
leaders — favor discovery and self- education, relegating traditional sales pitches to the bottom of their inboxes.
What do today’s socially savvy buyers look for? Thought leadership. Insights from people they know and trust. Content that is compel-
ling and so relevant that they want to replicate the outcomes.
And how are the world’s leading social sales and marketing experts reengineering the sales process to meet these needs? According to a 2014
KiteDesk Voice-of-the-Customer survey, only 26% of salespeople are using social channels for listening and 37% to engage with prospects, despite
94% reporting they use LinkedIn and 67% reportedly use Twitter. In other words, only early adopters are using social to cater to today’s buyers.
We interviewed 50 of the world’s most influential people in social selling — including frontline salespeople, sales coaches, social
marketers, platform vendors, and industry analysts — to better understand their ideas and innovative approaches for using social media and
social intelligence to prospect, qualify, connect, engage intelligently, cultivate relationships, and help drive sales at scale.
Based on those interviews, we’ve assembled this playbook to help increase your odds of success. Each play in this playbook acts as a challenge
and an opportunity for social sales and marketing professionals to adopt this powerful new wave of revenue generation and make it your own.
Enjoy!
The Ultimate #SocSales Playbook
Introduction
6. http://www.kitedesk.com/
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“Your personal brand is who you are day and night, online and offline... Develop your own personal brand.
If you don’t, then your audiences will likely develop it for you. It’s better to have input and share the person
you really are.” – Pam Moore
“Create a digital reputation that is easy to be found. Increase the likelihood for your personal brand to be
found by distributing your content on LinkedIn, blogs, Twitter, Google+, SlideShare and Facebook. So, when
someone Googles you or a topic, you will be found.” – Gerry Moran
“It’s fine to show some of your personality when you’re sharing information, but do it while sharing your
thoughts and opinions about relevant information. No one cares that you just grabbed coffee at Starbucks or
just ran 3.5 miles and burned 2000 calories.”– John Barrows
“Stand for something important. If it weren't you or your company making it, would you actually want to
share it? Probably not. Most companies' content is boring. And so you don't get any results. Make me FEEL
something with each post. You should feel proud and get excited by the content you're creating and sharing.
If you're not, then start over.” – Evan Carmichael
“Become a trusted source and connection for your prospects. Have a complete and relevant profile on each
major social network, especially LinkedIn. Commit time each and every day to building your network with
prospects and those who influence them. And share relevant, timely, informative, or even entertaining
content on a consistent basis.”– Michael Brenner
Carefully Cultivate the Brand Called You
5 Key PlayPoints
The Ultimate #SocSales Playbook1
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The Ultimate #SocSales Playbook2
“The volume of social media channels available to engage with is exhausting. And they keep coming. As an
individual or a business, there’s no way you can keep up with them all. And the good news is, you don’t
have to.” – Matt Heinz
“Be loyal to only a few social media platforms. If you're using 7 different tools, you're probably spreading
yourself too thin. Your prospects are likely concentrated in, and responsive on, only a few social networks.”
– Josiane Feigon
“’No immediate return on investment’ is NOT the same thing as ‘not worth your time.’ If anything,
platforms that force you to play the long game provide MORE value if you’re willing to stick with them”.
– Gary Vaynerchuk
“Use Twitter and LinkedIn to provide a consistent flow of high-value thought leadership to your customers.
This is an extremely effective way to provide insights to your prospects about how your solution can best
meet their requirements. For my business I use Tweets to convey a story about how to meet various sales
challenges and how to succeed in a very tough profession, enabling potential clients to quickly form an
impression of the value that I can offer them.” – Andy Paul
“I love Twitter. I love brevity. But if you are salesperson who wants to become a ‘thought leader’ to your
prospects by sharing valuable content and great information, you might want to invest your time elsewhere.”
– Trish Bertuzzi
Choose the Social Channels That Are Right for You
5 Key PlayPoints
8. http://www.kitedesk.com/
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The Ultimate #SocSales Playbook3
“Don’t look for clients. Do look for referral sources. If you have been trying to get a meeting with a particular
company or individual, social media can help you quickly find out who in your network has a close connection so
you can ask for a referral.” – Joanne Black
“It’s never been more important to have contacts in place that can introduce you and give you credibility to
your potential buyers.” – Julio Viskovich
“Start by following the influencers and leaders within your industry. You'll know who the influencers are by the
size of their network, for example in the 10K+ range. Next, follow those who are also following the influencers.
