the modern buyer: why social selling is key to hit your quota
Post on 24-Jan-2017
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Why Social Selling is Key to Hit your Quota
OUR SPEAKERS
2
Brian McDowellVP of Sales
SocialChorus
Brandon CrawfordSenior Director,
Sales and Market DevelopmentSocialChorus
#EngageU
Use the hashtag
#EngageUon Twitter for questions
& comments
Chat with us on
ReadyTalk!
HAVE A QUESTION?
OR
3
64%
of sales teamsthat use social selling
reach their quotas
of sales teams whodon’t reach their quotas
49%
(The Aberdeen Group)
4#EngageU
Who is the modern buyer?
#EngageU
CURRENT REALITIES… AGE OF THE CUSTOMER
Buyer Tendencies Buyer TendenciesOver 70% of B2B purchase decision makers use social media to help them decide (Dell)
6
Customers are already 57% through the purchase process before they approach a supplier (Corporate Executive Board)
THE IMPACT OF SOCIAL SELLING
79% of sales reps that incorporated social selling achieved their quota over the last calendar or fiscal year compared to 43% of the Industry Average.
Aberdeen Group
Success Rates
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CUSTOMER BUYING TIMELINE
57% Complete
Customer Due Diligence Begins
Customer First Contact with Supplier
Customer Purchase Decision
Through this period customer needs have been well-scoped, priorities set, requirements largely defined, solutions compared, and price is often being initially benchmarked
◈ 1,400 B2B customers
◈ 6000 reps worldwide
◈ Complex purchasing scenarios
◈ 700 individual customer stakeholders• Complex B2B purchases• 136 attributes
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Source: Sales Executive Council, The Five Chapters of Executive Selling, The Era of Insight Selling, Nov. 16 th, 2012
How does this change impact sales professionals?
#EngageU
20202012
BIG IMPACT ON SALES PROFESSIONALS
Number of B2B sales professionalsin the United States2
A recent report from Forrester Research predicts that there will be over 1M less B2B sales reps employed in 2020 compared to 2012
VS
Source: “The Death of A (B2B) Salesman” Forrester Research, Inc., April 13 th, 2015
4.5M
3.5M
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INDIVIDUAL CHANGE
LOW Probabilityof Change
You don’t haveto change.
Survival is optional.E. Deming
Crisis
Critical
Concerned
Aware
Neutral
Satisfied
Education
Trigger
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What are the most effective ways to reach out to potential buyers?
#EngageU
PROSPECTING
2010
Identify target contact Craft prospectingscript with hook
Call/email/call/email/call
Until they replyor you give up
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PROSPECTING TODAY
2016
Contact with value
Ask for a meeting
Contact with value
Contact with value
Contact with value
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RELATIONAL PROSPECTING
MAINTAINING A NETWORK CONSISTING OF THE RIGHTCONTACTS THAT WILL RESPOND TO REASONABLE REQUESTS
15
Connection Content Cadence
Social Selling
#EngageU
SOCIAL NETWORKS
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SOCIAL ENGAGEMENT CONTINUUM
WHERE ARE YOU?
No engagementat all, may have social
media accounts
Visits on aninfrequent basis,
accepts link/contact request
Uses for brief research and tracking of contacts
& companies
Reads and likes/comments on content and posts
Develops or finds& posts content
Inactive Spectator Researcher Critics Creators
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LINKEDIN’S PERSPECTIVE
LinkedIn surveyed1,500 B2B purchasers/influencers who werein Director+ positions on the network
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PERSONALIZED
20
Corporate objectives &
vision
Challenges: Customer,
competitive, technical, financial
Relevant to role, department,
location
CONNECTING WITH VALUE
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GENERALSHARING
RESEARCHCONTACTS
REACH OUTWITH VALUE
IDENTIFY IDEAL CONTACTS
SEND REQUESTS WITH RELEVANCE
3 MINUTES PER DAY
◈ Post, like, share or comment on at least 1 piece of useful information
◈ Update your network based on research and sales activity ◈ Share relevant content with targeted contacts
◈ Other Activities:◈ Join a group◈Ask or answer a group questions
#EngageU22
Content Strategy
#EngageU
ARM YOUR SALES TEAM
◈ Provide your sales team with relevant content on a consistent basis
◈ Marketing and sales alignment
◈ Platform to broadcast valuable content to sales teams and those in the field
◈ Everything employees need to be successful social sellers
#EngageU24
SOCIALCHORUS IS AN EMPLOYEE COMMUNICATIONS
PLATFORM FOR COMPLEX, DISTRIBUTED WORKFORCES
WE HELP SALES TEAMS FIND AND SHARE VALUABLE CONTENT
◈ Market trends and analysis
◈ Industry newsfeeds
◈ Relevant thought leader posts
◈ Company marketing content
◈ Product and solution updates
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INSIGHTS AND ANALYTICS
◈ Employees can easily shareapproved content
◈ Track EMV and advocacy
◈ Top posts by shares
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ALREADY, 13 OF THE FORTUNE 100 HAVE PARTNERED WITH US SO THEIR EMPLOYEES CAN THRIVE.
5.5M 160+ 20Employees in SocialChorus-
powered networksBranded mobile apps
deployed to app stores
Of the Fortune 200 companies are
customers
INTERESTED IN LEARNING MORE?
Request a Customized Demo844.WRK2LFE
http://www.socialchorus.com/tour info@socialchorus.com
#EngageU29
Thank You!
Thank You!
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