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The Social Customer presents:
The Art of The Social Sale
How to Participate
• Submit your questions in the GotoWebinar presentation window
• Follow along and share your thoughts on Twitter at #TSClive
About the Moderator
Anneke was a pioneer in creating high-performance, high-profit inside sales teams well before starting Phone Works in 1991. Her credits include…
•As the 12th employee at Oracle, she became the architect of OracleDirect – perhaps the best-performing inside sales team in the history of the software industry – now a billion-dollar worldwide sales organization.
•While at Oracle, Anneke started inside-sales pilot programs globally, generating $10 million in incremental revenue outside the U.S. within two years; she was then chosen to direct the International Sales Services Division.
•She founded and ran the inside sales organization at Neuron Data (now FICO), where her inside sales team generated one-third of the company’s total revenues in its first year.
•She is co-author of Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology (www.sales20book.com) and a frequent speaker on innovative sales practices and technology (“Sales 2.0”), inside sales, sales effectiveness and optimization, and social-media selling.
Who’s Who
William “Skip” Miller Adam Metz
Anneke Seley
Who Wrote WhatWilliam “Skip” Miller
Adam Metz
Anneke Seley
Seed Nurturing: The Definitive Guide To Social Lead Generation
About the Panel
Adam Metz is the VP of Business Development at The Social Concept. Metz’s Social Customer Community, at http://metz.customerhub.net offers a no-cost 9-hour training course on social customer relationship management. Metz has consulted with nearly 175 companies on how to acquire, manage, monetize and retain customers from the social web. His first book, There Is No Secret Sauce, has sold or downloaded over 3000 copies, and is currently in its third printing. Metz's second book, The Social Customer, was released on 9/16/11 and has hit #1 on the Amazon marketing charts. Metz lives in Oakland, California with his wife, Susan.
Skip Miller is Founder and President of M3 Learning, a ProActive Sales and Sales Management Training Company based in the heart of Silicon Valley. As President of M3 Learning, Skip has provided sales training to hundreds of companies in over 35 countries. Skip is also the author of the runaway bestseller, ProActive Sales Management as well as four other bestselling books. A long-term instructor for American Management Association (AMA), Skip has authored numerous AMA training programs including Sales Force Automation; Getting Measurable Productivity Increases, and How to Hire the Right Salesperson the First Time. Visit www.m3learning.com for more details.
READThe Metrics of Social Selling: Tying Your Online Social Engagement to Measurable Outcomes (and ROI)
WATCHSocial Selling: What the Management Team Needs to Know to Succeed with Today’s Customers
CALL: (415) 986 6300EMAIL: [email protected] TWEET! @annekeseley
For more information on Social Selling:Sales20book.com
The Why Of Social Selling
Cold Calling = Dead Since 2007
Mountains of Freakin’ Data
Cold Calling = Dead Since 2007
You Need The NOW-NOW Data
“My Sales Manager Won’t Let Me...”
“Waaah! My sales
manager won’t pay for a fancy social sales
enablement solution.”
Great Free Social Sales Tools
What’s It Called?
What Can I Do With It?
Is It Worth Going To The Next Level?
Where Do I Get It?
InsideViewAll entry-level research
InsideView Pro is probably the best $100 you can spend.
http://www.insideview.com/Free-Edition
Jigsaw (Data.com)
Trade contacts
Contacts cost about $1.25 each, and you can get a lot for a one-time purchase.
https://www.jigsaw.com/Register.xhtml
Gist
Track all of your leads and prospects, has a nice mobile app
Always free http://gist.com/
Your Social Sales Plan
Week One Week Two Week Three Week Four
Task 1
Set Up InsideView Free Account
Set up your Jigsaw account and get 10 new leads
Deploy Gist if you haven’t gotten enough leads from InsideView and Data.com
Track the amount of new OPPS driven from each solution.
Task 2
Load your personal connections into InsideView
Set up a Twitter account if you don’t have one
Count the number of new calls you need to make based on your two new social sales tools.
