2015 B2B Marketing Summit A Case for Social Selling and the Opportunities it Presents

transcript

A case for Social Selling

Zoe Sands

Digital Marketing and Social Selling Lead

Follow me on Twitter: @zoe9 and @ZoeSands #AskZoeSands

“ …By 2015, the 20% of enterprises employing social media beyond

marketing will lead their industries in revenue growth…” Gartner

5.4 75of B2B buyers now usesocial media to be more informed on vendors

% 90of decision makers say they never respond to cold outreach

%people are now involved in the average B2B buying decision

Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline

Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level

The buyer’s process has changed

What is social selling?

A SALES REVOLUTION

Social Selling Results

NEW BUSINESS

(HUNT)

INSTALL BASE

(FARM)

CONNECTED SALES AND MARKETING

(BUILD)

Social Selling Guide

1. PEOPLE

2. POLICY

3. PLATFORM

4. PROCESS

Close and Actions

Learn storytelling and how to present a

great story.

Join communities, groups and follow

inspirational leaders.

Grow your network thoughtfully with

meaningful connections.

Create a memorable profile with impact. Start to build in your networks.

Develop yourself, colleagues, peers, others

and your business.

Follow companies for access to opportunities.

Ensure participation and collaboration. Nurture

relationships and connections.

Offer information that is accurate and relevant.

Share, update and discuss. Add value and create a trusted advisor status.

What’s next?

TRUSTED ADVISOR

(INVEST TODAY!)

Zoe Sands Follow me: @zoe9 and @ZoeSands

Connect with me: http://www.linkedin.com/in/zoesands

Email me: zsands@juniper.net or zoesands@hotmail.com

Skype me: zoe.sands

Call me: 07889 770 448 or 07889 648161

Hashtag: #AskZoeSands

Contact details

Happy Social Selling!

2015 B2B Marketing Summit A Case for Social Selling and the Opportunities it Presents

Sales