social selling: engaging today's buyer
Post on 27-Jan-2017
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Social Selling: Engaging Today's Buyers• @Jill_Rowley• Social Selling Evangelist• Modern Marketing Expert• Startup Advisor
@jill_rowley #mktgnation
@jill_rowley #mktgnation
Social Selling Maturity Model
Meet the Modern Buyer
Digitally-driven Socially-connected
Mobile Empowered
@jill_rowley #SocialSelling
@jill_rowley #SocialSelling
@jill_rowley #mktgnation
@jill_rowley #mktgnation
@jill_rowley #mktgnation
@jill_rowley #mktgnation
@jill_rowley #mktgnation
Marketing Needs to Know More about Sales
Sales Needs to Know More about Marketing
We all Need to Know More about our CUSTOMERS
@jill_rowley #mktgnation
Mindset: from Selling to Helping
Skillset: digital, social
Toolkit: a fool with a tool is still a fool
@jill_rowley #mktgnation
Why do Social Selling?
@jill_rowley #mktgnation
@jill_rowley #mktgnation
@jill_rowley #mktgnation
ABM + Social Selling
@jill_rowley #mktgnation
@jill_rowley #mktgnation
@jill_rowley #mktgnation
Social Selling is using Social Networks to do Research to be
Relevant to build Relationships that drive
Revenue.
1. Buyer-centric LinkedIn profile2. The Art of a LinkedIn Invite3. LinkedIn Job Change Alerts4. Join LinkedIn Groups5. Advanced Search in LinkedIn6. Find Alumni7. Recommendations & Endorsements =
Credibility8. Share Content
@jill_rowley #mktgnation
@jill_rowley #mktgnation
Don’t be Single Threaded
The Art of a LinkedIn Invite
@jill_rowley #mktgnation
To be Interesting; Be Interested
@jill_rowley #mktgnation
From College to Career
Leveraging Your University Alumni
@jill_rowley #mktgnation
@jill_rowley #mktgnation
Content is the Currency
of the Modern Sales Professional
@jill_rowley #mktgnation
The 4-1-1 on Content
@jill_rowley #mktgnation
@jill_rowley #mktgnation
Using Twitter for Research
and
Relationship Building
@jill_rowley #mktgnation
1. Pick a simple and short username (this is your brand)
2. Create a personal profile3. Upload a good picture (no eggheads!)4. Include your LinkedIn URL in your bio5. Listen first, find your voice6. Follow influencers and experts in your field; Create
lists7. Share things that are useful and relevant to your
followers8. Do no just self-promote or share your stuff9. Engage with your followers (@reply, RT and
mention) 10. Use #hashtags – example is @jill_rowley #mktgnation
@jill_rowley #mktgnation
What I read, watch, listen to, & share
5 Things for Sales Reps to do Right Away!
• Optimize your LinkedIn profile for the Buyer; not the Recruiter.
• Personalize Your LinkedIn Invites – ALWAYS!!
• Expand your Professional Network. ABC = Always Be Connecting. Leverage your College Alumni.
• Follow your Customers, Partners, (and Competitors) on LinkedIn & Twitter.
• Read what your buyers read and share across your Social Networks.
@jill_rowley #mktgnation
5 Things for Marketing to do Right Away!• #KnowThyBuyer
• Centralized content library
• Content aligned to buyer’s journey and buyer persona(s)
• Curate third party thought leadership content & identify Influencers for Sales
• Make social sharing easy!@jill_rowley #mktgnation
Get a copy of Social Selling Mastery!
@jill_rowley #mktgnation
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