Mic Adam
Social Media activities• Awareness Building• Inventory Services• Policy Creation• Training• Monitoring
• Market research
Social Selling
The times are changing… also for prospecting!
Buyer Environment has changed
3 in 5 Decision takers use sociale media to get informed about new products and
suppliers.
Let’s be real… B2B leads still come from
The new seller est arrivé!
B2B Social Selling is NOT…
making sales pitches through social media
Q1: What is Social Selling for you?
Definition of Social Selling
Is Social Selling a distraction?
• Calls-to-contact ratio is now over 10:1 - worse than ever before.
• Contact-to-meeting ratio is worse, not better.
• Sales cycle length is longer, not shorter.
• Closing percentages are lower, not higher.
Objective Management Group
Some Independent Research
Benefits of Social Selling
Best in Class & Their Strategy
Most efficient use of Social Media
Did you ever close a deal via Social Media?
Best Practices for Mature Social Sellers
Pillars of Social Selling
Lis
ten
Learn
Res
earc
h
Relate
En
gag
e
Impress
Co
llab
ora
te
Close
Biggest Social Selling Hurdle
Social Selling Training
Social Media Trainers
Sales Performance International (SPI)
Sales Coaches
A few basics
27
A world of Solutions
Q2: Which solutions do you know or are using for Social Selling?
Hearsay Social Selling
http://www-01.ibm.com/software/collaboration/social/business/socialselling.html
Oracle
Who else is into Social Selling?
The Social Media Vendors, Monitoring tools, etc.
Social Selling SolutionsLinkedIn
The Changing Sales Role
Take a Hollistic Approach
Hootsuite Media
Best in Class!
Content & Relationship
Social Selling In Action
Social Selling Building blocks
Improve Your Lead Gen
• Recognize Buying Signals
• Get noticed as an industry expert
Pick a Channel
Build your
Profile
Build your
network
Connect with
influencers
Create Content
Keep Listening
SOCIAL SELLING PROCES
Social Selling Tips for the social Seller1. Choose your social media channels carefully
and not to many
2. Build a strong and professional network
3. Invest time in your connections
4. Become a content curator and share with your clients/prospects
5. Stay in touch and do consultative selling
6. Share content and add value
7. Ask your “friends” to share your social media messages
Tools for a Social Seller
SALES
Q3: How to measure ROI of Social Selling
Q4: which Sales KPI’s are relevant
Traditional Sales KPI’s
Leading indicators: KPI’s for funnel development
• Number of qualified leads in the pipeline
• Sales cycle length
• Total length of time to qualify a new prospect
• Qualified to proposal ratios
• Number of evaluations / short lists per year
• Number of new (first) client meetings per month
• Number of meetings with prospects/clients
• Cold lead to qualified ratios with conversion rates
• Pipeline growth
Traditional Sales KPI’s
Lagging indicators: Revenue and quota focused KPI
• Proposal to closed ratio
• Average deal size
• Number of sales per year
• Total revenue & profit
• Annual quota
• New vs. existing client sales
• CRM Update
Let’s take look at how these 4 platforms can be used for Social Selling
Sociaal Media Platform #1Business Networking
Six Degrees of Separation
Q5: Give 3 examples of Social Selling on LinkedIn
It all starts with “first impressions”.
I am not going to talk about these basics!
• Picture• Name• Title• Email• Phone number• Website(s)• Vanity URL• Summary• Work history• Other fields
Tip #1: Who viewed your profile
Starta
Conversation
Tip #2: Check Contacts tab
• Congratulate on new Job
• Wish Happy Birthday
• Congrats on Work anniversary
Starta
Conversation
Tip #3: Use Introductions
Tip #4: Find new prospects - Alerts
Tip #5: Keep your network warm
How to keep your network warm?
Social Media Platform #2Microblogging
Q6: Give 3 examples of Social Selling on Twitter
Why use Twitter for Social Selling?
• Listen (people, companies, and topics)
• Find new customers and opportunities
• Ask questions
• Share infromation
• Be found
• Become a resource
Tip #1: Who to follow?
• Your own company
• Customers
• Prospects
• Partners
• Suppliers
• Peers
• Competition
• Journalists
• Influencers
• Etc.
Tip #2: Follow Hashtags
Tip #3: Share Content
Tip #4: Attract attention - Mentions
Tip #5: Make a Twitterlist
Monitor Social Media for Cues
Topsy
Google Alerts (Internet – Content)
The Google Alert Results
Many more tools (free – freemium – paying)
More free monitoring to come…
Managing multiple accounts from one screen
84
Post Message on Multiple accounts
85
Monitor Twitter & Facebook
86
Where and how do you
Find good content.
Platforms for Content
Website
PersonalProfiles
CorporateProfiles
CorporateProfiles
Traffic generation
Traffic generation
Content generation
89
Social Selling Apps
Create a Social Media Routine!
Keep in mind that Social Selling…
• Enables Collaboration, Listening, Contribution
• Helps identify prospects
• Facilitates relationship building
• Demonstrates industry knowledge and expertise
• Closes deals more efficiently
Social Media Routine
Combine Old AND New to start conversations!
95
And that’s how you become an effective social seller.
Next Steps?
• 19/2/2014 – Workgroup on the topic• Lead Generation with Social Media
• Getting your sales team on board
• Sharing of cases and best practices
• 24/4/2014 – Workgroup on the topic• Social Selling tools and platfroms
• ROI of Social Selling
• Sharing knowledge, cases and best practices
Did we forget something?
• 11/6/2014 – Workgroup/Info session
• Based on previous 2 sessions
Or
• 11/6/214 – Workgroup on…
Connect with me!
@MICADAM
/MICADAM
/MICVADAM
MICVADAM
/MICVADAM
+32 47850 41 35
/MICADAM
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