SlideShare a Scribd company logo
1 of 25
Download to read offline
SIMPLE SOCIAL SELLING
Enablement
Huw Hopkin
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
• 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
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
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
What is Social Selling?
Traditional Sales Model
Cold Calls
Lead Qualification
Sales Demos
Infographic data by Dimension Data © 2014
Social Sales Model
Warm Calls
Social Networks Warm Calls
Lead
Qualification
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
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
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
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
• 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).
Basic Level
Advanced
Level
premium
Aggregate 100s of
newsfeeds topics
Distribute to all social
channels and schedule
Connect all channels
premium
Higherscoringindividualsareexceedingsalestargets–
51%morelikelytohitquota
business.linkedin.com/sales-solutions/social-selling/the-social-selling-index
Step 1 – Snapshot of sales
scores now
Step 2 – Start contest,
Winning Score in 3 months
time gets an IPAD
Step 3 – Enable with
training, content and
incentive to increase reach
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
Simple Social Selling Enablement
Making Videos
Events interviews
Announcements
1:1 Interviews
How to ‘screen grab’
Simple Social Selling Enablement
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
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
Simple Social Selling Enablement
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
2nd highest conversion, now we
need more social activity
InvitationsforLiveorVirtualEvents
• Education
• Seminar
• Clinics
• Training
“We love to
Learn”
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.”
S M T W T
26 27 28 29 30 31
F
01 02 03 04
05 06 07 08 09 10 11
12 13 14 15 16 17 18
19 20 21 22 23 24 25
S
13
Monday
January
@HuwHopkin
LIKE IT

More Related Content

What's hot

How to integrate traditional PR and social media advanced techniques june 2010
How to integrate traditional PR and social media advanced techniques june 2010How to integrate traditional PR and social media advanced techniques june 2010
How to integrate traditional PR and social media advanced techniques june 2010shapira marketing
 
How to leverage Marketing Automation in your Content Marketing
How to leverage Marketing Automation in your Content MarketingHow to leverage Marketing Automation in your Content Marketing
How to leverage Marketing Automation in your Content MarketingMaciej Ossowski
 
7 steps-to-digital-marketing-strategy
7 steps-to-digital-marketing-strategy7 steps-to-digital-marketing-strategy
7 steps-to-digital-marketing-strategyAdCMO
 
LinkedIn B2B Marketing User Guide 2020
LinkedIn B2B Marketing User Guide 2020LinkedIn B2B Marketing User Guide 2020
LinkedIn B2B Marketing User Guide 2020Let's Learn Digital
 
Email marketing
Email marketingEmail marketing
Email marketingAdCMO
 
Live Webinar: Mastering Content Marketing on LinkedIn
Live Webinar: Mastering Content Marketing on LinkedInLive Webinar: Mastering Content Marketing on LinkedIn
Live Webinar: Mastering Content Marketing on LinkedInLinkedIn
 
Facebook marketing guide
Facebook marketing guideFacebook marketing guide
Facebook marketing guideAdCMO
 
7 steps-email-marketing-guide-smart-insights
7 steps-email-marketing-guide-smart-insights7 steps-email-marketing-guide-smart-insights
7 steps-email-marketing-guide-smart-insightsAdCMO
 
Social Content from New Dawn Media
Social Content  from New Dawn MediaSocial Content  from New Dawn Media
Social Content from New Dawn MediaNew Dawn Media
 
How to Use Social Media for Lead Generation
How to Use Social Media for Lead GenerationHow to Use Social Media for Lead Generation
How to Use Social Media for Lead GenerationVivek G Maudgalya
 
Digital markeing online training hyderabad
Digital markeing online training hyderabadDigital markeing online training hyderabad
Digital markeing online training hyderabadshravankumar800134
 
Digital marketing strategy_guide_intermediate_level
Digital marketing strategy_guide_intermediate_levelDigital marketing strategy_guide_intermediate_level
Digital marketing strategy_guide_intermediate_levelNarendraNath26
 
