mick griffin - how social media made sales cool (babel camp 2016)
TRANSCRIPT
PowerPoint Presentation
HOW SOCIAL MADE SALES COOL AGAIN
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MICK GRIFFINCHIEF REVENUE OFFICER
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THE PERCEPTION OF SALES
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5The Perception of a Sales Person
6The Perception of a Sales Person
image
60%
-7%
97%Cold Calling Is Ineffective
Decline Cold LeadGenExpensiveThen SocialThe State Of Sales
8The Perception of a Sales Person
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CONSUMERS ARE IN CONTROL
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88% of consumers use Online Reviews
85% Check 10 Reviews
88% of consumers trust reviews more then friends
44% will check even after making the purchasing decision
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CONSUMERS WANT HUMANITY
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Social SellingTwitter InteractionsNews Articles2000+40+
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Live Tweeting Operations
Dr Live Tweets Orthopedic Surgery
Live Q&A as Surgeons Rotated
Built Trust and Subject Leader
15% increase in sales after
NIKE MOSCOW
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OLD SPICE
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B2B CAN ALSO HAVE CRUSHES
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WHAT THIS MEANS FOR SALES?
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WE PITCH THEM WHERE THEY WANT
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WE CAN PITCH WHEN THEY WANT
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WE CAN PITCH THEM HOW THEY WANT
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57The Communication Funnel
Day 0Welcome Email
Please Buy OurProduct.
Please Buy Our ProductHidden In A Case Study
You Really Should Buy Our Product.
You Will Miss Something Huge Now You Dont Have Our Product
Last Chance To Buy Our Product
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204The Average Number Of Emails Received Per Day
59Email Communication Funnel
OpenOpen / No ClickBouncedUnsub
ClickedUnopened
Clicked
OpenedNo ClickClicked
%%%%%PlusPremiumMax
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+50%When did it become acceptable for
of your leads to not even hear what your saying?
63Dynamic Communication Funnel
OpenOpen / No ClickBouncedUnsub
ClickedUnopened
Clicked
OpenedNo ClickClicked
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64Dynamic Communication Funnel
OpenOpen / No ClickBouncedUnsub
ClickedUnopened
Clicked
OpenedNo ClickClicked
%%%%%
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Social Selling
5500
8000
20%Shorter Social Sales Process
New LinkedIn GroupsDaily Quora QuestionsThe State Of Social Sales
Thank You
Mick [email protected]
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