Selling - Used to be – buyers relied on the info you provided. Sellers controlled the information and the process.NOW, Buyers no longer need salespeople to get basic product info – they use Google. AND, they use EACH other with social power!
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1. Dont Cold Call Social Call!Alicia Anderson
@aliciakanderson
2. Sales 2.0| SLIDE :2 3. Getting in the door| SLIDE :3 4. 4
Steps for Social Selling 1. Listening 2. Trigger Events 3.
Empowering sales 4. Leverage Social NetworksSLIDE :4 5. 70% of the
B2B buying process happens online SiriusDecisions Inc.
awarenessconsiderationpurchase We have alevel of buyer
activityproject Im just Weve downloading made a stuff decision Weve
nl ineshortlisted vendorsoIm just browsingtime 6. Customer 2.0 has
tuned out all of your yelling 7. There are 7 Times more web pages
on the internet than people on the planet.SLIDE :7 8. Online
Company Data Hoovers Dun & Bradstreet Zoominfo| SLIDE :8 9. 1.
Listening for the IntelligenceDataIntelligence 10. Data vs.
Intelligence CSO InsightsAssuming $1M Quota, Intelligence vs. Data
=> $110k/Rep Improvement 11. #2 Look for the Sales TriggersSLIDE
:11 12. When you can spot an opportunity while its still a blip,you
have the knowledge to act. SLIDE :12 13. What are Sales Triggers?
New executives or leadership changes New product launches
Cost-cutting Fast growth Mergers and acquisitions Moves by their
competitors New offices 14. Google Alerts| SLIDE :14 15. HootSuite
16. #3 Empower Sales to be Super.SLIDE :16 17. Social CRM 18. The
New Social Customer Redefining how people interact with brands
andcorporations. Readily shares opinions and experiences (goodand
bad), and increasingly makes buying decisionsbased on trusted
networksspanning public andprivate social networking platforms and
peercommunities. Involved, and evolved. 19. Sales Can Add Value and
Build a Pipeline Using Social MediaSLIDE :19 20. #4 21. The
LinkedIn Professional At A GlanceAverage Age41Household Income
$109,703Male 64% Comp Index RankHHI $100K+ 53.5%210 1Own
Smartphone/PDA 34%430 1College Grad/Post Grad 80.1%156 2 Source:
@plan Summer 2008Business Decision Maker49%185 13 22. The 6 Most
Important Items to Update Customize headline Add Photo Add Twitter
feed Add Websites Add Twitter handle Customize link| SLIDE :22 23.
Who is looking at you?Knowing who viewed yourprofile is an
opportunity tofind new customers.SLIDE :23 24. What did we
learn?What is Social Selling? Listening Trigger Events Empowering
sales Leverage Social Networks 25. Connect with us!| SLIDE :25 26.
Try Inside View freewww.blytheco.com/insideview| SLIDE :26 27.
[email protected] @aliciakanderson
