Proven Strategies From the World’s Top Sales Professionals

A KEYNOTE

- NIRVIK MITTER

DO YOU USE SOCIAL MEDIA FOR YOUR SALES CAMPAIGNS ?

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▸Social media expert Jim Keenan reports that 72.6% of people using social media as part of the sales process outperform their peers and exceed quota 23% more often.

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▸ To be vigilant about creating great conversations and create a buying vision

▸ Basic elements of a great conversation

First, create value - ask ‘why change’ and say ‘why you’ ? Second, elevate value - build a business case Third, capture value - expand the pie

▸ Alignment of sales and marketing in conversations and messaging

▸ Better prospecting tool than CRM

▸ Quality vs Quantity - Cold Calls

PART 1

SALES EXECUTIVES: LEAD WITH A FOCUS ON RELATIONSHIPS

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▸ 1 vs 300 OR 1 vs 5 rule - InMail

▸ Collaboration and be the right hand Consultant - not just sell

▸ B2B buyers and change in their social behaviour - AC/DC - Awareness (problem), Consideration (research), Decision (strategy), Closure (level clear)

▸ Three vital skills - follow a process + develop a cookbook + flexible communication

▸ Face to face and digital discussions

▸ Be a leader through learning

▸ Attention > Interest > Decision

PART 2

SALES EXECUTIVES: LEAD WITH A FOCUS ON RELATIONSHIPS

ON LINKEDIN AND SOCIAL SELLING

SSI IS MEASURED ON FOUR SOCIAL SELLING PILLARS: 1. PROFILE 2. POSTS 3. VIEWS 4. FOLLOWERS

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57% of the buying decision is made before a client will engage with you.

SALES MANAGERS: DEMONSTRATE YOUR THOUGHT LEADERSHIP

▸ B A N T ( Budget, Authority, Needs, Timeline ) and Consultative “solving” to help buyers with their problems.

▸ Game Plan as a Manager, plus Accountability and Coaching

▸ Focus Small > Grow and Exceed > Share and soon Others will follow

▸ Leverage Time and Data Quality hence Balancing the Books of Business

▸ Adopt Social Selling > Profile > Nurture Network > Get Active and Research

▸ Keep up with industry news, stay top-of-mind with particular people, identify new opportunities, and position yourself as a thought leader by sharing interesting, relevant content.

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CROSS-FUNCTIONAL EXECUTIVES: BUILD SUCCESS AROUND DATA-DRIVEN EFFICIENCY

▸ Research > Respect Time > Follow Buyer’s Journey

▸ LinkedIn Announcements and Google Alerts - identify demand triggers

▸ Social Selling: Start small, seek results, build a business case, and then redesign and deploy processes and systems that scale.

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CONCLUSION

▸ Adoption of strategies and tools are lagging for three main reasons:

1. Lack of knowledge 2. Lack of tools 3. Lack of support

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▸ How to win with LinkedIn

• Lead with a focus on relationships• Demonstrate thought leadership• Build success around data-driven efficiency

Proven Strategies From the World’s Top Sales Professionals

- NIRVIK MITTER

THE KEY IS TO GET STRATEGIC WITH SOCIAL SELLING

THANK YOU

CHECK YOUR SCORE: WWW.LINKEDIN.COM/SALES/SSI