aaisp social selling june10th2016pdf

Social Selling Laura Nuhaan

@Andeta @LauraNuhaan #SocialSelling

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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

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In 2020 47 % of all sales will be influenced digitally

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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