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Social Selling

Has your sales process changed?
      Right answer: Yes.
Some things just don't work as
         well anymore. Why?
Old buying behavior

It used to go something like this:

   Engaged vendors and analysts for expertise
   Use information to develop RFI
   Conduct internal needs analysis
   Discovered potential solutions
   Issue RFP and compare solutions
   Negotiated terms and service levels

If all went well they purchased (from you).
Old sales process

This process matched up pretty well:

   Qualify the prospect
   Build relationship
   Do need analysis
   Show a demonstration
   Sell a "solution"
   Negotiate terms and service levels

If all went well they purchased (from you).
The Internet has changed things

Buyers are less reliant on
vendors, analyst, and trade
publications.

Decision makers are turning
to their trusted networks and
agents for recommendations.

Not a bad thing, assuming
you're there.
Social media
 makes prospecting a
much more open game.
Open up your qualification
Open up your relationship building
Open up your needs analysis
Open up your demonstration
Open up your solution selling
Social media is still
an inexact science.
Most things you try
will get lackluster
results or even fail.

However, the totality
of your efforts will
build a foundation
and a community.

Then, success will
come with greater
frequency.
Important:

Remember social
media and networking
is a team selling
approach.

Your job is to build
that team and attract
that community.

You are stocking the
pond for better fishing.
Social Selling
Bill Rice
www.kaleidico.com
Twitter: @billrice
LinkedIn: BillRice
Cell: 734.775.4487

More resources & inspiration: http:
//delicious.com/kaleidico/socialmedia+b2b

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Social Selling

  • 1. Social Selling Has your sales process changed? Right answer: Yes.
  • 2. Some things just don't work as well anymore. Why?
  • 3. Old buying behavior It used to go something like this: Engaged vendors and analysts for expertise Use information to develop RFI Conduct internal needs analysis Discovered potential solutions Issue RFP and compare solutions Negotiated terms and service levels If all went well they purchased (from you).
  • 4. Old sales process This process matched up pretty well: Qualify the prospect Build relationship Do need analysis Show a demonstration Sell a "solution" Negotiate terms and service levels If all went well they purchased (from you).
  • 5. The Internet has changed things Buyers are less reliant on vendors, analyst, and trade publications. Decision makers are turning to their trusted networks and agents for recommendations. Not a bad thing, assuming you're there.
  • 6. Social media makes prospecting a much more open game.
  • 7. Open up your qualification
  • 8. Open up your relationship building
  • 9. Open up your needs analysis
  • 10. Open up your demonstration
  • 11. Open up your solution selling
  • 12. Social media is still an inexact science. Most things you try will get lackluster results or even fail. However, the totality of your efforts will build a foundation and a community. Then, success will come with greater frequency.
  • 13. Important: Remember social media and networking is a team selling approach. Your job is to build that team and attract that community. You are stocking the pond for better fishing.
  • 15. Bill Rice www.kaleidico.com Twitter: @billrice LinkedIn: BillRice Cell: 734.775.4487 More resources & inspiration: http: //delicious.com/kaleidico/socialmedia+b2b