Social Selling in the Real World

Insert your logo here on master slide. Limit size to this box, OR close to it in this area.

Social Selling in the Real World11/14/13 9:30 AM

Real-Life Stories

John Head, Director of Enterprise Collaboration

PSC Group, LLC

chicago.salesassociation.org© 2013 All Rights Reserved

© 2013 PSC Group, LLC

F O U N D E D I N 1 9 9 0

© 2013 IBM Corporation

John Head

[email protected]

1051 Perimeter DriveSuite 500Schaumburg, IL 60173

(847) 517-7200

(847) 517-7600 fax

Facebook.com/PSCGroup

Twitter.com/PSCGroup

Linkedin.com/company/psc-group-llc

Slideshare.com/PSCGroup

Youtube.com/PSCGroup

Facebook.com/johndhead

Twitter.com/johnhead

LinkedIN.com/in/johndhead

Slideshare.com/johnhead

Youtube.com/johnhead

www.johndavidhead.com

www.pscgroup.com

What is Social Selling?

“Sales technique that starts via social networking sites such as Facebook and Twitter.”

or

“Replacing traditional selling methods with social tools and techniques”

or

“Building pipelines using social tools”

What is Social Selling?

“Sales technique that starts via social networking sites such as Facebook and Twitter.”

or

“Replacing traditional selling methods with social tools and techniques”

or

“Building pipelines using social tools”

NO

Social Selling ?

“Social selling is a sales technique, leveraging social media, to get and maintain a 360 degree picture of the clients and their influencer on an

ongoing basis. It allows sales people to manage and maintain 5 times as many active customers compared to traditional techniques. Social selling

allows an average sales person to become a top performer simply by using tools and techniques that allows them to socialize in a way that was

only accessible to the top sales guard in the past.”

Axel Schultze, CEO of XeeMe and Chairman Social Media Academy

Read original post at http://www.fillthefunnel.com/social-selling-is-not-for-the-lazy/

Social Selling?

“A fool with a tool is still a fool.”

“Social selling is a misnomer. Social doesn’t sell. People do. Now Social Prospecting I can get behind.”

Trish Bertuzzi, President of The Bridge Group

“A fool using Social Selling is still broke.”

Miles Austin, FilltheFunnel.com

How I See Social Selling

Social Selling is

• Providing the sales person with more intelligence.

• Reacting to the change in customer behavior and selling process

• Allowing sales professionals to be more nimble

• Leverage ‘Social Capital into Closed Business’

Social Selling in the Real World

Social Selling allows me to:

• Track

• Organize

• Respond

Roughly 5 times faster than without the following tools.

My Sales Process: Being a Thought Leader

The keys to my sales success:

1. Focused content that supports my sales goals

1. i.e. focus on mobile = mobile content

2. Building a personal brand around being a thought leader

1. Blogging

2. Speaking

3. Recognized Expert i.e. IBM Champion

Thought Leadership through Content

To be a thought leader, you need content.

The Social Selling process for me starts with content.

All content needs a home.

Facebook and Twitter are not content repositories.

Social Sites Support Content

• Your social sites should support the distribution and conversations around your content

• Engagement around content is as important as the content itself

Personal vs. Corporate Presence

• Having a personal and a corporate voice helps with the sales process.

• If you have a marketing team, let them build the corporate strategy content. You can share/reuse.

• Build your own content to fit the theme, but needs to be in your own ‘voice.’

How do I manage all these social conversations?

• Balancing content sharing and response is incredibly important.

• Responding to a Facebook post is not a reason to miss a meeting.

• Leverage tools that allow you to publish, share, and communicate on your schedule

Sharing Content on a Schedule

• Don’t share everything as you read it.

• Publish content on your schedule.

• HootSuite allows you to easily schedule when posts should be made.

• Besides my blog, I do this with everything.

• Tip: Share one item every hour.

What about listening?

• Part of social selling is having intelligence about your customers.

• Here are the tools I use to enable that intelligence difference.

Leveraging Your Network

1. Find ways to leverage your network to reshare

your content.

2. Retweets, Like, Share, etc. brings your content to

others outside your immediate network.

3. Find ways that work best for you

Social Selling Final Thoughts

1. Social Selling is not about ‘being social’

2. Create your own content and syndicate it using your brand

3. Use social tools to monitor and discovery what your customers want

4. Your customers are using social tools to monitor you


Questions &

Answers


Are You a Future Presenter?

If you are interested in presenting or volunteering for the next conference or local event…

Please submit the card provided to your Room Hostor drop by The Sales Association—Midwest table.

Thanks for attending this year!



Thanks!

John Head

Social Selling in the Real World

[email protected]

Session title


Technology

Social Selling in the Real World