Crush Sales with Social Media

W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.

Presented by @MitchyBallen

August 19, 2015

Crushing Your Quota with Social Selling


Presenter

Mitch Ballentine@MitchyBallen

Principal – Ballentine Media Inc


Mitch’s Background


Why Social Selling?

Buying is now social thanks to instant information.More time is spent on social sites than any other category of sites.Nielsen: State of the Media – Social Media Report 2012.


Why Social Selling?

Via Shareaholic: Social Media Traffic Trends 2015


OgilvyOne Worldwide – 2010 Study

• 1 000 respondents across four continents.• 49% of salespeople see social media as

important to their success.• 65% of top salespeople believe social

media to be important to success.OgilvyOne Worldwide: The Future of Selling – white paper by Brian Fetherstonhaugh


What We’ll Cover

• Five Social Selling Hacks.• The Role of Content (created and curated).• Why You Need to Listen.• Be Sociable.• Put It Together: Create a Routine.


Quick Poll – Who Has Used Facebook Graph Search?


Hack #1: Facebook Graph Search

• Social Proximity: who do I know who knows who I want to know?


Hack #1: Facebook Graph Search


The Role of Content

QualityContent

Authority &

Credibility

Awareness

Community


The Role of Content: Create vs Curate.

• Creators:• Wordpress.• Squarespace.• Company Blog.• LinkedIn Publishing.

• Curators:• Google Alerts.• Slideshare

(LinkedIn).• Storify.• Hootsuite

Suggestions.


The Role of Content: Hootsuite Suggestions.


Content: Remember the Customer.“A potential buyer doesn’t want to know how many times you crushed quota. They want to know that you’re client centric, that you have a passion for delighting the customer.”

-Peter Kim,Director of Sales, Relationship Management

LinkedInvia Hootsuite blog


Why You Need to Listen.


Why You Need to Listen.

• Potential customers and clients are constantly articulating their needs on social media.• Identify opportunities, tailor existing or new

offers and pitches.• Discover what our audience and

connections find relevant and interesting.


Why You Need to Listen: Listening Tools.

• Facebook Graph Search.• Social Mention.• Hubspot.• Hootsuite.• Twitter Search and Hashtags.


Hack #2: Twitter Advanced/Local Search.

• https://Twitter.com/search-advanced

• Over 500 million tweets per day.

https://Twitter.com/search-advanced

https://Twitter.com/search-advanced


Hack #2: Twitter Advanced/Local Search.

• https://Twitter.com/search-advanced


Hack #3: Twitter Lists.

• Twitter is comparable to drinking champagne from a fire hose.

• Make the most of your time on Twitter.• Categorize potential prospects, industry leaders,

and even competitors using lists.• Public or private.


Hack #3: Twitter Lists.


Stop.


Be Sociable.“The best salespeople are people who build real relationships.”

-Tony Hseih,Zappos.com


Be Sociable.

Email Phone

Direct Message In Person

Be Sociable


Be Sociable.


Hack #4: Request a LinkedIn Connection


Hack #4: Request a LinkedIn Connection


Hack #5: Use Rich Media


• Set goals.• Check your feeds.• Schedule content.

• Hubspot/Hootsuite.• Post a tip.• Engage/reply.

• Search/listen.• Follow/list.• Ask for a

connection.• Be Sociable.

Put it Together: Create a Routine.


Thank you!@MitchyBallen