Social Selling Leveraging Social Intelligence for B2B
Sales Teams
@kokasexton
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Sales experts and customers will share their insights
• How lead generation can be put into high gear
• Tested lead conversion strategies
• Social selling ROI
• How to increase customer retention
Social Selling Does Not Exist Without the Fundamentals
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Sales DNA
Process
Training
Tools
Social Selling
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You Are Busy
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Your Prospects Are Busy Too!
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Be Different, Be Better
time
leve
l of
bu
yer
act
ivit
y
“I’m just downloading
stuff”
“We have a project” “We’ve
made a decision”
“I’m just browsing”
“We’ve shortlisted vendors”
awareness consideration purchase
online
“70% of the B2B buying process happens online”SiriusDecisions Inc.
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24% of a sales persons time is researching
Almost 10 hrs a week!
50% decrease in time researching customers and prospects.
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Data vs. Intelligence – CSO Insights
No Tools Sales Data Sales Intelligence40%
42%
44%
46%
48%
50%
52%
43.4%
45.9%
50.8%
Win Rates (2,000 Companies Studied)
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement
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Tools Used by Inside Sales
Blogs
LinkedIn groups
Prospect/customer websites
8.2
24.5
26.5
30.6
38.8
69.3
73.5
The Impact of Sales Intelligence
Win Rates41%
42%
43%
44%
45%
46%
47%
48%
49%
43%
48%
Self SearchTech Enabled
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"If a man does not know to what port he is steering, no wind is favorable to him.”- Seneca
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Where do I start?
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Know Your Customer
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Business Use of Social Media
60% of Decision Makers use Social Media
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Sales Can Add Value and Build a Pipeline Using Social Media
Something is wrong!
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Yes
No
0% 10% 20% 30% 40% 50% 60% 70%
B2B companies able to track leads from social media
Sales and Marketing are not Aligned
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Empower Sales to be Super.
Effective use of Sales Intelligence
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Look for the Sales Triggers
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When you can spot an opportunity while it’s still a blip, you have the opportunity to get ahead of the competition.
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Emulate the Borg
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Get Social
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1:1 Sales
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Sell to people NOT contacts
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Track
Connect
Monitor
Engage
Click on the images below
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Engage in communities that discuss topics and issues that you can help with.
Share information that your prospects and customers want.
SLIDE :34Source: Lab42
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