LinkedIn's Top Sponsored Updates of 2014
LinkedIn's Top Sponsored Updates of 2014LinkedIn's Top Sponsored Updates of 2014
LinkedIn's Top Sponsored Updates of 2014LinkedIn
 
Live Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand GenerationLive Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand GenerationLinkedIn
 
Creating Sponsored Content Posts That Earn Engagement
Creating Sponsored Content Posts That Earn EngagementCreating Sponsored Content Posts That Earn Engagement
Creating Sponsored Content Posts That Earn EngagementLinkedIn
 
5 New Customer Engagement Strategies to Activate on LinkedIn
5 New Customer Engagement Strategies to Activate on LinkedIn5 New Customer Engagement Strategies to Activate on LinkedIn
5 New Customer Engagement Strategies to Activate on LinkedInLinkedIn
 
Masterclass: Advanced Strategies on LinkedIn [Boston]
Masterclass: Advanced Strategies on LinkedIn [Boston]Masterclass: Advanced Strategies on LinkedIn [Boston]
Masterclass: Advanced Strategies on LinkedIn [Boston]LinkedIn
 
Lead generation stragety ppt
Lead generation stragety pptLead generation stragety ppt
Lead generation stragety pptnehaanandjha
 
Frocomm Social Media Bootcamp 2009 Ogilvy 360 DI
Frocomm Social Media Bootcamp 2009 Ogilvy 360 DIFrocomm Social Media Bootcamp 2009 Ogilvy 360 DI
Frocomm Social Media Bootcamp 2009 Ogilvy 360 DIFrocomm Australia
 
Advanced Content Marketing session 29-01-2015 LinkedIn London
Advanced Content Marketing session 29-01-2015 LinkedIn LondonAdvanced Content Marketing session 29-01-2015 LinkedIn London
Advanced Content Marketing session 29-01-2015 LinkedIn LondonAlex Charraudeau
 

What's hot (20)

How to integrate traditional PR and social media advanced techniques june 2010
How to integrate traditional PR and social media advanced techniques june 2010How to integrate traditional PR and social media advanced techniques june 2010
How to integrate traditional PR and social media advanced techniques june 2010
 
How to leverage Marketing Automation in your Content Marketing
How to leverage Marketing Automation in your Content MarketingHow to leverage Marketing Automation in your Content Marketing
How to leverage Marketing Automation in your Content Marketing
 
7 steps-to-digital-marketing-strategy
7 steps-to-digital-marketing-strategy7 steps-to-digital-marketing-strategy
7 steps-to-digital-marketing-strategy
 
LinkedIn B2B Marketing User Guide 2020
LinkedIn B2B Marketing User Guide 2020LinkedIn B2B Marketing User Guide 2020
LinkedIn B2B Marketing User Guide 2020
 
Email marketing
Email marketingEmail marketing
Email marketing
 
Live Webinar: Mastering Content Marketing on LinkedIn
Live Webinar: Mastering Content Marketing on LinkedInLive Webinar: Mastering Content Marketing on LinkedIn
Live Webinar: Mastering Content Marketing on LinkedIn
 
Facebook marketing guide
Facebook marketing guideFacebook marketing guide
Facebook marketing guide
 
7 steps-email-marketing-guide-smart-insights
7 steps-email-marketing-guide-smart-insights7 steps-email-marketing-guide-smart-insights
7 steps-email-marketing-guide-smart-insights
 
Social Content from New Dawn Media
Social Content  from New Dawn MediaSocial Content  from New Dawn Media
Social Content from New Dawn Media
 
How to Use Social Media for Lead Generation
How to Use Social Media for Lead GenerationHow to Use Social Media for Lead Generation
How to Use Social Media for Lead Generation
 
Digital markeing online training hyderabad
Digital markeing online training hyderabadDigital markeing online training hyderabad
Digital markeing online training hyderabad
 
Digital marketing strategy_guide_intermediate_level
Digital marketing strategy_guide_intermediate_levelDigital marketing strategy_guide_intermediate_level
Digital marketing strategy_guide_intermediate_level
 
