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Simple Social Selling Enablement

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Simple Social Selling aims to equip sales managers will an easy to package of tools to start their sales teams on social selling. It helps identify things marketing and sales teams can do with limited budgets and ideas.

Publicado en: Empresariales

Simple Social Selling Enablement

  1. 1. SIMPLE SOCIAL SELLING Enablement Huw Hopkin
  2. 2. Learn to listen and monitor your target accounts Learn how to develop and post basic content that builds interest and talking points with your target customers Learn how to measure if social selling is working? Learning Agenda
  3. 3. • What is social selling? • Before you start…. • How to set up your tools to get started with social selling? • How to listen to the market? • Content required • News • Company content • Self-created • Measuring the results – new business
  4. 4. Secrets to Great Results It takes time and effort – the smart people automate it or hire someone else to do it… One original piece of content goes a long way. Keep it simple - connect socially but reach out personally
  5. 5. What is Social Selling? Identifying and communicating marketing sales content to target customers across social networks Amazing for reaching snr decision makers with news and updates - Everyone gets the update - Groups share common interests Good for news and updates from your company, industry, key account news Good for getting to know customers but not active content or networking Rich content to review and share from channels with your customers on web and mobile
  6. 6. What is Social Selling? Traditional Sales Model Cold Calls Lead Qualification Sales Demos Infographic data by Dimension Data © 2014 Social Sales Model Warm Calls Social Networks Warm Calls Lead Qualification
  7. 7. Why Social Selling? - sirius decisions of B2B buyers start the buying journey using digital channels for research and decision making 54% warm introductions to decision makers 1.3M5.4 people involved in the average B2B buying decision 9% increase in attainment by digitizing sales interactions 67% Buying journeys that are digital interactions vs. traditional sales calls 2-4x increase in odds of sales success with referral through social selling 84% B2B decision makers begin their buying process with a referral Statistics from “23 Shocking Social Selling Stats”. July 21, 2014
  8. 8. Why Social Selling? Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their Social Selling Index. SSI leaders have an SSI > 70; SSI laggards have an SSI < 30 Social Selling Index (SSI) leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45% more opportunities 51% more likely to hit quota
  9. 9. Update the photos, add videos Explain what you do? Link up to your customers and colleagues Get an accounts with all major social media networks, make your profile consistent Sales got an got an incremental $200k of pipeline in her first month of Social selling
  10. 10. Which companies do you want to target? Buffer account Add rss feeds of target companies Monitor 200 Companies Big enough to be visible Social media mgt tool for Linkedin, FB, Twitter, Pinterest Search for RSS feeds from target company on Google Tag articles to keep or deploy later
  11. 11. • Get a buffer account Add content feeds for target company • Target company • News Get a Professional Tool • Feedly What is RSS? As defined by Wikipedia, RSS (acronymic for Really Simple Syndication) is "a group of XML based web-content distribution and republication (Web syndication) formats primarily used by news sites and weblogs (blogs).
  12. 12. Basic Level Advanced Level premium Aggregate 100s of newsfeeds topics Distribute to all social channels and schedule Connect all channels premium
  13. 13. Higherscoringindividualsareexceedingsalestargets– 51%morelikelytohitquota Step 1 – Snapshot of sales scores now Step 2 – Start contest, Winning Score in 3 months time gets an IPAD Step 3 – Enable with training, content and incentive to increase reach
  14. 14. Write a blog Make a video Add a ppt Wordpress, 300 words per post with one picture 30 seconds interview format, iphone Slideshare -10 tips for B2B marketing
  15. 15. Making Videos Events interviews Announcements 1:1 Interviews How to ‘screen grab’
  16. 16. 1. Review who you know regularly 2. Look for target customers in groups you are a member of 3. Load your database - Outlook or corporate accts data file
  17. 17. What? Load Offline and marketing contacts at your key accounts into Linkedin Why? Once loaded allows sales person to connect directly to the contact as a first degree connection without using a inMail. Inmail should be used when theres no other way of reaching the customer Loading your target accounts & contacts
  18. 18. Reach Relevance Revenue Followers Channels – Number of channel connections Liking or sharing what you post Linkedin Social Selling Score (SSI) Tracking social contribution to become leads or e-commerce transactions
  19. 19. 2nd highest conversion, now we need more social activity
  20. 20. InvitationsforLiveorVirtualEvents • Education • Seminar • Clinics • Training “We love to Learn”
  21. 21. Keep a regular schedule of social selling  Plan what you will say for the month  Decide what you will say to key customers  Focus on themes and rotate “A post a day keeps boredom at bay.” S M T W T 26 27 28 29 30 31 F 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 S 13 Monday January
  22. 22. @HuwHopkin LIKE IT