#socialselling market and sell to the modern buyer
DESCRIPTION
Want to know how to make social selling work? So does the team at Funnelholic. That is why we asked Jill Rowley, the world's most famous social sales person, to deliver her framework for social selling success. Not someone who learned it from a book. Someone who actually finished as one of the top reps quarter after quarter. Someone who took her recipe for success and helped train 1000's or reps at the one of the biggest tech companies in the world - Oracle. Someone who is now training sales leaders, executives, and individual reps from the world's greatest companies. That's Jill.TRANSCRIPT
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#SocialSellingMarket & Sell to the Modern Buyer
@jill_rowley#SocialSelling
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#SalesSummit
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This Funnelholic Sales Summit is sponsored by the following:
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The ABC’s of Social Selling – Always Be Connecting
@jill_rowley#SocialSelling
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Traditional Selling vs #SocialSelling
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78% of Sales Using Social Media
Outsell Their Peers
@jill_rowley#SocialSelling
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Customers expect companies to feel personal and authentic
@jill_rowley#SocialSelling
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ADAPT OR DIE BE REPLACED Become transparent, responsive, & collaborative or else risk being “left in the dust” by competition
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HOW? share the unedited voices & personalities of your employees!
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Buying process has changed
Buyers are self-educating via SEARCH & SOCIAL
@jill_rowley#SocialSelling
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57% of the buying process done before engaging sales
Then NowVS.
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92% of B2B buyers start search on web…
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82% of the world’s online population can be reached by SOCIAL NETWORKS
Source: insites-consulting.com
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Superpower of peer2peerYou Your future
advocate @ACME&
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Buyer to Company: 33% trust
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Buyer to Buyer: 92% trust
@jill_rowley#SocialSelling
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Meet the Modern Buyer
Well-informedDigitally-driven
Socially-connectedMobile & Empowered
@jill_rowley#SocialSelling
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Unlimited access to real-time information about your company, products,
competitors, customers, industry experts and influencers
@jill_rowley#SocialSelling
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You need more tools!
Would you try to maintain your territory with only
hammer & nails? (Phone & Email)
@jill_rowley#SocialSelling
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Use Social Networks to Find, Listen, Relate, Connect, Engage & Amplify your buyers and
their sphere of influence
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Content:
R E A D what your buyers are reading and share that
content across your Social Networks
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The on ContentThe
@jill_rowley#SocialSelling
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1. Buyer-centric LinkedIn profile
2. The Art of a LinkedIn Invite
3. Sphere of Influence training
4. LinkedIn groups
5. Advanced Search in LinkedIn
6. LinkedIn Contacts
7. LinkedIn Job Change alerts
8. Share content
@jill_rowley#SocialSelling
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Add a Professional Photo
To edit your photo in LinkedIn:1. Log onto LinkedIn 2. Choose Profile -> Edit Profile3. Click on the camera icon 4. Upload a professional photo
(choose edit photo to replace your current photo)
5. Save changes
Represents your personal brand
#SocialSelling @jill_rowley
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The Good, the Bad, and The Ugly
#SocialSelling
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1. Pick a simple and short username (this is your brand)2. Create a personal profile3. Upload a good picture (no eggheads!)4. Include your LinkedIn URL in your bio5. Listen first, find your voice6. Follow influencers and experts in your field; Create lists7. Share things that are useful and relevant to your followers8. Do no just self-promote or share your stuff9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #SuperSocialChat #MillenialTalk
@jill_rowley#SocialSelling
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#SuperSocialChat – April 14, 2014
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Personal Branding on Twitter
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“You are NOT a logo”
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78% of Sales Using Social Media
Outsell Their Peers
@jill_rowley#SocialSelling
Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
The ABC’s of Social Selling – Always Be Connecting
@jill_rowley#SocialSelling
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QUESTIONS?