These are the people who will follow you in return. You might not get too many influencers to follow you, but
that is not all that important when you are first building your network.” – Sandy Carter
“The BEST way to get a referral is to GIVE one.” – Jeffrey Gitomer
Tap into your colleagues’ networks. “Most employees are willing to share company information, and the
average company has the possibility of reaching 10x as many people through their employees as on their own.”
– Eric T. Tung
Constantly Build Your Social Network
5 Key PlayPoints
10. http://www.kitedesk.com/
http://ctt.ec/e6mbJ
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The Ultimate #SocSales Playbook4
“Get in the conversation.”
– Sandy Carter
“My favorite way to garner highly targeted leads via social is to offer a free webinar. I use Facebook Page
posts with educational content and add a call to action to register. . . . I mix organic reach posts with some
paid posts to reach a wider audience. I also highly recommend taking advantage of Facebook's Custom
Audience and retargeting features; these allow you to reach an audience that is already familiar with you and
more likely to want to buy from you.” – Mari Smith
“Relying on using social only for organic reach is a thing of the past. The new mantra is organic is good,
paid is better”. Put some paid advertising behind your content and make sure you are targeting the correct
people. If you are serious about social, then it’s time to dedicate staff and budget for results.”
– Jason Miller
“Use Twitter to offer a free eBook with a link to a landing page. Once on your website or blog, potential
customers can download the free content and then be entered into an email list for nurturing, cultivation,
and further engagement.” – Jeff Bullas
Marketers: Give Lead Generation a Social Boost
4 Key PlayPoints
11. http://www.kitedesk.com/
http://ctt.ec/UfP24
http://ctt.ec/yV8EA
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The Ultimate #SocSales Playbook5
Salespeople: Stay Focused
5 Key PlayPoints
“Whether good or bad, your focus will determine your results.”
– Jeffrey Gitomer
“Salespeople get paid to sell stuff – not hang out on LinkedIn. And the brutal fact is digging though social media
to find the right prospect and then getting them to engage, or doing research on social media prior to a sales call,
is time-intensive. So much so that I have watched salespeople spend tremendous amounts of unproductive time
on sites like LinkedIn with nothing to show for it.” – Jeb Blount
“Sometimes the social web is like the biggest library in the world, with all of the books lying on the floor. I
highly recommend you employ a series of filters and processes to cut down the time you take looking for and
responding to social triggers, plus bring the best prospects straight to you for follow-up.” – Matt Heinz
“Quality trumps quantity. People are becoming more and more frugal and focused on where they spend their
time. Smaller, stronger networks offer more leverage and traction for products and services that don't want to
be seen as a commodity.” – Liz Strauss
“Don’t follow everyone on www.gagein.com, www.insideview.com, Google alerts, or whatever other tools you
use. Only follow key target accounts and executives. I recommend developing a top-25 target accounts list and
then surrounding them with all your social tools to listen to what they are saying and look for things to make
connections to.” – John Barrows
13. http://www.kitedesk.com/
http://ctt.ec/gcUuS
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The Ultimate #SocSales Playbook6
1 | Listen to what people are saying and discern what problem they’re trying to solve.
2 | Engage them in conversation, not in selling.”
– Scott Monty
“The ability to listen well in a digital manner is really not that different from listening well in person”.
– Jon Ferrara
“Listening is the new prospecting. The more an organization can tune into the digital signals of their
prospects and potential buyers, the better they can cater to them.” – Shama Kabani
“The #1 way to sell more by using social media is to learn of opportunities just after a decision maker has
experienced a Trigger Event, that makes them realize what they have is not longer sufficient, but before
they notice, or worse yet call, your competition.“ – Craig Elias
Actually Be a Good Listener
8 Key PlayPoints
“Here’s my strategy, in all of its complexity:
14. http://www.kitedesk.com/
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The Ultimate #SocSales Playbook6
“What type of trigger events do your customers experience that elevate them to a good lead? A change in
leadership, a dip in sales, a new software implementation, growth, etc. Whatever trigger events are
important to you, create keyword searches for those trigger events in Twitter and look for them in LinkedIn.
When you see them, pounce.“ – Jim Keenan
“How do you know when your prospecting activity is working? When a prospect emails or calls you back?
That represents just 1% of the people you are calling. A much larger percentage are opening your emails,
visiting your website, or following you on social media. These are real signals that your efforts are working.
