Se ha denunciado esta presentación.
Utilizamos tu perfil de LinkedIn y tus datos de actividad para personalizar los anuncios y mostrarte publicidad más relevante. Puedes cambiar tus preferencias de publicidad en cualquier momento.

Social Selling - Integrating Social Media Into Your Sales Process

Social Selling - Integrating Social Media Into Your Sales Process. Slides from Shane Gibson's social media for sales professionals module. #SCRM #SocialMedia #SocialSelling

  • Inicia sesión para ver los comentarios

Social Selling - Integrating Social Media Into Your Sales Process

  1. 1. @ShaneGibson@ShaneGibson
  2. 2. @ShaneGibson Saying you don’t believe in social media is like saying you don’t believe in the internet
  3. 3. @ShaneGibson
  4. 4. @ShaneGibson
  5. 5. @ShaneGibson
  6. 6. @ShaneGibson
  7. 7. @ShaneGibson
  8. 8. @ShaneGibson
  9. 9. @ShaneGibson “… is about creating an environment where an act of faith can take place”
  10. 10. @ShaneGibson • Value added frequent contact consistently over time. • More value and more time means more trust
  11. 11. @ShaneGibson
  12. 12. @ShaneGibson Jim Keenan A Sales Guy Consulting
  13. 13. @ShaneGibson Relationship Building Model Warming Up The Call 1 Breaking The Ice Uncovering Buying Motives The Sales Proposal Handling Objections Closing The Sale 6 Add-ons And Up Sells 7 2 3 5 4 Invite and Engage At Every Step
  14. 14. @ShaneGibson
  15. 15. @ShaneGibson
  16. 16. @ShaneGibson
  17. 17. @ShaneGibson
  18. 18. @ShaneGibson
  19. 19. @ShaneGibson CATEGORY USERS NON-USERS RETAIN DEVELOP REGAIN GAIN A Absolute B Beneficial C Convenient High Yield & Larger Investment Lower Yield & Smaller Investment Pro-Active & High Relation- ship Selling Passive & Lower Rela- tionship Selling The ABC‘s of Targeting
  20. 20. @ShaneGibson Calls 1st 2nd 3rd 4th 5th & Onward Converted 2 of 100 3 of 98 4 of 95 10 of 91 81 of 81 Percentage 2% 3% 4% 10% 81% (100 Competitor’s Clients Converted)
  21. 21. @ShaneGibson
  22. 22. @ShaneGibson
  23. 23. @ShaneGibson
  24. 24. @ShaneGibson • Search.Twitter.com • Facebook Search • Nimble Chrome Plugin • Linkedin.com home • Tweetreach.com
  25. 25. @ShaneGibson
  26. 26. @ShaneGibson
  27. 27. @ShaneGibson
  28. 28. @ShaneGibson
  29. 29. @ShaneGibson
  30. 30. @ShaneGibson
  31. 31. @ShaneGibson
  32. 32. @ShaneGibson SCRM Social email Values Preferences Data Relationship History Business Intel Personal Intel 360 view SCRM
  33. 33. @ShaneGibson
  34. 34. @ShaneGibson
  35. 35. @ShaneGibson • Sharing Tools • Industry Blogs • Google Alerts • Geographic and Vertical Specific News • Experts list on Twitter • Zite • Linkedin.com/ Pulse
  36. 36. @ShaneGibson
  37. 37. @ShaneGibson 1. Identify Your Your “A” Category Prospects and Customers 2. Pick the Right Platforms 3. Apply social to the whole sales cycle 4. Implement Listening and Engagement Strategy 5. Create focused content/conversations 6. Use a social crm like Nimble 7. Follow-up follow-up follow-up
  38. 38. @ShaneGibson iTunes Social Media Podcast http://closingbigger.net http://twitter.com/ShaneGibson http://ca.linkedin.com/in/shanegibson/

×