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Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web

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Heinz Marketing Inc
Heinz Marketing Inc

This Webinar presentation deck focuses on best practices to help you and your inside sales team organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

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Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
Social media for sales overview ,[object Object],[object Object],[object Object],[object Object],[object Object]
Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
Social selling starts with five questions ,[object Object],[object Object],[object Object],[object Object],[object Object]
What do customers care about?
The buying progression Solution Problem/Pain Objective/Outcome
Top sales reps – social tips ,[object Object],[object Object],[object Object],[object Object],[object Object]
Finding more sales on Twitter ,[object Object],[object Object],[object Object],[object Object],[object Object]
Finding more sales on LinkedIn ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Nine Social Selling Tools ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Q&A
Questions?

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Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web

  • 1. Social Selling for Inside Sales: How to Find & Convert Prospects from the Social Web Matt Heinz President, Heinz Marketing Inc [email_address] @heinzmarketing
  • 2.
  • 3. Prospect Engagement Funnel Active Sales Cycle Channels: CRM, 1:1 Goal: Sell New Customer Drip Marketing Channels: Email Newsletters, CRM System Goal: Drive Active Prospects Network / Open Community Channels: Twitter, Facebook, Blog, LinkedIn Goal: Drive Registration Network-exclusive access to content Value-added special offers Discovery events White papers, top ten tips, etc. Testimonials, Success Stories Profile-Specific Messages New product/service offers Referral & Tell-a-Friend Offers Network / Community Invites New Opportunity Alerts 1:1 with Existing Customer In-Market Events Next Step Accelerator Ideas Customer Targets (based on persona profiles)
  • 4.
  • 5. What do customers care about?
  • 6. The buying progression Solution Problem/Pain Objective/Outcome
  • 7.
  • 8.
  • 9.
  • 10.
  • 11. Q&A