Use the free app www.getsignals.com to make sure you are prepared to listen.” – Mark Roberge
“Look at having some kind of Chief Listening Officer . . . to develop a systematic approach for you to listen
to the conversations that are going on around you, your brand, and your products and services [and route
them appropriately]. If someone starts talking about one of your competitors’ products, why not alert
someone in sales to jump in and hijack the conversation? Say hey, I noticed you were talking about XYZ,
would you be interested in ABC? Say it's a great product, but here's another great product and we would
love to have you as a customer, too.” – Jeffrey Hayzlett
“If you're not responding to customer inquiries, questions from leads and prospects about your products,
and influencers in your space on social media, your competitors are, and they will eat your lunch.“
– Brian Halligan
Actually Be a Good Listener (cont.)
8 Key PlayPoints
15. http://www.kitedesk.com/
http://ctt.ec/JD84M
http://ctt.ec/Et0B9
http://ctt.ec/RekAw
The Ultimate #SocSales Playbook7
“Gain any insights you can about things they are interested in or recent events they have attended.”
– Koka Sexton
“Social data and intelligence from social networks enables you to have a 360-degree view of each buyer and
truly understand what makes them tick personally and professionally. Utilize information you uncover online
and work it into your traditional communications in order to personalize them and increase your success rates.
With the availability of this information, there is no reason to ever do a cold call or send an email template
again.” – Julio Viskovich
“Most salespeople look to LinkedIn because it provides resumes of the prospects you might contact. It's when
you go deeper into other social media that it gets interesting, because then you can discover what people are
really like based upon what and who they're following (in a Twitter sense). For example, I know of a
management guru whose list of people he follows consists almost entirely of young, attractive women. In some
ways, this tells me more about him than his official profile.” – Geoffrey James
Get to Know the Person Beneath the Profile
5 Key PlayPoints
16. http://www.kitedesk.com/
http://ctt.ec/eU4Tv
http://ctt.ec/qinB_
The Ultimate #SocSales Playbook7
Get to Know the Person Beneath the Profile (cont.)
5 Key PlayPoints
“I use a tool called Charlie. It is integrated into my calendar, and delivers a daily social view of people with whom
I have a meeting scheduled. I get updates of their and their companies’ social activities and news. This gives me
great talking points and shows the person I am meeting with that I care about them and their business.”
– Tibor Shanto
“I use information I find in Social Networks to listen and relate to my buyer so I can be more personalized
and relevant. The other day, I had a call with Brian Halligan, the CEO of HubSpot. I use a free App called Refresh,
which reads from my calendar and notifies me of recent social activity of the people in my upcoming meeting.
I could see that Brian had tweeted he'd be speaking about The Grateful Dead at an MIT event that night, so when
we were on our call, I had Grateful Dead music playing in the background.” – Jill Rowley
17. http://www.kitedesk.com
Engaging
8. Avoid Generic Pick-Up Lines
9. Don't Talk About Your Products and Services! Nobody Cares
10. Engage Intelligently And Follow Through
11. Out-Educate Your Competitors
12. Invest in Your Community
13. Pick Up the Damn Phone!
The Ultimate #SocSales Playbook
18. / http://www.kitedesk.com/
http://ctt.ec/22CYP
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The Ultimate #SocSales Playbook8
“By ALL means, AVOID the horribly common approach of connecting and writing a salesy InMail to tell
prospects anything about your company, products, or how you might help them.” – Dave Stein
“Even the ‘I would love your feedback on my product set,’ which at one time seemed original, is now seen
through as a [pretense]. – John Barrows
“Connect respectfully. Using the standard LinkedIn ‘I want to connect with you because you are a person I
trust’ when you don’t have a relationship just isn’t going to be well received. Instead, take time to tailor
correspondence on social networks with the same care you give to an email outreach. Then, and only then,
can you try to engage with the person.” – Vanessa DiMauro
“Personalizing your sales contact can make the difference between a ‘no thank you’ and a ‘tell me more.’”
