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.
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. • 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. 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. 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
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”. Triblio.com. July 21, 2014
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. 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. 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. • 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).
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
18. 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
19. 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
21. 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
24. 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.”
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