social sales training intensive part 2
DESCRIPTION
Social Sales Training Summary: The Social Selling Intensive is an in-depth results focused program that will help you integrate social selling strategies with winning sales processes used by leading sales organizations globally. • How to target the right client (online and offline) to maximize your return on sales efforts • How to use social media and Social CRM to find new business, amplify your personal brand and improve your career prospects • Step-by-step processes for using LinkedIn, Facebook and Twitter to unlock business networks and beat the competition • Powerful questions that help you close more and larger deals • How to beat the competition with relationship selling • 13 proven strategies to becoming a master networkerTRANSCRIPT
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Social Selling Intensive Part 2 @SocializedTeam
Social Selling Intensive Part 2 The New Rules of Engagement in Sales and Marketing
with Shane Gibson
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Social Selling Intensive Part 2 @SocializedTeam
Forget “social media” let’s just call it talking to
customers
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Social Selling Intensive Part 2 @SocializedTeam
Why You Shouldn’t1. You have hired morons – even if you trained
them they would just be motivated morons.2. You have so much profitable business that
you couldn’t handle any more3. Your product is substandard4. Your company and culture have major
issues5. You haven’t or will not equip them
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Social Selling Intensive Part 2 @SocializedTeam
Why You Should1. It’s not marketing it’s
talking to customers2. It adds to value added
frequency versus just sales touch-points
3. It opens up new channels
4. It can save time5. Load balance your
branding – we all become ambassadors
6. Immediate data instead of compiled and stale data
7. It makes them almost as smart as your customer
8. You can see the activity9. It builds a passive pipeline
and makes projections easier It builds a fence around the customer
10. It elevates sales people above pitch artist to trusted advisor
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Social Selling Intensive Part 2 @SocializedTeam
Selling
“… is about creating an environment where an
act of faith can take place”
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Social Selling Intensive Part 2 @SocializedTeam
Trust
• Value added frequent contact consistently over time.
• More value and more time means more trust
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
1.2 Billion
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Social Selling Intensive Part 2 @SocializedTeam
175 200 Million
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Social Selling Intensive Part 2 @SocializedTeam
400 million updates/day
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
3Billion Views/Day
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
The Rules of Engagement#1 Stop pitching and start connecting#2 Doers win in the game of social media#3 It’s not about you#4 Be fearless in your contribution to community#5 Don’t be a social spammer, engage#6 Be authentic#7 Be consistent#8 Leverage through influencers and community
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
Who’s Mitch?
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
Don’ts1. @Spam2. Ask for Follow3. Follow, unfollow,
follow unfollow4. Over automate5. Pretend You’re a
rockstar
6. Be an egg7. Ignore messages8. Forget your
manners9. Pick fights10.Too much of a
good thing11.Auto-dm
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Social Selling Intensive Part 2 @SocializedTeam
Best Practices1. Full profile
optimized for multiple screens
2. Post daily (many times)
3. Say thank-you4. Follow-back5. Build a tribe
6. Give to receive7. Measure with
Hootsuite8. Get mobile9. Have a content
formula10.Become an expert
curator
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Social Selling Intensive Part 2 @SocializedTeam
1. Morning Quote2. Post Content3. Post Some Tips4. Retweet5. Thank and Follow6. Help Someone7. Get Social8. Connect with
Influencers
TwitterFormula
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Social Selling Intensive Part 2 @SocializedTeam
Listening
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Social Selling Intensive Part 2 @SocializedTeam
Business Intelligence
• Search.Twitter.com• Mention.net• Linkedin.com/Signal• Customer/Community blogs and
social networks• Competitor/Industry news, blogs,
and social networks
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Social Selling Intensive Part 2 @SocializedTeam
Blog.suggestionbox.com
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Social Selling Intensive Part 2 @SocializedTeam
Real-Time Feedback
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
Score Keeping?
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Social Selling Intensive Part 2 @SocializedTeam
Stakeholder Spotting
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Social Selling Intensive Part 2 @SocializedTeam
Twitter Search (Local)
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
Inte
l/D
ata
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
Social Selling CRMSCRM
SocialemailValuesPreferencesDataRelationshipHistoryBusiness IntelPersonal Intel360 view
SCRM
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Social Selling Intensive Part 2 @SocializedTeam
Expert Curator• Sharing Tools• Industry Blogs• Geographic and Vertical Specific
News• Experts list• Zite• Linkedin.com/Signal
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
Sharing on-the-fly
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
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Social Selling Intensive Part 2 @SocializedTeam
13 tips on making the world your networking function
1. Be referable don’t gather contacts or pressure for referrals
2. Be interested not interesting 3. You can’t have 200 best friends – prioritize 4. Add value with your network 5. Bank your equity (with the right people) 6. It’s a small town
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Social Selling Intensive Part 2 @SocializedTeam
13 tips…7. Map and seek out the “white hot
center” 8. The more you give the more you get 9. Do your due diligence before you
refer 10.Keep Promises, Follow-through 11.Be seen 12.Step it up every year – build your
community13. It’s an asset and it takes time to
build. Invest.
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Social Selling Intensive Part 2 @SocializedTeam
Lets Connect
Socialized.me/ssi@ShaneGibson @AnthonyCaridi@mitchyballen
#SocializedCamp