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How to Use Social Media to Crush Your Sales Quota Social media and social networks are becoming vital sources for prospecting, lead generation and client engagement. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. Shane Gibson and his team at Socialized have provided social sales training to organizations such as Corning Cable Systems, DTM Systems, ACL and Ford Canada. (Training over 200 dealers for Ford alone). In this session Shane Gibson and his team will share with you: • How your social graph impacts your ability to close deals and generate leads. • How becoming an expert content curator can build credibility and influence • Key social search and social media monitoring tools to find opportunities and gather business intelligence. • How tools like Hootsuite and social CRM can pull all of your social networking together and make it easy and profitable to manage
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Socialized.me/yvrsales @SocializedTeam
How to Use Social Media to Crush Your Sales Quota
With @ShaneGibson
#YVRSales
Socialized.me/yvrsales @SocializedTeam
Today1. Your social graph impacts closing deals and
generating leads.2. Become an expert content curator, build
credibility & influence3. Social search and monitoring to find
opportunities and gather business intelligence.4. Using Hootsuite and social CRM to make social
networking easy and profitable to manage.
Socialized.me/yvrsales @SocializedTeam
Selling
“… is about creating an environment where an
act of faith can take place”
#YVRSales
Socialized.me/yvrsales @SocializedTeam
Trust
• Value added frequent contact consistently over time.
• More value and more time means more trust
Socialized.me/yvrsales @SocializedTeam
Conversion
81% of all conversion business happens after the 5th value
added contact.
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
@Keenan
Socialized.me/yvrsales @SocializedTeam
Owned?Earned?Paid?Build YourOwn ATM
Socialized.me/yvrsales @SocializedTeam
What is this?
Socialized.me/yvrsales @SocializedTeam
To this guy? A weapon.
#YVRSales
Socialized.me/yvrsales @SocializedTeam
Nano-Markets
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
Nano-Market
Socialized.me/yvrsales @SocializedTeam16
R.O.I. Personal Assets
Time
EnergyAbilityMoney
Reputation
Spend Invest
Socialized.me/yvrsales @SocializedTeam
CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
AAbsolute
BBeneficial
CConvenient
High Yield& LargerInvestment
Lower Yield& SmallerInvestment
Pro-Active &High Relation-ship Selling
Passive &Lower Rela-tionship Selling
The ABC‘s of Targeting
Socialized.me/yvrsales @SocializedTeam
Social Search / Monitoring
• Search.Twitter.com• LinkedIn.com/Signal• LinkedIn Groups• Personal Facebook Interest Lists• Google Alerts
Socialized.me/yvrsales @SocializedTeam
Twitter Search
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
Who’s Frances?
Socialized.me/yvrsales @SocializedTeam
Expert Curator
• Industry Blogs• Google Alerts• Geographic and Vertical Specific• Experts list• Zite• Linkedin.com/Signal
Socialized.me/yvrsales @SocializedTeam
Zite
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
Social CRM
Socialized.me/yvrsales @SocializedTeam
Socialized.me/yvrsales @SocializedTeam
KPI’s
• Set a recurring appointment with “A” category connections.
• Curate great content to stay on their radar
• Proactively build lists and interact• Monitor search tools and Hootsuite• Tie it all together with Nimble or
SCRM
#YVRSales
