You never get a second chance to make a first impression. This has applied to the sales process for as long as I can think. But what, if today's first impression we leave is a digital impression? Find out in this slide deck why I think it is helpful to rethink sales and why those embracing change and stepping out of their comfort zone will lead the pack...

1. "You never get a
second chance
to make a first
impression"

2. "... what, if the first
impression we leave is a
digital impression???"

3. Social Selling can be as easy as

4. ...not this A, B, C...

5. Attraction - Benefits - Conversations

6. ATTRACTIVE PERSONAL PROFILES
(in the sense of attention-grabbing)

9. BENEFITS THROUGH CONTENT
(less selling your product, more selling your industry)

10. the content itself
looks attractive

11. and the context
builds a good frame
for valuable content

12. ...don't forget your
hashtags!

13. CREATE CONVERSATIONS

14. CONVERSATIONS become LEADS

15. the more you repeat
A, B and C... the more
you become a

16. WHAT
changed

17. 2005
... a new Pope was elected, only one screen to be seen

18. 8 YEARS
DIFFERENCE?
2013

19. PROSPECTS SEE YOU ON LAPTOPS

20. ON TABLETS

21. ON SMART
PHONES

22. RETHINK
I had to
my
way
to
the
customer

24. TIME
it takes

25. like we learned to book our trips online

26. ...and not in the travel agency

27. 57%
of the customer journey
is over by the time
a new client calls
the sales rep for
the first time
Google & Roland Berger (2015):
The digital future of B2B sales

28. one day
social selling
will feel like
driving stick shift
after ten years experience

29. ...and through social selling
prospects gradually get
to know you better and
the big picture becomes
visible

30. WHY,
is it not standard?

31. ...easy answer. Because each and every
one of us, either in A or B or C has a

32. GAP

33. SOLUTION
"Converting Contacts to Clients through Conversations"

34. THIS
IS NOT
SOCIAL SELLING
- Account based marketing
- automated messages
- LinkedIn - ads
- pitch before anything

35. YOU BECOME
a media company
of your own
ATTRACT ATTENTION
'BENEFIT' THROUGH YOUR CONTENT
CREATE CONVERSATIONS
as a side note, it is not recommended and unlikely to have dozens of 'frontrunners'
in an organization. However, you can still work together like an orchestra

36. BLOCKERS
you need to remove

37. ...in order to become better in you A, B and C
you better leave your

39. BEST
PRACTICE
EXAMPLES

40. THE IDEAL POST
in order to generate attention
short and interest-generating first line(s)
short sentences
several paragraphs
tagging other users(if it suits)
link to external content (occasionally)
structured with and through emoticons
three to five hashtags

42. Profile picture : Headshot (mobile !)
central or individual banner (dynamic)
Emojis YES, Emoji NO (think!)
120 characters (not the job title !)
Personalized URL for LinkedIn profile
https://www.linkedin.com/in/perrone VANITY URL

43. C...? To be continued...