business at the speed of like: new imperatives for social media success for sales
DESCRIPTION
Webinar on the rise of social sales, by Sales Performance International and Social123.TRANSCRIPT
Presented by: Sales Performance International and Social123 Date: January 24, 2013
Business At The Speed of Like: New Imperatives for Social Media Success
2
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
About Today’s Presenters
Scott Miller President Social123
Brandon Uttley Social Media Product Manager Sales Performance International
Social123
Social. Sales.
Enablement.
3
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
What We’ll Discuss
q The Explosion of Social Media Sites
q How Social Media Is Impacting Sellers
q How Buyers Have Changed
q The Benefits of Social Selling
q How To Embrace Social Media As Part of Your Sales Process
q Social Lead Generation
q Social Sales Enablement
Social123
Social. Sales.
Enablement.
Rapid Growth In Social Media
5
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Growth In 2012
q 500+ Million Users
Over 1 Billion Users
200+ Million Users
Social123
Social. Sales.
Enablement.
How Social Media Is Affecting Sales
7
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Buyers Are More In Control
93% of buyers begin their buying process using Internet search Source: Marketo
One third of 1,000 global buyers had already used social media to engage with vendors
Source: IBM Institute for Business Value
Of more than 170 B2B involved in purchasing solutions in the past year, 72% used social media to research their purchase.
Source: DemandGen
Social123
Social. Sales.
Enablement.
8
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Phase I: Determine Needs
Phase II: Evaluate Alternatives
Phase III: Evaluate Risk
Buying Phases
Phase 0: Plan Strategically
1.0
2.0
“Micro-Marketer” “Situational Expert” “Risk Manager”
Time
Changing Dynamics of the Buying Process
Social123
Social. Sales.
Enablement.
9 ©2013 ©Solution Selling, Inc.
The Benefits of Social Selling
11
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social Selling
q Top Performing Sales Organizations Are Seeing Positive ROI Through Social Selling
Source: Aberdeen Group, June 2012
Social123
Social. Sales.
Enablement.
12
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Leading Pressures Among Best-In-Class Companies
q “Customers and prospects are communicating on social networks; we need to be there too” (71%)
q “Address the diminishing effectiveness of traditional marketing activities” (57%) Source: Aberdeen Group, June 2012
Social123
Social. Sales.
Enablement.
Evolving To Meet Social Media Challenges
14
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Sales People Who Win More Deals Will...
q Understand the need to utilize social media to stay attuned to potential opportunities
q Build their credibility and the “social proof” of their offerings
Social123
Social. Sales.
Enablement.
15
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
How To Get There
q Take training courses
q Make A Plan (And Stick To It)
q Utilize The Right Tools Social123
Social. Sales.
Enablement.
About Social123
17
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social123
Social. Sales.
Enablement.
• 85% of Sales Representatives believe contact data in LinkedIn is better than the data inside of their CRM 85%
• 25% of B2B contact data will become inaccurate over the course of 12 months 25%
• The average Sales Representative spends 1.3 hours a week outside of their CRM collecting contact data 1.3
Social Statistics
18
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social123
Social. Sales.
Enablement.
What should I be listening for on Social Media? • My Company • My Products • My Competitors • My Customers • My Executives • Industry Keywords • Google AdWords
Social Lead Generation
19
Social Lead Generation Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social123
Social. Sales.
Enablement.
What should I be listening for on Social Media? • My Company • My Products • My Competitors • My Customers • My Executives • Industry Keywords • Google AdWords
Twitter users are 24 % more likely to make online purchases, than average Internet users - CNBC
20
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social123
Social. Sales.
Enablement.
First Name: Aaron
Last Name: Biddar
Location: Atlanta, GA
URL: social123.com
Self-Description: CEO @ Social123, Social Media know it all
Followers: 456
Social Lead Generation
21
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social123
Social. Sales.
Enablement.
Social. Sales. Enablement.
Social Sales Enablement
22
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social123
Social. Sales.
Enablement.
Social Sales Enablement
23
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Social Sales Enablement – The Impact
Accuracy and Confidence in Contact Data
Enriched Understanding
Additional Communication Channels
Social123
Social. Sales.
Enablement.
24
Sales Performance Optimization:
Social Media
For Sales
Right People Right Process
Right Tools
Assessment Development Enablement
2013
©2013 ©Solution Selling, Inc.
Closing
Scott Miller President Social123
Brandon Uttley Social Media Product Manager Sales Performance International