Social Selling - Integrating Social Media Into Your Sales Process. Slides from Shane Gibson's social media for sales professionals module. #SCRM #SocialMedia #SocialSelling

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Saying you don’t
believe in social
media is like saying
you don’t believe in
the internet

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“… is about creating an
environment where an act of
faith can take place”

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• Value added frequent contact consistently
over time.
• More value and more time means more
trust

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Jim Keenan
A Sales Guy Consulting

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Relationship
Building
Model
Warming
Up
The Call
1
Breaking
The
Ice
Uncovering
Buying
Motives
The
Sales
Proposal
Handling
Objections
Closing
The
Sale
6
Add-ons
And
Up Sells 7 2
3
5 4
Invite and
Engage
At Every
Step

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CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
A
Absolute
B
Beneficial
C
Convenient
High Yield
& Larger
Investment
Lower Yield
& Smaller
Investment
Pro-Active &
High Relation-
ship Selling
Passive &
Lower Rela-
tionship Selling
The ABC‘s of Targeting

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Calls
1st
2nd
3rd
4th
5th &
Onward
Converted
2 of 100
3 of 98
4 of 95
10 of 91
81 of 81
Percentage
2%
3%
4%
10%
81%
(100 Competitor’s Clients Converted)

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• Search.Twitter.com
• Facebook Search
• Nimble Chrome Plugin
• Linkedin.com home
• Tweetreach.com

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SCRM
Social
email
Values
Preferences
Data
Relationship
History
Business Intel
Personal Intel
360 view
SCRM

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• Sharing Tools
• Industry Blogs
• Google Alerts
• Geographic and Vertical Specific News
• Experts list on Twitter
• Zite
• Linkedin.com/ Pulse

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1. Identify Your Your “A” Category
Prospects and Customers
2. Pick the Right Platforms
3. Apply social to the whole sales cycle
4. Implement Listening and
Engagement Strategy
5. Create focused
content/conversations
6. Use a social crm like Nimble
7. Follow-up follow-up follow-up

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iTunes Social Media Podcast
http://closingbigger.net
http://twitter.com/ShaneGibson
http://ca.linkedin.com/in/shanegibson/