social sales acceleration

Social Sales Acceleration

Thought Horizon, LLCwww.Thought-Horizon.com

August 2015

Copyright 2015 - Thought Horizon, LLC

W H Y S O C I A L A C C E L E R AT I O N ?

Buyers educate themselves online

No time to meet with sales people

No confidence that salesperson is more knowledgeable than they are

Sales is Changing

Read the Full Article

http://htl.li/MnrRH

Thought Horizon’s 3-Step Frameworkfor Social Acceleration

S O C I A L A C C E L E R AT I O N

Thought Horizon’s 3 Step Framework

Social Strategy/AlignmentMicro-Content MarketingTraining

Execution

Measurement / ROI

Let’s Discuss


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http://htl.li/Mnt7Y

S T RAT E GY: A L I G N S A L E S / M A R K E T I N G

Match Targeted Content to Specific B2B Buyers:Gives sales teams a natural way to start online conversations and demonstrate expertise in the industry

You lead conversation on social in a way that resonates with B2B buyers

REACH B2B BUYERS IN A NOISY SOCIAL MEDIA WORLD BY CREATING SPECIFIC AND TARGETED CONTENT

(NOT BY ‘OUT-SHOUTING’ THE COMPETITION)


Blog / Social Media Content

M I C R O - C O N T E N T M A R K E T I N G


Your Market Differentiators

Your Customers’ Problems

Learn More About How Micro-Content Works

http://www.thought-horizon.com/#!Microcontent-Marketing-B2B-Social-Selling-in-2015/cps2/5536917d0cf2adc1acd9875c

M I C R O - C O N T E N T M A R K E T I N G

B2B Buyers are rational experts in their field and need to be treated as such. Content must:


Discuss specific business problems for specific verticals/marketsHave a human flare and less technology focusBe Differentiated and ask the right questions to get customers involved

T R A I N I N G

Develops intelligent brand ambassadors not social spammers

Listen to conversations online before talkingAsk questionsEngage in a meaningful way with the right people

Integrates micro-content with sales strategy

Opens long-term dialog between sales and marketing to align content to customer needs


Our Social Selling Training:

Primary Goal: Develop Social Selling Mindset

Secondary Goal: Learn How to Use the Tools; Understand Brand and Company Regulations

Incentivize Participation

Actively Monitor and Guide Engagement

T R A I N I N G

Program Goals:


Create and Post Original Content Relevant to Individual VerticalsTrain, Support and Enable Sales with Social SellingSupport B2B Social Channels to Achieve Marketing Objectives and Enable Social SellingGrow Impressions and Reach Using Your Sales Team Advocates

Develop, Maintain, and Support all Business Social Channels

E X E C U T I N G T H E P L A N


Program Measurement: Understanding the Value of Social Selling

Our analytics have proven social selling activity can increase a sales rep’s ability to close business.Return on social selling can be measured in dollars.

For Marketing Leaders – ROI and EffectivenessWhat return does the social selling investment generate?What social activities and behaviors are driving sales?What and how do socially sourced customers buy and how does it differ from other customers – if at all?What patterns and trends should we monitor?What KPIs should we monitor and track?

T O O L S A N D M E A S U R E M E N T


T O O L S A N D M E A S U R E M E N T C O N T ’ D

For Sales Leaders – Focusing on the right behaviors

What social activity will achieve more revenue per sales rep? What influence does social engagement have on rep productivity? What social activity is required to deliver sales? Are certain deal types more responsive to social engagement? What KPI’s should we monitor and track?


T O O L S A N D M E A S U R E M E N T C O N T ’ D

Use predictive analytics to:

Understand program ROI Identify what channels deliver How much social selling a sales rep needs to do be successful Where to spend based on campaign type and target Enable marketing/sales integration around social selling
