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@LisaMasiello #SocialSelling
1There’s been a dramatic evolution in how
people buy and how you need to sell.
@LisaMasiello #SocialSelling
Now the jobs of marketing and sales are blending.
creating informed andrelevant content
marketing
sales
@LisaMasiello #SocialSelling
of buying decisions are done before purchasers are willing to talk to a sales rep.
57%
*CEB
@LisaMasiello #SocialSelling
Over 70% of B2B decision makers use social media to help them make purchase
decisions.
*Dell
@LisaMasiello #SocialSelling
social selling defined:leveraging your professional brand and your prospects’ and customers’ social networks to fill your sales pipeline
with the appropriate people, knowledge and relationships
@LisaMasiello #SocialSelling
Just like you network at a live event, think of social selling as those things you do
every day:help. listen. engage. add value.
@LisaMasiello #SocialSelling
Online or offline, all relationships are human. Building authenticity and trust will
help you become a social influencer.
@LisaMasiello #SocialSelling
72.6% of salespeople using social selling as part of the sales process outperformed their
sales peers.
*Aberdeen Group
@LisaMasiello #SocialSelling
46% of social sellers hit their company’s quota compared to 38% of sales reps who don’t.
*Aberdeen Group
@LisaMasiello #SocialSelling
Where is social selling?Everywhere your audience is. It’s wherever your prospects and customers are online.
@LisaMasiello #SocialSelling
Step 1Work together with marketing to develop
meaningful content that adds value.
@LisaMasiello #SocialSelling
Step 2Listen to your prospects and customers on their social networks to better understand
their needs, goals and challenges.
@LisaMasiello #SocialSelling
Step 3Engage in one to one conversations like those you would have in person. Be your
authentic self. Don’t sell. Help.
@LisaMasiello #SocialSelling
Step 4Establish yourself as an authority and subject matter expert, building trust and credibility.
Prospects buy from leaders they trust.
@LisaMasiello #SocialSelling
Stranger Prospect Lead Customer Advocate
Social selling encompasses the whole customer lifecycle. Using social selling to sell to existing customers is just as important as
converting leads to customers.
@LisaMasiello #SocialSelling
Be alert, proactive and responsive. Use social networks to monitor customers after the sale,
letting them know you’re always there for them and jumping in to help before being asked.
@LisaMasiello #SocialSelling
@LisaMasiello
www.linkedin.com/in/LisaMasiello
www.TECHmarcLabs.com
Lisa Masiello is an award winning tech industry marketing strategist, start-up advisor and founder and CMO at TECHmarc Labs. She writes on all things marketing including customer experience, social media, inbound marketing, branding and the changing role of the CMO.
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