Featuring Jamie Shanks, CEO of Sales for Life, and Gabe Larsen, Director of Sales Acceleration Services at InsideSales.com Social selling brings value to every stage of the buyer’s journey, but many companies struggle to see how these tactics are applied throughout the process. From lead generation to prospect nurturing and closing deals, this session will provide tactics that can be applied at every stage of the sales process. In this webinar you will learn how: -Modern sales methodologies fit within the current buyer’s journey -To educate your buyers before your competitors -Sales professionals and companies spark productive conversations with buyers Register for the webinar here: http://www.insidesales.com/webinar/view?t=where-does-social-selling-fit-in&a=vec063

1. Welcome
Where Does Social Selling Fit In Your
Sales Process?

2. Hello!
Thanks for joining us today
Social Selling brings value to every stage of your buyer’s journey. However, many
companies struggle to see how these tactics can be applied throughout this process.
What is the ROI of Social Selling?
How do Social Selling tactics fit within your current sales process?
Which Social Selling tools matter the most?
Jamie Shanks
Welcome
Gabe Larsen

3. Social Selling
Effectiveness
The Buyer’s
Journey
Beyond
Random Acts of Social
Behavioral
Change
Support
Questions
Schedule

4. Social Selling Effectiveness

5. 72.6% of salespeople using
Social Selling as part of their
sales process outperformed
their sales peers.
According to Aberdeen Group

6. The average cold
calling
appointment rate
is 2.5%
Source: CEB

7. The Buyer’s Journey

8. 74%
Of B2B buyers
conduct more
than half of their
research online
before talking to a
sales person.
5.4
people are now
involved in the
average B2B
buying decision.
75%
of B2B buyers
now use social
media to research
vendors.
90%
of decision
makers say they
never respond to
cold outreach.
74%
of buyers choose
the sales rep that
was FIRST to add
value and insight.
The reality of the Modern Buyer

9. If you don’t educate the buyer, others will.

10. Leveraging connections’ connections
Social Selling Tactics: Sphere of Influence

11. Ideal LinkedIn Profile
Social Selling Tactics: Multi-­Touch Routine

12. Interact 1-­1 with
customers and prospects
Social Selling Tactics: 1-­1 Engagement

13. • Title
Beyond Random Acts of Social

14. 63.4%
41.2%
of Social Sellers report an
increase in their company’s
sales revenue...
…versus only
of non-­Social Sellers
Sources: Sales for Life: The State of
Social Selling – 2016
Survey: Leveraging Social Increases Revenue

15. Sources: Sales for Life: The State of Social Selling – 2016
Reps Don’t Know How to Use Social
72%
of sales professionals
believe that they are not
proficient with Social Selling

16. Company Support is Lacking

17. Digital Transformation

18. Sales
Drives action and
accountability to the
sales team
Marketing
Develops the systems
and content that creates
opportunities for sales
Sales Enablement
Establishes the environment
for continuous learning and
development
Key Players Involved: Accountability & Ownership

19. Behavioral Change with Support

20. Learning Loop
Create Behavioral
Change
Behavioral Change Learning Loop

21. Behavioral Change Example
Tools without the right support
LinkedIn Navigator without proper support is like having a gym
membership: success is very limited.

22. CRM Integration
CRM Integration
=
The Key To
Measuring ROI
✓Rep Activity
✓Opportunity Sources
✓Revenue Influenced

23. $5 Yielded in 6 months
For every $1 spent

24. Questions?