– Mike Damphousse
“Monitoring for customer changes in behaviors, changes in employment (like promotions), or even personal
events (like posting their daughter’s wedding photos on Facebook) all provide opportunities to completely
customize the timing of your touch points and the context of each communication. This type of
customization can drastically change your closing ratio.” – Shane Gibson
Avoid Generic Pick-Up Lines
5 Key PlayPoints
19. http://www.kitedesk.com/
http://ctt.ec/o5aDO
http://ctt.ec/W9Gls
http://ctt.ec/Pe42q
The Ultimate #SocSales Playbook9
“Don't talk about your products and services! Nobody cares.” Instead, be helpful by creating content that
people are interested in consuming. – David Meerman Scott
“What's required is a MAJOR mindset shift from selling to serving, from focusing on YOU, YOUR COMPANY,
YOUR PRODUCT, YOUR QUARTER, YOUR COMMISSION, to focusing on YOUR BUYER / CUSTOMER — making
THEM #1, making them the hero, helping them WIN.” – Jill Rowley
“Stop blasting out coupon codes and promotional offers. Stop just sharing your blog posts that are boring and
nobody cares about. Are you actually seeing any results? Stop trying to push product and actually care about
your customers. If you do that, then they'll care about you. They'll buy from you. They'll refer business to you.
They won't leave you when your competitors drop their price 2% below yours. That's what best-in-class
companies do.” – Evan Carmichael
“Don't talk about your products and services! Nobody cares.”
3 Key PlayPoints
20. http://www.kitedesk.com/
http://ctt.ec/F069K
http://ctt.ec/I9K9l
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10 The Ultimate #SocSales Playbook
“Have valuable conversations with prospects from the first contact. Always be prepared with something
about the industry, the company, the location, or the person's role in the company that shows you know
something about them and are able to add something interesting or helpful to the conversation. People buy
from those who help educate them.”– Lori Richardson
“The best salespeople understand that not every conversation or interaction is about the sale and having
the patience to develop real relationships through online networking can (and does) ultimately lead to
business opportunity.” – Shelly Kramer
“I reinvigorated a major opportunity for my own business that had stalled by writing a blog post with this
particular prospect in mind. I used what I learned about their situation from my personal network and from
research, and then tailored my post to push a few hot buttons. Using both social media and good
old-fashioned email as vehicles, three key executives read the piece within 24 hours, and I received a call
directly from the CEO saying that he wanted to meet with me.” – Mike Weinberg
Engage Intelligently and Follow Through
7 Key PlayPoints
21. http://www.kitedesk.com/
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The Ultimate #SocSales Playbook10
“Start looking at the connection/interaction not as win/win . . . but as learn/learn. Win/Win is good, but
implies an end. Once you win, then what? Learn/Learn creates a paradigm of ongoing value — I learn about
you and you learn about me.” – Ted Rubin
“Consumers expect a tailored, 1-on-1 marketing experience, and smart marketers of the future will make
sure they’re giving the customer . . . purposeful experiences across every channel and every device to help
make people's lives better, versus shouting marketing messages.”– Mike Lazerow
“Rarely is a sale made on the first interaction. Having the right cadence and flow along a sales arc is a true
art. Understanding the right timing for your prospects, individually, is key. Part of this is basic qualification.
Then it’s a matter of blending natural engagement signals — such as the ability to read social networking
cues for clues — so that you are responding, commenting, and establishing a reciprocal business relationship
with your prospect.” – Jon Ferrara
“A social seller must be transparent, that means showing your client how the ‘sausage is made’. Don’t be
afraid to let your buyers know the pros, pitfalls and challenges of any decision they make, even when
choosing your solution.” – Jamie Shanks
Engage Intelligently and Follow Through (cont.)
7 Key PlayPoints
22. http://www.kitedesk.com/
http://ctt.ec/lrCXd
http://ctt.ec/09Rea
http://ctt.ec/oS8aG
The Ultimate #SocSales Playbook11
“Social tools enable the engagement necessary to nurture your dream clients with relevant content BEFORE they
experience [a trigger] event. Social tools give you the ability to be known — and to be known as a value creator.