LinkedIn's Top Sponsored Updates of 2014
LinkedIn's Top Sponsored Updates of 2014LinkedIn's Top Sponsored Updates of 2014
LinkedIn's Top Sponsored Updates of 2014
 
Live Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand GenerationLive Webinar: Using LinkedIn for Demand Generation
Live Webinar: Using LinkedIn for Demand Generation
 
Creating Sponsored Content Posts That Earn Engagement
Creating Sponsored Content Posts That Earn EngagementCreating Sponsored Content Posts That Earn Engagement
Creating Sponsored Content Posts That Earn Engagement
 
5 New Customer Engagement Strategies to Activate on LinkedIn
5 New Customer Engagement Strategies to Activate on LinkedIn5 New Customer Engagement Strategies to Activate on LinkedIn
5 New Customer Engagement Strategies to Activate on LinkedIn
 
Masterclass: Advanced Strategies on LinkedIn [Boston]
Masterclass: Advanced Strategies on LinkedIn [Boston]Masterclass: Advanced Strategies on LinkedIn [Boston]
Masterclass: Advanced Strategies on LinkedIn [Boston]
 
Lead generation stragety ppt
Lead generation stragety pptLead generation stragety ppt
Lead generation stragety ppt
 
Frocomm Social Media Bootcamp 2009 Ogilvy 360 DI
Frocomm Social Media Bootcamp 2009 Ogilvy 360 DIFrocomm Social Media Bootcamp 2009 Ogilvy 360 DI
Frocomm Social Media Bootcamp 2009 Ogilvy 360 DI
 
Advanced Content Marketing session 29-01-2015 LinkedIn London
Advanced Content Marketing session 29-01-2015 LinkedIn LondonAdvanced Content Marketing session 29-01-2015 LinkedIn London
Advanced Content Marketing session 29-01-2015 LinkedIn London
 

Viewers also liked

Viewers also liked (13)

The eCreatives-Team-Assignment-4
The eCreatives-Team-Assignment-4The eCreatives-Team-Assignment-4
The eCreatives-Team-Assignment-4
 
Telmap's strategies for a winning LBS propositions
Telmap's strategies for a winning LBS propositionsTelmap's strategies for a winning LBS propositions
Telmap's strategies for a winning LBS propositions
 
Gamen in beeld
Gamen in beeldGamen in beeld
Gamen in beeld
 
Развитие инновационного потенциала Москвы
Развитие инновационного потенциала МосквыРазвитие инновационного потенциала Москвы
Развитие инновационного потенциала Москвы
 
Slideshare
SlideshareSlideshare
Slideshare
 
Nikah marriage pursokoon azdwajee zindgee
Nikah marriage  pursokoon azdwajee zindgeeNikah marriage  pursokoon azdwajee zindgee
Nikah marriage pursokoon azdwajee zindgee
 
Eval 3
Eval 3Eval 3
Eval 3
 
Assoc. Prof. Demet Lüküslü - The problem of participation of young people in ...
Assoc. Prof. Demet Lüküslü - The problem of participation of young people in ...Assoc. Prof. Demet Lüküslü - The problem of participation of young people in ...
Assoc. Prof. Demet Lüküslü - The problem of participation of young people in ...
 
Airi-Alina Allaste - Grassroots activism
Airi-Alina Allaste - Grassroots activismAiri-Alina Allaste - Grassroots activism
Airi-Alina Allaste - Grassroots activism
 
Women theme session
Women theme sessionWomen theme session
Women theme session
 
Las Preguntas
Las PreguntasLas Preguntas
Las Preguntas
 
Copy of skills audit
Copy of skills auditCopy of skills audit
Copy of skills audit
 
Shot-list For music video
Shot-list For music videoShot-list For music video
Shot-list For music video
 

Similar to Simple Social Selling Enablement

Social selling tools and best practices 020315
Social selling tools and best practices 020315Social selling tools and best practices 020315
Social selling tools and best practices 020315Arjen Soetekouw
 
