Social SellingLaura Nuhaan, The Andeta Group
@theandetagroup#socialselling
June 14, 2012
Topics
Social Media continues to grow
The Buyer has Changed
marketing
marketing
. Marketing is moving further in the sales funnel than ever before
Some Facts
60 % 60 %
85 % 75 %
17 %
Owns the buying process Leverages the social web Expects immediate value
The Process Gap
Lead Generation
Process Gap Sales
ProcessRevenu
e
Lead Scoring &
Nurturing
Over 90% of leads never close (Sirius decisions)
40 % of sales time spent in finding & (re)creating content (CMO) 90 % of marketing content goes unused (American Marketing
Assoc.)
We Need to Change Traditional Ways
FFunnFFunn
• Leverage Social media and online
• Align
• Use data
30 %
25 %
39 %
Cold Calling Is Dead
Social Media enables Organizations to connect with the right person, at the right time with the right message!
Leverage your social network/connections
Laura Nuhaan
Welcome Social Selling SOCIAL SELLING IS is a sales technique, leveraging social
media and tools, to get and maintain a 360 degree picture of the clients and their influencer on an ongoing basis
Face to Face
Phone
Mobile
Video Conference/chat
Social Media
Social Selling Tools
• Focus • Slideshare
• YouTube
• Forums
• Blogs
• Channels
Social Selling Steps
1. Identify1. Identify
3. Be Visible 3. Be Visible
4. Listen 4. Listen
5. Engage5. Engage
6. Sell/Retention 6. Sell/Retention
Sales Marketing
Customer Service
Align & Monitor
2. Plan2. Plan
Our Customers Are Not Social!!!
Meet John Bits One of the main buying
persona The Geeky Engineer
• 30 years old• Electrical Engineer• 24 Hours on the PC!
Sprint Ninja: Employee Advocacy• Social Media Program to stimulate
employees to use social media
• Reach out to customers they would otherwise not reach
• Increase product knowledge/advocacy
• Suggested tweets,updates, news to
share
• Work Shops• Social media strategy• Expectations• Help
Don’t miss Leads and Trigger events
The three things to look for:
1. Hints at ongoing or future product or service evaluation
2.Chatter between competitors and their customers
3.Personnel changes
The Customer Is Talking!
16 new customer references in 24 hours!
Engage
CapGemini receives 4 to 8 leads from Blogs written by employees. First contact with IRS which resulted in a mega milllion deal through a blog.
Relations
Find Us
[email protected] http://www.andeta.com/nl Twitter: @theandetagroup LinkedIn Group: Sales and Marketing Innovation
www.linkedin.com/groups/Sales-Marketing-Innovatie-4246803?gid=4246803&trk=hb_side_g
Facebook: www.facebook.com/TheAndetaGroup Google plus:
plus.google.com/116749518833614916173/posts Blog: andetablog.com/