peoplelinx s20c final final 042615
TRANSCRIPT
PeopleLinx Inc. Confidential & Proprietary Information
Social SellingA “must-have” set of skills
David DiStefanoChief Revenue Officer@ddistef13@PeopleLinx
PeopleLinx Inc. Confidential & Proprietary Information
Source:Richardson
PeopleLinx Inc. Confidential & Proprietary Information
Where Are Your Buyers?
84%of senior executives use social media to
influence buying decisions.
PeopleLinx Inc. Confidential & Proprietary Information
How Do They Behave?
Sources: Corporate Executive Board, Telenet, Ovation Sales Group
of buying process completed before engaging a sales rep.
SELF-EDUCATING
57%
Calls required to reach a buyer (up from 3.7 in 2007)
HARDER TO REACH
8
decision-makers participate in an avg. enterprise purchase.
CONSENSUS-DRIVEN
5.4
PeopleLinx Inc. Confidential & Proprietary Information
They Buy Differently
BUYING PROCESS STAGES
LOOSENING OF THE
STATUS QUO
COMMITTING TO CHANGE
EXPLORING POSSIBLE
SOLUTIONS
COMMITTING TO A SOLUTION
JUSTIFYING THE DECISION
MAKING THE SELECTION
Sources: Sirius Decisions
Solution IDProblem Definition Supplier Selection
PeopleLinx Inc. Confidential & Proprietary Information Sources: Sirius Decisions
Sales People Struggle Differently
PeopleLinx Inc. Confidential & Proprietary Information
What It Takes To Win
Reach decision-makers earlier
Build relationships by establishing
credibility and delivering value
Influence complex buying processes and
multiple agendas
…all before engaging in-person!
PeopleLinx Inc. Confidential & Proprietary Information
How?
PeopleLinx Inc. Confidential & Proprietary Information
It Comes Down to This…
Awareness
Lead Generation
Qualification
Opportunity
Upsell
Referral
Look Great1 : Many
Sound Great1 : Many
Be Great1 : 1
Build personalprofiles
Join Discussions
Share Freely
Engage prospects
Offer Insights
Show Interest
Connect to Influencers
Listen to your buyers
Connect to buyers
Demonstrate value
Make referrals
PeopleLinx Inc. Confidential & Proprietary Information
What Great Looks Like!
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Social Selling Champion
PeopleLinx Inc. Confidential & Proprietary Information
It Started With A Post…
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…And Then A Comment
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Followed by a Tweet…
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…and a Favorite
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Added a Follow…
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Engaged With An Email
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Earned the Right to Meet
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Researched the Company
PeopleLinx Inc. Confidential & Proprietary Information
Researched his Audience
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Connected (at the Right Time)
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Publishes Insights
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Our Challenge as SALES LEADERS
Sources: PeopleLinx The State of Social Selling – 2015
PeopleLinx Inc. Confidential & Proprietary Information
The Path to Change
PeopleLinx Inc. Confidential & Proprietary Information
Changes to Sales Culture, Skills, and Process
Sources: PeopleLinx Social Selling Maturity Model (SSMM)
Strategy
PeopleLinx Inc. Confidential & Proprietary Information
Stage 4: Integrating Social Selling
Scalability
PERSONAL BRANDING
Sales Process (CRM)
CONNECTING LISTENINGSHARING
Repeatability Measurability
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Help Them Learn
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Give Them Step-by-step Best Practices
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Help Them With Thought Leadership Content
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Gamify (the Process) to Engage
PeopleLinx Inc. Confidential & Proprietary Information
Measure the Right Things
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Embed into your Sales Process
PeopleLinx Inc. Confidential & Proprietary Information
Prompt Action in Real Time
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Gather Valuable Insights
Sources: LinkedIn/HubSpot
PeopleLinx Inc. Confidential & Proprietary Information
“Social got us into a $650 million
RFP.”
9
“14 of our top 15 social reps beat quota.”
“The sales team generates 40% of our qualified webinar leads by engaging on social.”
The Results are Real
PeopleLinx Inc. Confidential & Proprietary Information
Professional Services
Technology
Fin
anci
al S
ervi
ces
Other
Let PeopleLinx Help You Too!
PeopleLinx Inc. Confidential & Proprietary Information
Any Questions from the Audience?