1.
SESSION SPONSOR
THE NEW SALES PLAYBOOK
Darrell Amy, Dealer Marketing
Larry Levine, Social Sales Academy

2.
SALES FUNNEL
How Do You Fill Your Sales Funnel?
30-60-90

3.
Two Types of Prospects

4.
SEARCHING
Marketing
NOT SEARCHING
Sales
RELATIONSHIP
FUNNEL
LEAD
FUNNEL
Two Prospect Funnels

5.
Filling the Funnel:
The Old Sales Playbook

6.
Buyers are 57% of the way through
the decision making process before
engaging with a sales rep or vendor.
Corporate Executive Board
Harvard Business Review, June 2012
Survey of 1,600 mid-sized business decision makers
The Buyer Changed

7.
Buyer 2.0
Researches Online
1. Empowered with information
2. Afraid of making bad decisions
3. Pressed for time

8.
• The modern consumer is digitally
driven, socially connected and mobile
empowered.
• Unlimited access to real-time
information about your company,
products, competitors & customers

9.
Google & LinkedIn
have forever
changed the
sales process.

10.
Meet the Newest Members
of Your Sales Team

11.
NEW SALES
PLAYBOOK
The Problem
OLD SCHOOL NEW SCHOOL

12.
The New Sales Playbook
SEARCHING
Marketing
NOT SEARCHING
Sales
RELATIONSHIP
FUNNEL
LEAD
FUNNEL

13.
SESSION SPONSOR
Larry Levine
Sales
How to Fill Your Relationship Funnel

14.
My Story
• 28 years in the industry
• Los Angeles sales “rat race”
• Zero account base
• 2014 Results
• $650,000 in net new business
• $1,600,000 pipeline leveraging
LinkedIn relationships
www.linkedin.com/in/larrylevine1992

15.
KNOW
LIKE
TRUST
NOT SEARCHING
Sales
RELATIONSHIP
FUNNEL

16.
“The two keys to success are:
(1) building relationships and
(2) changing the way people think”
Social selling can accomplish both
“1937”

17.
The Power of Your Network

18.
177 Finance Directors!

19.
Let’s Do Some Simple Math
Three Accounts per Week 3 current clients
Five Second Degree Connections 15 new prospects
One Month 60/month
One Year 720/year
10% Appointment Ratio 72/year
6 new sales appointments
per month

20.
Social Selling Defined
Using social networks to
leverage your personal brand
to fill your relationship funnel.
NOT SEARCHING
Sales
RELATIONSHIP
FUNNEL

21.
THE KEY TO WINNING IN SOCIAL IS NOT TO ADOPT A SEPARATE
STRATEGY FOR IT BUT TO LOOK AT THE EXISTING SALES
STRATEGY AND INTEGRATE SOCIAL INTO IT.
NEW SALES
PLAYBOOK
OLD SCHOOL NEW SCHOOL

22.
Daily
Habits
Killer
Profile
Pillars of Social Selling Success
Social
Selling Skills

23.
Headline
Business
Head Shot
(First
Impression)
Personal
URL
Headline: What You Do
(Not Your Title)

24.
Contact Information
Phone Number
Email
Twitter
Dealer Website/Blog

25.
Trust = Credibility + Connection
WHO does this rep
know that I know?
WHAT does this rep
know that could help
my business?

26.
“77% of people who are going
to interact with you will check
you out on LinkedIn first.”
Entrepreneur Magazine
It is about bringing your personal
brand to the marketplace to parallel
your business brand

27.
RESEARCH
Find companies and
contacts in your
territory.
FOLLOW
Learn about your
prospect
CONNECT
Send a personalized
invitation.
NURTURE
Build relationship with
content
MEET
Ask for a
conversation.
The Social Selling Process

28.
Nurturing Relationships
Content Drives Conversation

29.
• 2009 met with CFO – just entered
into agreement
• Mined connections – led to IT
Manager and Staff Accountant
(Connected)
• 2013 found out Kiwanis friend was
a docent
• Set up 90 day campaign
• (4) KM C554e’s

30.
SESSION SPONSOR
Marketing
How to Build a Lead Funnel

31.
KNOW
LIKE
TRUST
Marketing Role
SEARCHING
Get Found Online
With References
And Helpful Info
NOT
SEARCHING
Provide content for
sales reps to share
Sharable Content

32.
94% of buying decisions
begin online
Digital content IS becoming a deal breaker for consumers who are looking for information
online. Companies that aren’t there with answers to prospects’ questions will fall off the
radar, while brands that anticipate questions and provide useful resources will win brand
awareness and, eventually, conversions. Acquity Group, 2014 B2B Procurement Study

33.
Get Found

34.
Create Lots of Content
• Blog at least once a week
• Share on social networks

35.
What Type of Content?
1. Who is your target?
2. What are their challenges?
3. Where do they consume
content?

36.
SALES
SALES
LINKEDIN
COACHING
MARKETING
MARKETING
57%
IN PERSON
DIGITAL PROSPECTING
DIGITAL MARKETING
ONLINE
BLOG
WRITING
SOCIAL
MEDIA
SEARCH
ENGINES
WEBSITE
DESIGN

37.
SESSION SPONSOR
What Now?
Implementing the New Sales Playbook

38.
Sales-Fill Relationship Funnel
1. Optimize LinkedIn Profiles
2. Master Social Sales Skills
3. Share Content
4. Drive Conversation
NOT SEARCHING
Sales
RELATIONSHIP
FUNNEL

39.
Marketing-Fill Lead Funnel
1. Create Lots of Content
2. Get Found Online
3. Provide Content for Sales to Share
SEARCHING
Marketing
LEAD
FUNNEL

40.
Questions?
Darrell Amy
Dealer Marketing
damy@dealermarketing.net
Larry Levine
Social Sales Academy
llevine@socialsalesacademy.net