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Social Selling Done Right: Strategies for Creating a Social Selling Culture

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Social Selling Done Right: Strategies for Creating a Social Selling Culture #inSalesChat


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Today’s Speakers: 2 Carlos Gil Global Sr. Social Marketing Manager LinkedIn Sales Solutions www.linkedin.com/in/carlosgilonline Celina Guerrero Social Selling Trainer Social to Sales https://www.linkedin.com/in/celinaguerrero1 #inSalesChat Julio Viskovich VP, Marketing rFactr https://www.linkedin.com/in/socialselling Matt Heinz President Heinz Marketing https://www.linkedin.com/in/mattheinz


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3 All attendees are muted by default. Please type your questions into the chat panel and send them to all panelists. Questions will be addressed at the end of webinar. The webinar recording will be emailed out before the end of the week. Tweet questions to @LinkedInSelling / #inSalesChat #inSalesChat Housekeeping Notes


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4 Speaker Introductions How Sales Has Evolved Creating a Trusted, Professional Brand Focusing on the Right Prospects Social Selling with Insights Panel on Social Selling Culture Q&A #inSalesChat Today’s Agenda


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are now involved in the average B2B buying decision people Boss Peer Direct report Business leader Cross-functional partner Corporate Executive Board 2013 – Winning The Consensus Purchase Your target buyer 5.4 Sales has evolved and the buying process has too. Today, decisions involve more people than ever before. #inSalesChat


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75 % of B2B buyers now use social media to be more informed on vendors International Data Corporation 2014 – Social Buying Meets Social Selling Decision makers rely on social media to choose between potential vendors #inSalesChat


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Focus on the right people and companies Stay informed on key updates at your target accounts Build trust with your prospects and customers Building relationships with prospects and customers is different in this new economy #inSalesChat


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LinkedIn has a wealth of information on the people & companies with whom you want to build relationships #inSalesChat


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Create a professional brand Find the right people Engage with insights Build strong relationships + 17% + 25% + 40% + 29% Social Selling Index + 26% Avg. increase in SSI seen by Sales Navigator customers in the first 3 months after activation. 3 Months After Activation LinkedIn helps your team improve at selling socially Our sales reps and customer success team partner with you to support your social selling initiatives. #inSalesChat


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Sales professionals with a high SSI… 1.6X faster to get promoted to VP 3X more likely to go to club 51% more likely to exceed quota Exceed Quota Go to Club Get Promoted Faster #inSalesChat


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Celina Guerrero Social Selling Trainer Social to Sales https://www.linkedin.com/in/celinaguerrero1


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Photo & Headline 12 Headline First word focus Action word Keywords 1st 50 characters #inSalesChat


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Connections & Summary 13 Summary Let people self-qualify Quantify value 1st 200 characters Get feedback Connections Know, Like, Trust Referrals #inSalesChat


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Recommendations 14 Recommendations Ask (Not only your boss) “Social proof” Reorder First 200-250 characters #inSalesChat


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Write Long Form Post 15 Long Form Post Deliver value Story tell Personal / professional FAQ Image / Title #inSalesChat


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Share Long Form Post 16 #inSalesChat


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Julio Viskovich VP, Marketing rFactr https://www.linkedin.com/in/socialselling


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18 Advanced Search Granular searches with Boolean Tweak to return only relevant contacts Titles, keywords, name, company, industry, location are all free to use Saved Searches Save your best searches Get notified when new people are detected #inSalesChat Focus on the right people and companies


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Focus on the right people and companies #inSalesChat


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20 Relationships Matter Look for social proximity Can your connections help accelerate the relationship? Referencing a mutual connection increases accepted requests and InMail’s up to 50% Groups Active Groups can be goldmines to get at bats and show value Groups allows you to message non 1st degree connections Focus on the right people and companies #inSalesChat


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21 Evaluate Current title/role accurate? Match buyer persona? Previous companies and experience Common ground? Contact and other information Focus on the right people and companies #inSalesChat


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Focus on the right people and companies #inSalesChat


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Matt Heinz President Heinz Marketing https://www.linkedin.com/in/mattheinz


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Trigger Events 24 #inSalesChat


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Trigger Events 25 #inSalesChat


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Engage Their Content! 26 #inSalesChat


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Individual Insights – The 3x3 Method 27 #inSalesChat


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Do’s & Don’ts of InMail 28 #inSalesChat


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Company Insights 29 #inSalesChat


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Company Insights 30 #inSalesChat


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What are best practices for moving your team away from cold calling and building a social selling culture? #inSalesChat


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What should sales leaders do to immediately get their teams social selling? #inSalesChat


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Thank you! ? Julio Viskovich Celina Guerrero Matt Heinz


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Questions? Twitter: @LinkedInSelling / #inSalesChat Email: salessolutions@linkedin.com Web: www.sales.linkedin.com


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