Embed Size (px)
Citation preview
Kurt ShaverThe Sales Foundry
Building a Social Selling Culture
Turning Bottoms-Up Tactics Into Top-Down Strategies
Agenda
Sales Technology Adoption
3 Steps to Build Culture
Social Business
Social Sellin
g
Isn’t LinkedIn for finding a job?
The Aberdeen Group
31% Greater team quota attainment with social selling techniques
LinkedIn = Social Media
Talk to Marketing
Marketing Sales Rep
B2B Lead Sources
Some of the biggest Social Selling practitioners are sales reps at Marketing Automation companies
My salespeople know how to use
LinkedIn.
VP of Sales500+ Connections
Managed
Strategy and Formal
Training
Every Rep for Themselves
Stages of Sales Technology Adoption
Managed
Strategy and Formal
Training
Every Rep for Themselves
Stages of Sales Technology Adoption
Managed via
SystemStrategy
and Formal Training
Every Rep for Themselves
Stages of Sales Technology Adoption
Managed via
SystemStrategy
and Formal Training
Every Rep for Themselves
Stages of Sales Technology Adoption
CRM
Managed via
SystemStrategy
and Formal Training
Every Rep for Themselves
Stages of Sales Technology Adoption
CRM Social
Social Selling
Degree of Difficulty
CRM
Goals
3 Steps
Train
Manage
0. The Players
VP of SalesGoals and
Executive Support
VP MarketingCreator of Content
Enthusiastic Top RepLead by Example
Sales ManagerReinforce during Account Reviews
Sales OpsCommunications
and Measurement
1. Set Goals
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
1. Set Goals
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
1. Set Goals
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
1. Set Goals
Sales
Appointments
Social Influence
Connections, Intros, Posts
Insurance: Grow Network of Referral Partners
• Attorneys• Bankers• CPAs
2. Training
Knowledge Discipline
2. Training
Profile Network
Prospect Engage
Elements
It Takes Time
• To learn new skills
• To “read the room”
• For your network to respond
2. Training Options
Marketing Intern/Social Media Wiz
Socially SavvyTop Rep
Traditional Sales Training Company
Miller-Spin-Centric
Certified Social Selling Specialist
Marketing Intern/Social Media Wiz
Marketing Supplied Library
Marketing Tracks Results
How are we going to pay for social sales
training?
1. Take from other budgets
2. Rep’s own wallet (reimburse?)
3. HR career development funds
4. Co-op funds for resellers
5. Roll up of trade assn. or franchisees
3. Manage
Have you been introduced to the decision maker?
Does anyone here have high-level connections?
How many new appointments have you got this month
thru LinkedIn?
L1: Your Connections
L2: Your Connections’ Connections
L3: Your Connections’ Connections’ Connections
535
318,200
10,311,800
LinkedIn Connections of Sales Reps
Recom
men
ded
Rep 1
4
Rep 1
Rep 2
6
Rep 8
Rep 2
7
Rep 2
8
Rep 3
Rep 2
8
Rep 2
7
Rep 3
2
Rep 3
0
Rep 1
3
Rep 4
Rep 1
7
Rep 3
3
Rep 1
9
Rep 3
1
Rep 1
0
Rep 3
5
Rep 2
0
Rep 1
5
Rep 2
2
Rep 3
1
Rep 2
Rep 2
4
Rep 2
1
Rep 2
9
Rep 6
Rep 5
Rep 1
1
Rep 1
6
Rep 2
3
Rep 2
5
Avera
ge
0
50
100
150
200
250
300
350
400
450
500
Series1
400
15 18 27 3349
65 7899
116129145151
178179185195
227228235248 257
276
312335339
359379
399
500500500500500
235.030303030303
400
178
125
189
245264
204
432
342
411
378
234
428
467
406
488500
463
500
432
500
431422432
463
500500500485
500500500500500
406.636363636364
# of Connections
Recom
men
ded
Rep 1
4
Rep 1
Rep 2
6
Rep 8
Rep 2
7
Rep 2
8
Rep 3
Rep 2
8
Rep 2
7
Rep 3
2
Rep 3
0
Rep 1
3
Rep 4
Rep 1
7
Rep 3
3
Rep 1
9
Rep 3
1
Rep 1
0
Rep 3
5
Rep 2
0
Rep 1
5
Rep 2
2
Rep 3
1
Rep 2
Rep 2
4
Rep 2
1
Rep 2
9
Rep 6
Rep 5
Rep 1
1
Rep 1
6
Rep 2
3
Rep 2
5
Avera
ge
0
50
100
150
200
250
300
350
400
450
500
Series1
400
15 18 27 3349
65 7899
116129145151
178179185195
227228235248 257
276
312335339
359379
399
500500500500500
235.030303030303
400
178
125
189
245264
204
432
342
411
378
234
428
467
406
488500
463
500
432
500
431422432
463
500500500485
500500500500500
406.636363636364
# of Connections# of LinkedIn Connections
+5,994 L1
+1,000,000 L2
+XX,XXX,XXX L3
LinkedIn Connections of Sales Reps
Website Visit
Trade Show
Track social lead sources the same way
as traditional lead sources
LinkedIn Sales Navigator
Manage your team’s engagement in LinkedIn
Searches Made
Profiles Viewed
InMails Sent
Goals
3 Steps
Train
Manage
Find Out How Your Team is Doing
*Report fee waived through June for qualified companies of 20+ reps
• LinkedIn KPIs
• Establish baseline
• Compare to industry
benchmarks
Get Your Personal Score in 2 mins.
Advanced
Beginner
Intermediate
www.thesalesfoundry.com/score