This is how you open relationships that create opportunities.” – S. Anthony Iannarino
“Be the one to shape your buyers’ decisions ... Maintain a 4-1-1 approach to your content strategy: four third-party
thought leadership pieces of content, one of your organization’s blog posts, and one call to action. This will help
you stay valuable and avoid overselling, which tends to lead to social media mutiny.” – Julio Viskovich
“Create a stream of content that solves the problems of your ideal customers. Place the highest value content
behind a simple gate, such as a request for an email address. Share the stream on the key social site where your
prospects share business ideas with their friends and colleagues.” – Liz Strauss
“Success depends on a steady stream of thought leadership. Companies that do best in this help their front-line
social marketers get access to content from all over the company. I am fortunate that McKinsey has such a broad
base of folks creating terrific thought leadership material. I use a lot of it as a launching point for my posts and
then drive traffic back to them.” – David Edelman
“If you and your organization are more advanced social sellers, you’ll likely already have content generated that
can answer a lead’s or prospect’s questions. If you don’t, there’s nothing wrong with guiding them to external
content that does — provided that you’re prepared to follow up and show them that, with the question now
answered, you have the resources to solve a specific need.” – Cheryl Burgess
Out-Educate Your Competitors
5 Key PlayPoints
http://ctt.ec/42DeJ
http://ctt.ec/cTdoD
23. http://www.kitedesk.com/
http://ctt.ec/i3Ud5
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The Ultimate #SocSales Playbook12
“Online communities are often the centerpiece of social business strategy because that is where prospective and
current customers and partners come and stay when they are interested in learning about your company. It is an
often-overlooked secret weapon.” – Vanessa DiMauro
“Our most cutting-edge customers (like Aerohive and HP Vertica) are using their customer communities to
develop relationships with prospects earlier in the sales cycle. The communities are becoming not only
lead-generation, but also sales-development channels.” – Wendy Lea
“Think about your community — both fans and strangers: What do they want from you? You build your
community by publishing content that enhances their lives, not just ads for your product or service. You engage
your community via two-way communications — asking them questions and responding to their questions,
comments, and complaints. And you have to do it consistently.” – Don Cooper
Invest in Your Community
3 Key PlayPoints
24. http://www.kitedesk.com/
http://ctt.ec/j0mJQ
http://ctt.ec/Z6yCV
http://ctt.ec/bI0YR
The Ultimate #SocSales Playbook13
“Pick up the damn phone! Real conversations don’t happen in 140 characters or less. The digital world, as great
as it is, threatens our ability to have real conversations. Text messages with truncated words or 140-character
Twitter posts are not the kind of meaningful, effective dialogue that increases sales conversions or gets you
referrals.” – Joanne Black
“Real successful social sellers understand that combining and executing both social and traditional sales
techniques [has] the ability to go beyond the sum of both.” – Tibor Shanto
“A manager from the Canadian office of Dun & Bradstreet went to our website and filled out a web form. Our
immediate response technology triggered a callback within 9 seconds. While the phone was dialing we checked
out their LinkedIn and had some things to talk about. The D&B manager was so impressed that we called back
within 9 seconds and knew what to talk to them about that they said, ‘I don't know what you just did, but we
are going to buy it!’ And they became a customer.” – Ken Krogue
“Pick Up the Damn Phone!”
3 Key PlayPoints
26. http://www.kitedesk.com/
http://ctt.ec/8pb1k
http://ctt.ec/2KZd3
http://ctt.ec/CN0t2
The Ultimate #SocSales PlaybookThe Ultimate #SocSales Playbook14
“I use a #SocialSurround strategy. I use social networks to find, listen, relate, connect, engage, and amplify
my buyer, the buying committee, and their sphere of influence. I will connect on LinkedIn, follow on Twitter,
RT, and/or favorite a tweet. I will figure out who my buyer trusts and learns from and I'll #SociallySurround
them as well.” – Jill Rowley
“The savvy account manager uses social tools to monitor all of the influencers that will impact the final
decision: what are they commenting on, what are they ‘liking,’ what are they sharing, who are they
connected with, and who are their new connections. This ‘social intelligence’ helps the account manager
identify which influencers are having conversations with her competitors and better understand what is most
important to them. Using this intelligence she sets up meetings and focuses on these issues, strengthening
her relationships and successfully neutralizing any competitive threat.” – Jeb Blount
“Whether it’s negotiation or the events leading to closure, a deal is never done until you have a signed
contract. There will be times when you already have internal approval for your sale and you are awaiting
final signature. In these critical moments, it is important to monitor the profiles of everyone involved in the
decision-making process, as well as information being published by the company itself, to ensure that you
are not missing out on any signs that could endanger your sale before the close. This business intelligence
is equally important for the negotiation itself.” – Neal Schaffer
Use Social Media to Seal the Deal
3 Key PlayPoints
30. http://www.kitedesk.com/
The Ultimate #SocSales PlaybookThe Ultimate #SocSales Playbook
Social selling is a powerful yet largely misunderstood strategy for most salespeople.
At KiteDesk, we distill today’s abundance of online and enterprise data as well as your connections
into actionable sales intelligence. We deliver that data within an integrated, browser-based social
sales and CRM automation platform.
We hope that by following the tips in this playbook, you will be well on your way to successful
social selling.
So what are you waiting for?
Closing Thoughts