How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010
How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010
How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010shapira marketing
 
APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015
APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015
APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015LinkedIn Sales Solutions
 
Increase traffic to your website - part 2: Social Media
Increase traffic to your website - part 2: Social MediaIncrease traffic to your website - part 2: Social Media
Increase traffic to your website - part 2: Social MediaClariant Creative Agency
 
Webinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanWebinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanHootsuite
 
LinkedIn and Social Media for B2B - Why now is the time.
LinkedIn and Social Media for B2B - Why now is the time.LinkedIn and Social Media for B2B - Why now is the time.
LinkedIn and Social Media for B2B - Why now is the time.SkaledConsultuing
 
Inbound marketing-cheat-sheet
Inbound marketing-cheat-sheetInbound marketing-cheat-sheet
Inbound marketing-cheat-sheetDaniel Howard
 
The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...
The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...
The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...LinkedIn Sales Solutions
 
Social Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementSocial Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementLinkedIn Sales Solutions
 
Social Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementSocial Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementBlack Marketing
 
Content and Distribution: The Hub of Your Online Efforts
Content and Distribution: The Hub of Your Online EffortsContent and Distribution: The Hub of Your Online Efforts
Content and Distribution: The Hub of Your Online EffortsWill Davis
 
Content Marketing Webinar Benelux October 2014 step 3, 4 & 5
Content Marketing Webinar Benelux October 2014 step 3, 4 & 5Content Marketing Webinar Benelux October 2014 step 3, 4 & 5
Content Marketing Webinar Benelux October 2014 step 3, 4 & 5Marlene De Koning
 
Introduction to Social Selling
Introduction to Social Selling Introduction to Social Selling
Introduction to Social Selling InsideView
 
Mix LinkedIn and Content Marketing to Influence Buying Decisions
Mix LinkedIn and Content Marketing to Influence Buying DecisionsMix LinkedIn and Content Marketing to Influence Buying Decisions
Mix LinkedIn and Content Marketing to Influence Buying DecisionsOnline Marketing Institute
 
Inbound Marketing by Ted Parisot
Inbound Marketing by Ted ParisotInbound Marketing by Ted Parisot
Inbound Marketing by Ted Parisotcombinedconference
 
Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...
Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...
Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...LinkedIn Talent Solutions
 
Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02
Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02
Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02Michelle Cowden
 

Similar to Simple Social Selling Enablement (20)

Social selling tools and best practices 020315
Social selling tools and best practices 020315Social selling tools and best practices 020315
Social selling tools and best practices 020315
 
How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010
How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010
How to integrate traditional PR and Social Media: Advanced Techniques Sept 2010
 
APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015
APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015
APAC Webinar: Driving Social Media Adoption and Revenue - 29 Sep 2015
 
Increase traffic to your website - part 2: Social Media
Increase traffic to your website - part 2: Social MediaIncrease traffic to your website - part 2: Social Media
Increase traffic to your website - part 2: Social Media
 
Webinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media PlanWebinar: How to a Build A Social Media Plan
Webinar: How to a Build A Social Media Plan
 
LinkedIn and Social Media for B2B - Why now is the time.
LinkedIn and Social Media for B2B - Why now is the time.LinkedIn and Social Media for B2B - Why now is the time.
LinkedIn and Social Media for B2B - Why now is the time.
 
Inbound marketing-cheat-sheet
Inbound marketing-cheat-sheetInbound marketing-cheat-sheet
Inbound marketing-cheat-sheet
 
The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...
The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...
The Sophisticated Sales Manager's Webcast: Driving Social Media Adoption and ...
 
