Webinar Social Selling for Sales Teams

The new possibilities offered by the digital world for marketing and sales professionals are endless, and technology plays a key role in how we manage communication with our prospects and customers.

The shift from traditional sales models is a reality that is revolutionizing business sales strategies and the profile of those who work in these areas.

Before the rise of SOCIAL NETWORKS, the primary way to obtain information about a particular product or service was through the seller, who (for the most part) controlled both the selling and buying process. In today’s world, information (or misinformation) is available from other sources such as current customers, competitors and multiple other influencers and gurus whose voice is heard through blogs and social media.

Today’s relationship with the customer may start when the customer has already decided what and from whom he wants to buy.

OLD SALES MODEL NEW SALES MODEL

SOCIAL MEDIA

EDUCATE ENGAGE

SALES 2.0

COLD CALLS

DEMOS QUALIFIED LEADS

SALES 1.0

According to the II Annual Report of General

Electric Capital Retail Bank, 81% of users

start the purchase process with an Internet search.

INNOVATE OR DIE

GIVEN THESE TRENDS, COMPANIES HAVE ONLY ONE ALTERNATIVE:

SOCIAL SELLING is the new trend in capturing more leads, therefore more sales.

WHAT IS SOCIAL SELLING?

Social selling is about leveraging your social network to find the right p r o s p e c t s , b u i l d t r u s t - b a s e d relationships, and ultimately, achieve your sales goals. This sales technique is more effective, generates more pre-qualified leads and “warms up” the prospecting process. Cold Calling is now a thing of the past.

B u i l d i n g a n d m a i n t a i n i n g relationships is easier and more effective if channeled through the social networks your customers trust.

4 PILLARS OF SOCIAL

SELLING

1. Create a professional brand 2.Focus on the right prospects 3.Engage with insights 4.Build trusted relationships

THE FACTS

via SocialSelling-coach

25% OF SALESPEOPLE

INCREASE PRODUCTIVITY WITH A SOCIAL SELLING PLAN

75% OF B2B BUYERS ARE

INFLUENCED BY SOCIAL MEDIA

56% OF SHOPPERS CONNECT BETTER

WITH ACTIVE BRANDS IN SOCIAL

NETWORKS

74 % of B2B buyers conduct more than half of their research online (Accenture)

72% of salespeople w h o u s e s o c i a l media outperform their peers (Forbes)

65% of shoppers feel that content in the supplier's networks has had an impact on their final purchase decision (Macalister Bali and Co.)

THE FACTS

WHAT DOES ALL THIS MEAN FOR THE COMMERCIAL TEAM?

NEW MANAGEMENT SKILLS

1. MASTERING THE USE OF SOCIAL NETWORKS It is critical to know more about a potential customer. For example: • What is their background

and interests • What contacts do you have

in common with them • Jobs or previous projects

If the seller investigates and analyzes these details before contacting a user, it is clear that the conversation between them will be more engaging and productive.

2. ENGAGE IN THE CREATION OF A RELIABLE PERSONAL BRAND Neglecting your digital presence may be leading to your business losing sales opportunities. The consolidation of a Personal brand requires active publication of valuable content that allows the company to position itself as a trusted expert and thought leader.

Basic Recommendations: • Showcase your ideas through

Blogs • Social networking presentations

through SlideShare • Participate in forums and

discussion groups related to your area of expertise, especially in LinkedIn (b2b) or Google+.

• Optimize Your RRSS and Share Value Content

• Webinars • Link all of the above to your

social channels


3. EFFICIE TIME MANAGEMENT.

Use LinkedIn to review contact data, organizational hierarchies, relationships and other information of interest.


4. LISTEN AND HELP

Today’s client seeks help and information, but above all, they want to be heard and understood. There is a clear need to reduce aggressive selling styles and lean towards an advisory process.


6 STEPS TO EFFECTIVE SOCIAL SELLING

6 STEPS TO USE SOCIAL SELLING EFFECTIVELY

1. Setting Goals Tracking metrics a n d l e a d s f r o m social channels

Start by setting your Social Sales goals:

• Fan Growth/Followers • Reach • Engagement • Leads • Customer Service

2 . M o n i t o r t h e existing prospects in the main platforms: Linkedin Facebook Twitter Instagram Snapchat


3. Start creating 1 on 1 relationships Connect with your p r o s p e c t s o n a personal level.


4. Be Authentic and provide value in all online interactions. Share valuable resources to your prospects.


5. Be An Active Social Listener Listen continuously to the needs, pains, problems of your customers and offer them the solutions.


6 . M o n i t o r t h e competition. This can help you identify potential prospects and can g i v e y o u a n a d v a n t a g e i n competitive offers.

• You will be able to identify the potential differentiators vs. competitors.

• Know what features they are pushing and how you can plan to counter them in conversations with your potential customers.


TIPS FOR TAKING ADVANTAGE OF LINKEDIN

• Be a Thought Leader in Your Industry • Search for business opportunities • Be part of the groups and forums of your

industry • Use InMails for messages • Identify Hot leads • Monitor "time trigger" tool (if they have time to

publish, they will also have time to receive a call)

• Identify the connections of your prospects to generate new ones

• Follow companies similar to those already identified

• Promote and share events to what you attend • Ask for recommendations from your colleagues

and clients

MEJORES PRÁCTICAS DEL SOCIAL SELLING

• Investigate where people talk about the brand or the industry. The game plan is to listen to the right prospects on the right channels. Facebook, Twitter and LinkedIn are smart places to start listening. But depending on your industry and customers, you may find that forums, Snapchat, Instagram, TripAdvisor, Yelp, or other sites are equally important.

• Identify the influencers of the industry. Influencers are creating content, the key is to make them create content that helps us build trust towards our brand.

• Focus on LEADS rather than LIKES

• Keep listening to identify sales leads.

• Smart investigation of your prospects.

• A correct search will take you to the right person, therefore, you will increase your ROI considerably.

• Monitor the brand online.

• C r e a t e a l i s t o f keywords that people use to describe your product, your industry and your competitors

Q&A

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Doble Group, LLC

Doble Group, LLC is a boutique consulting firm that focuses on improving commercial business results through CRM solutions and the alignment of the organization, its processes and teams for success. We deliver our services through highly customized consulting, training and coaching programs and the world’s #1 CRM technologies.