social selling - the abc's of social selling: always be connecting - jill rowley
Post on 21-Aug-2015
2.146 Views
Preview:
TRANSCRIPT
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 121
The ABC’s of Social Selling – Always Be Connecting
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 122
Companies have no choice but to become transparent, responsive, & collaborative or
else risk going out of business.
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 123
Customers expect companies to feel personal and authentic – we can achieve this by sharing
the unedited voices & personalities of our employees (YOU)!
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 124
Buying process has changed
Buyers are self-educating via Search &
Social
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 125
57% of buying process is done prior to engaging with
Sales
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 126
92% of B2B buyers start search on web…
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 127
82% of the world’s population can be reached by Social
Networks
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 128
37% of buyers posted questions on Social Networking sites looking for suggestion or feedback
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 129
The Power of Peer to Peer
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1210
Company to Buyer: 33% Trust
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1211
Buyer to Buyer: 92% Trust
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1212
Meet the Modern Buyer
Well-informedDigitally-driven
Socially-connectedMobile & Empowered
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1213
Unlimited access to real-time information about our company,
products, competitors, customers, industry experts and influencers
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1214
Connected to Influential peer-based Social Networks
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1215
Expects exceptional knowledge & service
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1216
Statistics show that Reps who use Social Selling are 50% more likely to
meet or exceed their sales quota
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1217
Jill Konrath’s eBook – Sales Secrets Revealed
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1218
Use Social Networks to Find, Listen, Relate, Connect, Engage & Amplify your buyers and their sphere of influence
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1219
Content – read what your buyers are reading and share that content across your Social Networks.
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1220
The ABCs of Social Selling: Always Be Connecting
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1221
The Modern Sales Professional is Collaborative, Customer-Centric, a Content Connoisseur,
Transparent, Trustworthy, Relevant, Insightful, Engaging, Passionate, Creative
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1222
•Buyer-centric LinkedIn profile
•The Art of a LinkedIn Invite
•Sphere of Influence training
•LinkedIn groups
•Advanced Search in LinkedIn
•LinkedIn Signals
•LinkedIn Contacts
•LinkedIn Job Change alerts
Copyright © 2012, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 1223
1. FIND
2. LISTEN
3. RELATE
4. CONNECT
5. ENGAGE & AMPLIFY
The on Content
top related