Tribal Impact: Social Selling Tips & Tricks

1,287 views

Published on

Tips and tricks for B2B technology account managers and sales people who need to build relationships and understand their target accounts in more detail.

Published in: Business
0 Comments
3 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
1,287
On SlideShare
0
From Embeds
0
Number of Embeds
6
Actions
Shares
0
Downloads
35
Comments
0
Likes
3
Embeds 0
No embeds

No notes for slide

Tribal Impact: Social Selling Tips & Tricks

  1. 1. SOCIAL SELLING TIPS & TRICKS ON HOW TO USE SOCIAL MEDIA AS PART OF THE B2B TECHNOLOGY SALES CYCLE SARAH GOODALL Internal Communications & Social Media for SAP EMEA+India Owner of Tribal Impact blog Twitter: @tribalimpact Blog: www.tribalimpact.com Email: sarah.goodall@tribalimpact.com
  2. 2. HOW THE SALES PROCESS HAS CHANGED Engage Vendors Develop RFI Internal Analysis Potential Solutions RFP & Compare Negotiate Implement Qualify Build Relationship Needs Analysis Show Demo/Test Sell Solution Negotiate Deliver If All Went Well The Customer Would Purchase Buyers Now Less Reliant On Vendors & Analysts Researching Before They Enter The ”Sales Cycle” Decision Makers Turning To Trusted Networks – Online Or Offline Customer View Vendor View
  3. 3. Social Media are media for social interaction, using highly accessible and scalable publishing techniques (Blogs, Twitter, Facebook, LinkedIn etc) WHAT IS SOCIAL MEDIA?
  4. 4. HOW IS IT CHANGING SALES?
  5. 5. IT ISN’T JUST FOR KIDS...SENIOR DECISIONS MAKERS ARE USING IT
  6. 6. ...THESE ARE THE TOOLS THEY’RE USING
  7. 7. ...AND THIS IS HOW THEIR TEAMS ARE USING SOCIAL MEDIA TOOLBOX SURVEY
  8. 8.  Our Primary Audience Uses It  Gain Customer Intelligence  Identify New Sales Targets  Develop Closer Relationships  Shorten Buying Cycles  Grow Your Prospect Base  Build Your Personal Brand SO WHAT IS SOCIAL SELLING?
  9. 9. Know Your Target Build A Network ListenEngage Extend Network 5 STEP SOCIAL SELLING PROCESS
  10. 10. • Choose 2-3 Target Accounts • Decide On Audience • E.g. HR, IT, Finance • Find Who They Are • LinkedIn Advance Search • Find Their ”Pain Areas” • Google, Twitter, LinkedIn Questions STEP 1: KNOW YOUR TARGET
  11. 11. • Build Your LinkedIn Profile • Create the basics – be searchable • Create your ”Personal URL” • Add to your email signature • Invite People To Join You On LinkedIn • Customers, Partners, Colleagues, Employees • Happy? Know You? • Find Your Targets • How are you connected? • Which Groups do they belong to? • Interests? Education? STEP 2: BUILD YOUR NETWORK
  12. 12. • Select ”Follow Company” on LinkedIn • Latest personnel changes • Check out interesting stats • Join Relevant LinkedIn Groups • Search by keyword e.g. retail technology • Your Company Group? Join Up • Monitor discussion topics • Set up Google Alerts • Follow customers, keywords & competitors • Listen To Your Targets • Do they have a Twitter account? Blog? STEP 3: LISTEN
  13. 13. • Update Your LinkedIn ”Network Activity” • News, Events, New Videos, Demos • Invite Your Network To Join A Group • E.g. Local Company Network? • Respond To Group Discussions • Add your opinion • Create a discussion e.g. ”I heard this from several clients – is this the general feeling?” • LinkedIn Answers • Answer 2 questions a week • ”Saw this and thought of you!” STEP 4: ENGAGE
  14. 14. • Get In The Habit • Meet, Greet, Invite • Make the invitation personal • When accepting – send a message back! • Good Job? Established Credibility? • Ask for a recommendation • Request an introduction • Be Transparent • Be Human...Not A Logo • Be Open...You Will Reap Rewards STEP 5: EXTEND YOUR NETWORK
  15. 15. • Be a person - not a logo • Listen before you speak • Introduce yourself – not an elevator pitch • Add value • Ask questions – seek to learn • Make it easy to connect with you • Be socially responsible – Follow Company Guidelines REMEMBER.... SOCIAL SELLING ETIQUETTE
  16. 16. • 14 Year In B2B Technology Marketing Communications • From Global Matrix To Fast-Growing Start-Ups • Including SAP, IBM, Hitachi, Glasshouse • Passionate About People • Inspired By Great Leaders • Socially Networked • Loves A Challenge • Chartered Marketer • Qualified Exec Coach - Intermediate (AoEC) • Review References @ www.linkedin.com/in/sarahgoodall ABOUT SARAH GOODALL

×