11.26.13

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The value of Social Selling has led many corporations to increasingly value social leads over traditional lead-gen, a trend that's part of a new generation of sales strategy dubbed Sales 2.0. Yet with any major paradigm shift, all the chatter may amount to nothing if the underlying structure of the sales organization remains unchanged.

The traditional sales structure (Sales 1.0) follows a model of clearly defined roles, segmented responsibilities, and specialization. Social selling necessitates greater flexibility and the ability to develop relationships throughout the sales process.

Join us to learn how to optimize your team for social selling:

Create roles for your team and accountability structures that facilitate the challenges and opportunities of social selling.
Maximize your team’s follow up on social leads.
Establish best practices for the cultivation of relationship with your customers.
Foster a culture of listening within your sales team.

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11.26.13

  1. 1. Reengineering for the Age of Social Selling: Structuring the Modern Sales Team #SMTLive
  2. 2. Join the Conversation…   long  and s   Follow  a  thought 157,345 e  your shar itter  at       on  Tw e   #SMTliv Subm quest it  your   ions  i n  the   GotoW Prese ebinar   ntatio n     windo w   #SMTLive
  3. 3. Our Speakers Jill Rowley After six years in Consulting and thirteen years in Sales at Salesforce.com and at Eloqua, Jill made an about-turn in her career: She now leads Oracle’s Social Selling and Social Business initiatives.  Jill is currently responsible for evangelizing and enabling Oracle's global sales team on the Why, What, and How of Social Selling. As an award winning, top selling sales executive, Jill utilized social media in her selling process. She mastered the art, and as a result is one of the most referenced experts in today's shifting world of B2B sales and marketing. @jill_rowley Anneke Seley, CEO and Founder, Reality Works Group, has a vision for Sales 2.0. It includes revenue generating teams working together using insights about customers and business return, enabled by technology, to improve the buying/selling experience and results for both the buyer and the seller. She and her team at Reality Works Group work hands-on with clients to build or improve sales team performance with inside sales and social selling. @annekeseley Sandy Carter, IBM General Manager, Ecosystem Development and Social Business Evangelist and Author, is responsible for IBM’s worldwide relationship with independent software vendors (ISVs), which contribute to approximately one-third of IBM’s revenue.  She also manages the key partnerships with the development, academic, and venture capital communities which comprise IBM’s industryleading ecosystem of influencers, and is focused on critical areas of business ecosystems like big data, cloud, mobile, social, and analytics. @sandy_carter Paul Dunay, moderator, is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and creating buzz for leading technology, consumer products, financial services and professional services organizations. @PaulDunay #SMTLive
  4. 4. Statistics show 78% of Sales Professionals Using Social Media Outsell Their Peers
  5. 5. Buying process has changed Buyers are self-educating via Search & Social
  6. 6. 57% of buying process is done prior to engaging with Sales
  7. 7. 92% of B2B buyers start search on web…
  8. 8. 82% of the world’s online population can be reached by Social Networks
  9. 9. The Power of Peer to Peer
  10. 10. Company to Buyer: 33% Trust
  11. 11. Buyer to Buyer: 92% Trust
  12. 12. Meet the Modern Buyer Well-informed Digitally-driven Socially-connected Mobile & Empowered
  13. 13. Unlimited access to real-time information about our company, products, competitors, customers, industry experts and influencers
  14. 14. Why Social Selling? Social media is where •  1 of 5 minutes is spent online •  3 in 5 IT decision makers learn about new products •  57% of decision made before Sales contact • 30% more team attainment of sales quota • 21% more reps achieve quota • 15% increase in customer renewal rate 14 Source: OgilvyOne, The Future of Selling, http://www.slideshare.net/OgilvyWW/the-future-of-selling-6010688 Aberdeen Group, Collaborate, Listen, Contribute: How Best-in-Class Sales Teams Leverage Social Selling, Nov 2012 © 2013 IBM Corporation
  15. 15. Who is a Social Seller? • A Trust-builder • An Idea challenger • A Customer Advocate • A Conversation Partner 15 • THE Go-to Person “The Best Reps are not just present in Social Media, they position themselves as credible and influential sources in customer networks” - Sales Executive Council © 2013 IBM Corporation
  16. 16. Five Keys to Social Selling 5 4 3 2 1 16 Build your Social Graph Know your Prospects & Customers Know their Influencers Engage & Respond with Speed Celebrate your Customers © 2013 IBM Corporation
  17. 17. Join us next week for… 12/5 Customer Service for the New Customer: Transitioning to a Real-Time Service Model http://socialmediatoday.com/customer-service-new-customer-webinar

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