Pick a tool, and try paying for it for one month, to invest in your career.
Task 3
Export your LinkedIn connections and make a list of folks to reconnect with
Start tweeting something that will help your prospects twice a day
Make the darn calls!
14
Get Prospect Get Prospect From Social From Social Sales ToolSales Tool
Prospecting Call Prospecting Call With Relevant, With Relevant, Targeted PitchTargeted Pitch
Add To Add To Pipeline, or Pipeline, or Add To your Add To your Marketing Marketing
TeamTeam’’s Bucket s Bucket of Leads TO of Leads TO
NurtureNurture
The Social Sales Process
15
Q&A Starters
• Why don’t more sales professionals use social selling?
• Why aren’t they teaching social sales in business schools?
• How do I convince my sales manager to get a social sales enablement solution like InsideView for our sales team?
Want To Learn More?Grab a free 21-hour audio course at thesocialconcept.com/DOWNLOADS
Also, feel free to get a discounted copy of The Social Customer at www.socialcustomerbook.com.
To grab a no-obligation 60-day free trial of our Social Concept Silver Membership, just go to http://tinyurl.com/TSCsilver and enter the code IVFREE
Agenda• ProActive Selling
• “Why aren’t sales coming in?”
• “How do I leverage my social prospecting?”
• “How do I get a qualified conversation going?”
Today’s Agenda
Why are you here?
CSO Insights 2012
Sales Cycle Control
CSO Insights 2012
Sales Cycle Control
CSO Insights 2012
Sales Cycle Control
CSO Insights 2012
Sales Cycle Control
CSO Insights 2012
Sales Cycle Control
CSO Insights 2012
Some challenges salespeople have are:
➧ Poor listening skills➧ Not realizing people have different styles➧ Not having defined the purpose for the sales call➧ Not having an outcome at the end defined➧ No common ground to begin the communication➧ Resistance to change the way they do things➧ A desire to be right, instead of seeking resolution➧ Interrupting the client➧ Talking way too much➧ Finishing the client’s thoughtsAnd so on.......
What your customer hears...
• Lowest prices...
• Best delivery...
• We are a partner...
• We sell value...
Three Types of Salesperson
Proposal Sellers
Demo Sellers
ProActive Sellers
The 3 Things you can do early
The Buy/Sell Steps
The Problem – CSP
The Split
The Buy/Sell Steps
The Problem – CSP
The Split
Buy/Sell Process
Decide
Justify
Validate
Educate/Discovery
Initiate
Decide
Rationalize
Transfer of Ownership
Education
Initial Interest
Buyer’s
Proce
ss
Selle
r’s
Proce
ss
Buy/Sell
Motivation
Listen vertically & horizontally
Buy/Sell
CSP – Customers Solve Problems
bring to an end/stop/halt/close/standstill, end, halt; finish, terminate, discontinue, cut short, interrupt, nip in the bud; deactivate, shut down
reduce, make less/smaller, minimize, decrease; allay, assuage, alleviate, attenuate, palliate, ease, dull, deaden, blunt, moderate, mitigate, dampen, soften, tone down, dilute, weaken
1 the aim is to minimize costs: keep down, keep at/to a minimum, reduce, decrease, cut down, lessen, curtail, diminish, prune; informal slash.
1 I avoid situations that stress me out: keep away from, stay away from, steer clear of, give a wide berth to, fight shy of
Business/Technical SplitBusiness/Technical Split
ValidateEducation
Initiate
Initiate
Justify
Decide
Validate
Education
Cause/EffectWhat you do at Stage 2 matters.
Action Steps:
Skip’s Books available on Amazon
Skip Miller Sales Academy Real Virtual Interactive Trainingskipmillersalesacademy.com
M3 Learning408.399.9243
Skip Miller [email protected]
Thanks for Joining Us
• This webinar will be available on-demand at www.SocialMediaToday.com. Stop by to learn more and share your comments.
• Connect with our panelists on Social Media Today using the search function:
Join us July 17th for…
Internal Collaboration and Execution
