leveraging social intelligence for b2b sales teams

Social Selling Leveraging Social Intelligence for B2B

Sales Teams

@kokasexton

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Sales experts and customers will share their insights

• How lead generation can be put into high gear

• Tested lead conversion strategies

• Social selling ROI

• How to increase customer retention

Social Selling Does Not Exist Without the Fundamentals

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Sales DNA

Process

Training

Tools

Social Selling

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You Are Busy

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Your Prospects Are Busy Too!

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Be Different, Be Better

time

leve

l of

bu

yer

act

ivit

y

“I’m just downloading

stuff”

“We have a project” “We’ve

made a decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online

“70% of the B2B buying process happens online”SiriusDecisions Inc.

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24% of a sales persons time is researching

Almost 10 hrs a week!

50% decrease in time researching customers and prospects.

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Data vs. Intelligence – CSO Insights

No Tools Sales Data Sales Intelligence40%

42%

44%

46%

48%

50%

52%

43.4%

45.9%

50.8%

Win Rates (2,000 Companies Studied)

Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

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Tools Used by Inside Sales

Google

Twitter

Facebook

Blogs

LinkedIn groups

LinkedIn

Prospect/customer websites

8.2

24.5

26.5

30.6

38.8

69.3

73.5

The Impact of Sales Intelligence

Win Rates41%

42%

43%

44%

45%

46%

47%

48%

49%

43%

48%

Self SearchTech Enabled

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"If a man does not know to what port he is steering, no wind is favorable to him.”- Seneca

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Where do I start?

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Know Your Customer

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Business Use of Social Media

60% of Decision Makers use Social Media

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Sales Can Add Value and Build a Pipeline Using Social Media

Something is wrong!

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Yes

No

0% 10% 20% 30% 40% 50% 60% 70%

B2B companies able to track leads from social media

Sales and Marketing are not Aligned

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Empower Sales to be Super.

Effective use of Sales Intelligence

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Look for the Sales Triggers

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When you can spot an opportunity while it’s still a blip, you have the opportunity to get ahead of the competition.

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Emulate the Borg

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Get Social

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1:1 Sales

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Sell to people NOT contacts

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Track

Connect

Monitor

Engage

Click on the images below

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Engage in communities that discuss topics and issues that you can help with.

Share information that your prospects and customers want.

SLIDE :34Source: Lab42

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The 5 Most Important Items to Update

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Join the next evolution of sales

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www.socialsellingu.com