#socialselling market and sell to the modern buyer

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Copyright © 2013, Oracle and/or its affiliates. All rights reserved. #SocialSelling Market & Sell to the Modern Buyer @jill_row ley #SocialSelling

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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.

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Page 1: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

#SocialSellingMarket & Sell to the Modern Buyer

@jill_rowley#SocialSelling

Page 2: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

#SalesSummit

Page 3: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

This Funnelholic Sales Summit is sponsored by the following:

Page 4: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

The ABC’s of Social Selling – Always Be Connecting

@jill_rowley#SocialSelling

Page 5: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Traditional Selling vs #SocialSelling

@jill_rowley#SocialSelling

Page 6: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

78% of Sales Using Social Media

Outsell Their Peers

@jill_rowley#SocialSelling

Page 7: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Customers expect companies to feel personal and authentic

@jill_rowley#SocialSelling

Page 8: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

ADAPT OR DIE BE REPLACED Become transparent, responsive, & collaborative or else risk being “left in the dust” by competition

@jill_rowley#SocialSelling

Page 9: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

HOW? share the unedited voices & personalities of your employees!

@jill_rowley#SocialSelling

Page 10: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Buying process has changed

Buyers are self-educating via SEARCH & SOCIAL

@jill_rowley#SocialSelling

Page 11: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

57% of the buying process done before engaging sales

Then NowVS.

@jill_rowley#SocialSelling

Page 12: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

92% of B2B buyers start search on web…

@jill_rowley#SocialSelling

Page 13: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

82% of the world’s online population can be reached by SOCIAL NETWORKS

Source: insites-consulting.com

@jill_rowley#SocialSelling

Page 14: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Superpower of peer2peerYou Your future

advocate @ACME&

@jill_rowley#SocialSelling

Page 15: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Buyer to Company: 33% trust

@jill_rowley#SocialSelling

Page 16: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Buyer to Buyer: 92% trust

@jill_rowley#SocialSelling

Page 17: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Meet the Modern Buyer

Well-informedDigitally-driven

Socially-connectedMobile & Empowered

@jill_rowley#SocialSelling

Page 18: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Unlimited access to real-time information about your company, products,

competitors, customers, industry experts and influencers

@jill_rowley#SocialSelling

Page 19: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

You need more tools!

Would you try to maintain your territory with only

hammer & nails? (Phone & Email)

@jill_rowley#SocialSelling

Page 20: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Use Social Networks to Find, Listen, Relate, Connect, Engage & Amplify your buyers and

their sphere of influence

@jill_rowley#SocialSelling

Page 21: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Content:

R E A D what your buyers are reading and share that

content across your Social Networks

@jill_rowley#SocialSelling

Page 22: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

The on ContentThe

@jill_rowley#SocialSelling

Page 23: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

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

Page 24: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

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

Page 25: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

The Good, the Bad, and The Ugly

#SocialSelling

Page 26: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

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

Page 27: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

#SuperSocialChat – April 14, 2014

@jill_rowley#SocialSelling

Page 28: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

Personal Branding on Twitter

@jill_rowley#SocialSelling

“You are NOT a logo”

Page 29: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

78% of Sales Using Social Media

Outsell Their Peers

@jill_rowley#SocialSelling

Page 30: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

The ABC’s of Social Selling – Always Be Connecting

@jill_rowley#SocialSelling

Page 31: #SocialSelling Market and Sell to the Modern Buyer

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.

QUESTIONS?