the buying moment - how to listen, engage, and capitalize on social signals from your buyers

Download The Buying Moment - How to Listen, Engage, and Capitalize on Social Signals from your Buyers

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GSK 2014

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THE BUYING MOMENTHow to Listen, Engage and Capitalize on Social Signals from Your Buyers

Are you presenting at a breakout session?Make sure your title slide is the right color.

To swap the slide master...On theViewtab, clickNormal.In Normal View, in the thumbnail pane on the left, click the slide that you want to apply a layout to.On theHometab, clickLayout, and then select the layout that you want.

Keynotes & general sessionsThe Future of Sales and Marketing breakout trackHabits of High Performing Reps breakout trackHow to Build a Social Selling Organization breakout tracktitletitletitletitle

Jake Thanks for being here, Im the North Ame for HireVue Accelerate.Were stoked to be hereIve bee in sales 12 years etc... 10 years med 2 years social selling.Hat jokeKick it off to Gabe2

Green BootsYou have to keep on moving!

Everyone stand up. Keep standing if youve ever climbed Mount Everest.K stand up again and remain standing if

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MY SOCIAL SELLING JOURNEY

Started my career in sales at Nuskin EnterprisesLearned all things marketing at Southwest airlinesAt IS.com I had the opportunity to apply both5

I joined IS.com in 2012 as employee number 212 with an epic group of hustlers whom built the foundation of what the company is todayI came onboard as an outbound/inbound lead gen repAfter seeing my team do the same thing over and over while achieving the same resultsI knew There had to be a better wayThats when I began applying my marketing skills in social media that I gained at Southwest to help me set more appointments for three monthsI got the attention of Ken Krogue, President and Founder at that time of IS.comThats when I went from lead gen rep to social selling trainer for our sales org.We tested a lot of social selling hacks. And a lot of them flopped, but a lot of them turned out to be epic wins. For example, when our lead gen reps the executive that was most connected with that buyer appointments from Kens account

And what we found executive social engagement increased hold rates by 30%We closed a 1M becaus6

THE PROBLEM

Lets talk about the problem that we all face but in that moment I was dealing with at IS.com7

90%of decision makers say they never respond to cold outreach. -CEB

Increased contact ratios by 30%8

76%of sales emailsare never opened. -TOPO

Response rate 300%9

vGenerating Leads vs. Adoption RateSocial Selling Opportunity

I would then focus my time on teaching sales reps how to use LinkedIn, Twitter and FB to help them close more deals.10

DATA TRUMPS INTUITION

Cold Calling vs. Social Selling

SOLUTION

Ask question: how many of would say that your org still takes a traditional sales approach like this one?16

THE SOCIAL SELLING PROCESS

Its all about the leads!Ken Krogue

My man Gabe has talked to us why of social selling. Now lets deep dive into the how!In Mikes keynote yesterday he said social selling early adopters see the future. Heres how we do it! 1st, 2nd, 3rd.

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If we go back in time, we see the tradition buying process as represented here.21

Lets do something cool with the Acronym and how we intro each section of L.E.A.D. You have creative control24

same25

I have now picked up the social scent

SOCIAL TRIGGERS

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Boolean Search Can Be Magical!

same29

72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely to engage with a strong professional brand.-LinkedIn

In todays noisy world, marketing is having less of an impact on the buyers decision. The experience that the buyer gets from a sales rep has bigger on the success of the sale. 30

same35

Do you have time for this one? Complete creative control37

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TRACKING & ROI

Social Selling Tracking in Salesforce.com

8,272 Qualified Leads in 7 Months.

LinkedIn Sales Navigator HireVue Sales Pipeline CreationJanuary 2015February 2015March 2015April 2015May 2015June 2015July 2015Sales Pipeline in $ from LinkedIn Sales Navigator10.3M Sales Pipeline in 7 Months

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No social selling process, culture or goals.No way of tracking social selling efforts and ROI.Lack of executive buy-in.

Daily, weekly, and monthly social selling trainings customized for each sales team respectively.93% social selling adoption. 10.3M in sales pipeline in 7 months.Biggest mid-market deal closed within 24 hrs. - $50k.

Q & A

Download Slides: http://www.embedsocialselling.com

Are you presenting at a breakout session?Make sure your title slide is the right color.

To swap the slide master...On theViewtab, clickNormal.In Normal View, in the thumbnail pane on the left, click the slide that you want to apply a layout to.On theHometab, clickLayout, and then select the layout that you want.

Keynotes & general sessionsThe Future of Sales and Marketing breakout trackHabits of High Performing Reps breakout trackHow to Build a Social Selling Organization breakout tracktitletitletitletitle