social selling tips and tricks - leverage social selling to get in discussion with right prospects

LEVERAGE SOCIAL SELLING TO GET IN DISCUSSION WITH RIGHT PROSPECTS

SOCIAL SELLING TIPS & TRICKS

@MikkoSeppa

ALL ABOUT SOCIAL SELLING

WHAT SOCIAL SELLING IS?WHY YOU SHOULD UTILIZE IT?HOW TO SUCCEED WITH SOCIAL SELLING

WHAT + WHYPART I

I don’t have time for this s***xIt won’t work for B2BxIt won’t work in my [insert industry here]x

SHOW ME THE MONEY!!!!!!!1xMy customers aren’t ”social”x

NO…

77% OF B2B BUYERS SAID

THEY DID NOT TALK WITH A SALESPERSON

UNTIL AFTER THEY HAD PERFORMED

INDEPENDENT RESEARCH

”

”Corporate Executive Board

79% OF SALES PEOPLE USING SOCIAL MEDIA TO

SELL OUTPERFORMED THOSE WHO WEREN’T USING SOCIAL MEDIA

””ABERDEEN RESEARCH GROUP

84% OF C-LEVEL AND VP-LEVEL BUYERS USE SOCIAL MEDIA FOR B2B PURCHASE DECISIONS

”

”IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience", April 2014

DEAR SALES LEADER THIS IS HOW MUCH YOUR SALES

REPS WASTE TIME BY COLD CALLING.

IBM PREFERENCE STUDY FOUND THAT COLD CALLS ARE

INEFFECTIVE 97% OF THE TIME.

YOU DON’T GET TIME BACK, SO SPEND IT WISELY!

MODERN SALES & MARKETING IS ALL ABOUT BUILDING TRUST

400 000 000

100 000 000

800 000

GLOBALLY

EUROPE

FINLAND

LEVERAGING YOUR SOCIAL BRAND TO FILL YOUR PIPELINE WITH THE RIGHT PEOPLE, INSIGHTS AND RELATIONSHIPS.

LinkedIn

SOCIAL SELLING DEFINITION

SOCIAL SELLING IS AN INSIGHT DRIVEN PROCESS, WHERE ONE AIMS TO INTERACT WITH AND INFLUENCE THEIR PROSPECTS BY EDUCATING THEM VIA SOCIAL NETWORKS

Mikko Seppä

SOCIAL SELLING DEFINITION

4 KEY BENEFITS OF SOCIAL SELLING

4 KEY BENEFITS OF SOCIAL SELLING

▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility

4 KEY BENEFITS OF SOCIAL SELLING

▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility

▸ Gather Intelligence: Research social information (profiles, discussions, backgrounds) to prepare for sales conversations

4 KEY BENEFITS OF SOCIAL SELLING

▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility

▸ Gather Intelligence: Research social information (profiles, discussions, backgrounds) to prepare for sales conversations

▸ Grow your Network: Develop relationships with people who can share information and provide referrals. Connect with your network frequently!

4 KEY BENEFITS OF SOCIAL SELLING

▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility

▸ Gather Intelligence: Research social information (profiles, discussions, backgrounds) to prepare for sales conversations

▸ Grow your Network: Develop relationships with people who can share information and provide referrals. Connect with your network frequently!

▸ Be the Trusted Advisor: Provide meaningful insights that grab attention of your prospects

HOW TOPART II

CREATE SOCIAL PROFILES1

CREATE CUSTOM STREAMS2

SET UP GOOGLE ALERTS3

JOIN RELEVANT (LINKEDIN) GROUPS4

GET INTRODUCED5

SHARE MEANINGFUL INSIGHTS6

Last on the list, but it’s

the most important

SHHHHH…. HERE’S A REALLY EFFECTIVE WAY TO GET YOUR MESSAGE THROUGH

RECEIVER’S VIEW

ADVANCED TIPS AND TRICKS FOR SALES PROFESSIONALS

HOMEWORK!

▸ Create (and use) social profiles on Twitter and LinkedIn

▸ Create custom stream to stay on top of conversation with:

▸ Prospects

▸ Keywords/terms related to your solution

▸ Competitors

▸ Industry thought leaders

▸ Set up Google Alerts

▸ Join industry-specific groups on LinkedIn

▸ Share interesting insights to your network

TEST YOUR SOCIAL SELLING

SOCIAL SELLING INDEX First-of-its kind measure that ranks company utilization of LinkedIn as a social selling tool.

Gain visibility into your company’s activities Uncover new opportunities Benchmark yourself against peers and competitors

GET YOUR SCORE

THANK YOU!ANY QUESTIONS YOU WOULD

LIKE TO ASK?

ADVANCEB2B.FI