CRUSH IT! With Social Selling

Ronan Keane

CRUSH IT! With Social Selling – Ronan Keane

2,100% ROI

LinkedIn SSI: Top in

Industry

Forrester Groundswell

2014 Finalist

XO Sales People

“Power Users”

CRUSH IT! With Social Selling – Ronan Keane

1. Building a Strong Personal Brand

2. Capturing Sales Intelligence

3. Having a Deep Network of Advocates

4. Listening for & Engaging Opportunities

What is Social Selling?

CRUSH IT! With Social Selling – Ronan Keane

3 in 5 IT decision makers use social

media to learn about new products

and technologies.

86% Business technology

decision-makers use

social media for

business reasons.

CRUSH IT! With Social Selling – Ronan Keane

Decision-makers

are now very

knowledgeable. CRUSH IT! With Social Selling – Ronan Keane

Search… Reviews… Videos… Ask Their Network

CRUSH IT! With Social Selling – Ronan Keane

57%of sales process is complete

by the time sales gets involved.

- Corporate Executive Board

CRUSH IT! With Social Selling – Ronan Keane

Too much contact via phone & email

Far too aggressive in their approach

Lacked conveying value to my needs

CRUSH IT! With Social Selling – Ronan Keane

Emails

Call Calls

Direct Mail

Not Making Quota

CRUSH IT! With Social Selling – Ronan Keane

Sales + Marketing

CRUSH IT! With Social Selling – Ronan Keane

With Marketing’s

Help…

Provide Value

Build Strong Brand

Think like a Marketer

Trusted Advisor

CRUSH IT! With Social Selling – Ronan Keane

Stop

leading

with

your

products

CRUSH IT! With Social Selling – Ronan Keane

1. Rep offers me unique and valuable

insights on the market.

2. Rep helps me navigate alternatives.

3. Rep provides me with ongoing

advice or consultation.

4. Rep helps me avoid potential

landmines.

5. Rep educates me on new issues and

outcomes.

Five most influential factors in

prospects’ buying decision

CRUSH IT! With Social Selling – Ronan Keane

CRUSH IT! With Social Selling – Ronan Keane

“The best reps aren’t just present in social

media, they position themselves as credible

and influential sources in customer networks.”

- Sales Executive Council -

CRUSH IT! With Social Selling – Ronan Keane

It all comes down to

CRUSH IT! With Social Selling – Ronan Keane

CRUSH IT! With Social Selling – Ronan Keane

CRUSH IT! With Social Selling – Ronan Keane

CRUSH IT! With Social Selling – Ronan Keane

Finance

Sales Marketing

Facilities

2 in 3 are open to connecting with a new

vendor on social networks.

3 in 4 are ready to have a conversation

with a new vendor on social media. CRUSH IT! With Social Selling – Ronan Keane

CRUSH IT! With Social Selling – Ronan Keane

Trigger Events

CRUSH IT! With Social Selling – Ronan Keane

Think Beta Group

Establish Success

Executive Buy-in

CRUSH IT! With Social Selling – Ronan Keane

On-site Training

Follow Up Webex

Groups on LinkedIn

CRUSH IT! With Social Selling – Ronan Keane