aaisp social selling june10th2016pdf
TRANSCRIPT
Social Selling Laura Nuhaan
@Andeta @LauraNuhaan #SocialSelling
2
Plaatj
Today
• The new marketing and (inside) sales• Social Selling • Success in Social selling• Double Dutch case
Customer 2.0 is in charge
Britsh Gas from reactive to pro-active and agile customer experience
8
In 2020 47 % of all sales will be influenced digitally
9
manage change
• performance tracking
• operations• analytics• campaign
performance
• brand• written content• visual assets• social media• email marketing
part artistpart scientist
manage change
• performance tracking
• operations• analytics• campaign
performance
• brand• written content• visual assets• social media• email marketing
part artistpart scientist
More than 1 million B2B sales will become redundant in 2020*
-25%
-33% -15%
+10%
B2B Sales Archetypes obv *Forrester onderzoek
More than 1 million B2B sales will become redundant in 2020*
-25%
-33% -15%
+10%
B2B Sales Archetypes obv *Forrester onderzoek
• Educate not sell• Ask not pitch• Story not PPT• DIY not a Demo
Today
• The new marketing and (inside) sales• Social Selling • Success in Social selling• Double Dutch case
1. No2. Not really3. Somehow/starting4. Yes
Who has a social strategy in place?
1. No2. Not really3. Somehow/starting4. Yes
People buy from companies/people because they know & trust themnot because a sales rep just calls them
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• Align• Manage the funnel• Plan• Identify
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•Be seen•Listen•Engage
3• Activate• Existing customersSOCIALSELLINGISisasalestechnique,leveragingsocialmedia
andtools,togetandmaintaina360degreepictureoftheclientsandtheirinfluenceronanongoingbasis
1
• Align• Manage the funnel• Plan• Identify
2
•Be seen•Listen•Engage
3• Activate• Existing customers
Today
• The new marketing and (inside) sales• Social Selling • Success in Social selling• Double Dutch case
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1. Align
4. Share knowledgedaily
3. Engage early and often
2. Think in adding value
Denk in waardetoevoegen
Aligned sales and marketing teams have 30 % higher turnover
“Train Sales to Live In Your Prospects worldand change the way prospects perceive your sales persons”
Mark Roberge SVP Sales and Services
Align Sales Proces met het KOOPPROCES
Shifting Buyer Concerns. Bron: Customer centric Selling, the NARO group
Align Sales Proces met het KOOPPROCES
Shifting Buyer Concerns. Bron: Customer centric Selling, the NARO group
ØTrainØMonitorØEvery sales =
a thought leaderØRoutine
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Share knowledge daily