Download pptx - How to Use Social Media to Crush Your Sales Quota

Socialized.me/yvrsales @SocializedTeam

How to Use Social Media to Crush Your Sales Quota

With @ShaneGibson

#YVRSales


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.


Selling

“… is about creating an environment where an

act of faith can take place”

#YVRSales


Trust

• Value added frequent contact consistently over time.

• More value and more time means more trust


Conversion

81% of all conversion business happens after the 5th value

added contact.



@Keenan


Owned?Earned?Paid?Build YourOwn ATM


What is this?


To this guy? A weapon.

#YVRSales


Nano-Markets





Nano-Market

Socialized.me/yvrsales @SocializedTeam16

R.O.I. Personal Assets

Time

EnergyAbilityMoney

Reputation

Spend Invest


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


Social Search / Monitoring

• Search.Twitter.com• LinkedIn.com/Signal• LinkedIn Groups• Personal Facebook Interest Lists• Google Alerts


Twitter Search


Facebook


Who’s Frances?


Expert Curator

• Industry Blogs• Google Alerts• Geographic and Vertical Specific• Experts list• Zite• Linkedin.com/Signal


Zite




Social CRM



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