Social Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementSocial Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and Measurement
 
Social Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and MeasurementSocial Selling Deconstructed: Strategy, Implementation and Measurement
Social Selling Deconstructed: Strategy, Implementation and Measurement
 
B2B Social Media
B2B Social MediaB2B Social Media
B2B Social Media
 
Business-to-Business Social Media
Business-to-Business Social MediaBusiness-to-Business Social Media
Business-to-Business Social Media
 
Content and Distribution: The Hub of Your Online Efforts
Content and Distribution: The Hub of Your Online EffortsContent and Distribution: The Hub of Your Online Efforts
Content and Distribution: The Hub of Your Online Efforts
 
Content Marketing Webinar Benelux October 2014 step 3, 4 & 5
Content Marketing Webinar Benelux October 2014 step 3, 4 & 5Content Marketing Webinar Benelux October 2014 step 3, 4 & 5
Content Marketing Webinar Benelux October 2014 step 3, 4 & 5
 
Webcast Content marketing: versterk je Talent Brand in 5 stappen - Part 2
Webcast Content marketing: versterk je Talent Brand in 5 stappen - Part 2Webcast Content marketing: versterk je Talent Brand in 5 stappen - Part 2
Webcast Content marketing: versterk je Talent Brand in 5 stappen - Part 2
 
Introduction to Social Selling
Introduction to Social Selling Introduction to Social Selling
Introduction to Social Selling
 
Mix LinkedIn and Content Marketing to Influence Buying Decisions
Mix LinkedIn and Content Marketing to Influence Buying DecisionsMix LinkedIn and Content Marketing to Influence Buying Decisions
Mix LinkedIn and Content Marketing to Influence Buying Decisions
 
Inbound Marketing by Ted Parisot
Inbound Marketing by Ted ParisotInbound Marketing by Ted Parisot
Inbound Marketing by Ted Parisot
 
Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...
Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...
Social Recruiting at Scale: The Art & Science of Recruiting like a Marketer |...
 
Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02
Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02
Socialrecruitingatscalefinal22415ss 150224170730-conversion-gate02
 

Recently uploaded

TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyHanna Klim
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...IMARC Group
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024Stephan Koning
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinAnton Skornyakov
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfHajeJanKamps
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZKanakChauhan5
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfSourav Sikder
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 

Recently uploaded (20)

TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
TalentView Webinar: Empowering the Modern Workforce_ Redefininig Success from...
 
Anyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agencyAnyhr.io | Presentation HR&Recruiting agency
Anyhr.io | Presentation HR&Recruiting agency
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
Boat Trailers Market PPT: Growth, Outlook, Demand, Keyplayer Analysis and Opp...
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 Building Your Personal Brand on LinkedIn - Expert Planet-  2024 Building Your Personal Brand on LinkedIn - Expert Planet-  2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
 
Slicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup BerlinSlicing Work on Business Agility Meetup Berlin
Slicing Work on Business Agility Meetup Berlin
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Mihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZMihir Menda - Member of Supervisory Board at RMZ
Mihir Menda - Member of Supervisory Board at RMZ
 
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdfChicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
Chicago Medical Malpractice Lawyer Chicago Medical Malpractice Lawyer.pdf
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 

Simple Social Selling Enablement

  • 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
  • 6. What is Social Selling? Traditional Sales Model Cold Calls Lead Qualification Sales Demos Infographic data by Dimension Data © 2014 Social Sales Model Warm Calls Social Networks Warm Calls Lead Qualification
  • 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).
  • 12. Basic Level Advanced Level premium Aggregate 100s of newsfeeds topics Distribute to all social channels and schedule Connect all channels premium
  • 13. Higherscoringindividualsareexceedingsalestargets– 51%morelikelytohitquota business.linkedin.com/sales-solutions/social-selling/the-social-selling-index Step 1 – Snapshot of sales scores now Step 2 – Start contest, Winning Score in 3 months time gets an IPAD Step 3 – Enable with training, content and incentive to increase reach
  • 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
  • 16. Making Videos Events interviews Announcements 1:1 Interviews How to ‘screen grab’
  • 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
  • 22. 2nd highest conversion, now we need more social activity
  • 23. InvitationsforLiveorVirtualEvents • Education • Seminar • Clinics • Training “We love to Learn”
  • 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.” S M T W T 26 27 28 29 30 31 F 01 02 03 04 05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 S 13 Monday January