2. frost.com
contents
Overview......................................................................................................................................... 3
Social Selling................................................................................................................................. 4
Social Selling: Where do the Salespeople Stumble?.................................................................. 5
a. Inability to Justify Social Selling ROI...................................................................................... 5
b. Reluctance toTry Something New on Social Networks........................................................ 5
c. Complexity of the Social SellingTool...................................................................................... 5
d. Inability to Share Relevant Content....................................................................................... 5
e. Inhibitions about Approaching a New Prospect on Social Media........................................ 6
The Art of “Smart Selling”........................................................................................................... 6
a. Increase Opportunities and Conversion Rates...................................................................... 6
b. Shorten the Sales Cycle........................................................................................................... 7
c. Increase Pipeline Size and Quality......................................................................................... 8
d. Increase Call Relevancy........................................................................................................... 9
Sales Navigator in Action: How PTC Pioneered Enerprise-scale Social Selling......................10
The Bottom Line............................................................................................................................ 11
The Social Selling Call to Action..................................................................................................12