Embed Size (px)
Citation preview
Rapidly deploying quality trend insights and practices
!Social Sales Funnel Steps
First generation social selling was borne of
two concepts: connecting to prospects
socially and using information from social
sites to add relevance to create interest and
engagement. Social Selling 1.0 is a good
start, but its not enough for today’s hyper-
competitive sales environment.
Social Selling has made it easy to ask a
friend or colleague for an introduction to a
prospect or to put in a “good word” for you or
your product. With the variety of social sites
available, you can see who you know and
who they know. These sites give you a “map”
of connections that you can leverage to
reach prospects. For insights about
prospects, sales professionals typically
search across social sites and a myriad of
news sites to find information about their
target. This insight is useful and provides
context for conversations. But it is too time
consuming to gather and often incomplete
or dated.
With Social Selling 1.0 adopted across the
savviest sales organisations, what is next for
Social Selling? Sales people who embraced
first generation social selling want more and
those who are ready to start can leap frog
1.0’ers.
Next generation social selling comprises
three critical, integrated components:
dynamic data, relevant insights and
intelligent connections. These components,
seamlessly delivered within your CRM
system, represent next generation social
selling or “CRM intelligence”.
Rapidly deploying quality trend insights and practices
Profile
Reputation
!Intelligence
!Network
!Insights
!Solutions
Awareness!
Evaluation
!Engagement
!Conversion
!Loyalty
!Social Sales Funnel
!Traditional Sales Funnel
Social
Sales Tools
+
Rapidly deploying quality trend insights and practices
!Remarket
Anonymous
Visitors
Google+
Pages
Introduction
!Nurture Named
Prospects
Qualify Named Prospects
Track & Manage
AttractInteract
IntelligenceC
onversionLoyalty
Marketing process
Sales ProcessRe
puta
tion
Profi
le
Inte
lligen
ce
Netw
orkInsights
Solutions
!Close
Up Sell
Cross Sell
Loyalty /
Advocacy
Salesp
erso
n’s
soci
al s
ellin
g st
eps
\ Social Sales Funnel /
Social
Sales FunnelRapidly deploying quality trend insights and practices
!MailChimp
(Insights and
new product)
Yahoo
Google+
Pages
Introduction
!Social Channels
15 Five
500Plus
!MailChimp
Nimble
!WebEx
GoToMeeting
join.me
Klout
Followers
Topics shared
!Salesforce
Affinity
podio
!Proprietary CRM
AttractInteract
IntelligenceC
onversionLoyalty
Marketing process
Sales ProcessRe
puta
tion
Profi
le
Inte
lligen
ce
Netw
orkInsights
Solutions
!QuoteRoller
!SalesForce
Affinity
Podio
!Pirq
Belly
Referon
\ Social Sales Funnel /
Social
Sales Tools
Salesp
erso
n’s
soci
al s
ellin
g st
eps
Rapidly deploying quality trend insights and practices
!Weak Online REPUTATION
NOT Gathering INTELLIGENCE
Reactively Building NETWORK
NOT Contributing INSIGHTS
NOT Using Social Selling SOLUTIONS
!Strong Online REPUTATION
Gathering INTELLIGENCE
Proactively Building NETWORK
Contributing INSIGHTS
Using Social Selling SOLUTIONS
!Laggards
!Leaders
!late Majority
!Early Majority
!Low KLOUT SCORE (<35)
Not entering details into CRM
No network ENGAGEMENT
No sharing of value add INSIGHTS
Not leveraging TECHNOLOGIES
!High KLOUT SCORE (>50)
Entering details into CRM
Full network ENGAGEMENT
Shares value add INSIGHTS
Fully leverages TECHNOLOGIES
- +
Social
Sales SpectrumRapidly deploying quality trend insights and practices
!Profile Build
!Intelligence
Gathering
!Network
Development
!Insight
Contribution
!Social
Technology
Utilisation
!Social Debt
Build
!Towards
!Steps
!Successful
Social Selling
Steps
Rapidly deploying quality trend insights and practices
5:00 - Connect to related professional / industry people
5:00 - Set-up Google+ & Byline
Social
Profile Enhancement
Steps Timeline
Rapidly deploying quality trend insights and practices
10:00 - Update LinkedIn Profile
5:00 - Share insights with your network (targeted)
