The Buying Moment: How to Listen, Engage and Capitalize on Social Signals
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Presented at LinkedIn Sales Connect 2015. To learn more about social selling, let's connect on LinkedIn http://www.linkedin.com/in/gabevillamizar or Twitter http://www.twitter.com/gabevillamizar
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The Buying Moment: How to Listen, Engage and Capitalize on Social Signals
- 2. THE BUYING MOMENT How to Listen, Engage and Capitalize on Social Signals from Your Buyers
- 3. “Green Boots” You have to keep on moving!
- 7. THE PROBLEM
- 8. of decision makers say they never respond to cold outreach. -CEB
- 9. of sales emails are never opened. -TOPO
- 10. vGenerating Leads vs. Adoption Rate Social Selling Opportunity
- 12. Cold Calling vs. Social Selling
- 14. SOLUTION
- 18. THE SOCIAL SELLING PROCESS
- 19. It’s all about the leads! Ken Krogue
- 26. I have now picked up the “social scent” SOCIAL TRIGGERS
- 27. 5
- 28. Boolean Search Can Be Magical!
- 30. 72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely to engage with a strong professional brand. -LinkedIn
- 41. TRACKING & ROI
- 42. Social Selling Tracking in Salesforce.com 8,272 Qualified Leads in 7 Months.
- 43. LinkedIn Sales Navigator – HireVue Sales Pipeline Creation January 2015 February 2015 March 2015 April 2015 May 2015 June 2015 July 2015 Sales Pipeline in $ from LinkedIn Sales Navigator 10.3M Sales Pipeline in 7 Months
- 44. • No social selling process, culture or goals. • No way of tracking social selling efforts and ROI. • Lack of executive buy-in. • Daily, weekly, and monthly social selling trainings customized for each sales team respectively. • 93% social selling adoption. • 10.3M in sales pipeline in 7 months. • Biggest mid-market deal closed within 24 hrs. - $50k.
- 45. Q & A Download Slides: http://www.embedsocialselling.com
Editor's Notes
- Jake – Thanks for being here, I’m the North Ame… for HireVue Accelerate. We’re stoked to be here I’ve bee in sales 12 years etc... 10 years med 2 years social selling. Hat joke Kick it off to Gabe
- Everyone stand up. Keep standing if you’ve ever climbed Mount Everest. K stand up again and remain standing if…
- Started my career in sales at Nuskin Enterprises Learned all things marketing at Southwest airlines At IS.com I had the opportunity to apply both
- I joined IS.com in 2012 as employee number 212 with an epic group of hustlers whom built the foundation of what the company is today I came onboard as an outbound/inbound lead gen rep… After seeing my team do the same thing over and over while achieving the same results…I knew There had to be a better way… That’s when I began applying my marketing skills in social media that I gained at Southwest to help me set more appointments for three months… I got the attention of Ken Krogue, President and Founder at that time of IS.com That’s when I went from lead gen rep to social selling trainer for our sales org. We tested a lot of social selling hacks. And a lot of them flopped, but a lot of them turned out to be epic wins. For example, when our lead gen reps the executive that was most connected with that buyer… appointments from Ken’s account… And what we found executive social engagement increased hold rates by 30% We closed a 1M becaus
- Let’s talk about the problem that we all face but in that moment I was dealing with at IS.com
- Increased contact ratios by 30%
- Response rate 300%
- I would then focus my time on teaching sales reps how to use LinkedIn, Twitter and FB to help them close more deals.
- Ask question: how many of would say that your org still takes a traditional sales approach like this one?
- My man Gabe has talked to us why of social selling. Now let’s deep dive into the how! In Mike’s keynote yesterday he said social selling early adopters see the future. Here’s how we do it! 1st, 2nd, 3rd.
- If we go back in time, we see the tradition buying process as represented here.
- Let’s do something cool with the Acronym and how we intro each section of L.E.A.D. You have creative control
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- In today’s noisy world, marketing is having less of an impact on the buyers decision. The experience that the buyer gets from a sales rep has bigger on the success of the sale.
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- Do you have time for this one? Complete creative control
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