Post on 12-Apr-2017
transcript
THE BUYING MOMENTHow to Listen, Engage and Capitalize on Social Signals from Your Buyers
“Green Boots” You have to keep on moving!
MY SOCIAL SELLING JOURNEY
THE PROBLEM
90%of decision makers say they never respond to cold outreach. -CEB
76%of sales emailsare never opened. -TOPO
vGenerating Leads vs. Adoption Rate
Social Selling Opportunity
DATA TRUMPS INTUITION
Cold Calling vs. Social Selling
SOLUTION
THE SOCIAL SELLING PROCESS
It’s all about the leads!Ken Krogue
I have now picked up the “social scent”
SOCIAL TRIGGERS
5
Boolean Search Can Be Magical!
72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely
to engage with a strong professional brand.
TRACKING & ROI
Social Selling Tracking in Salesforce.com
8,272 Qualified Leads in 7 Months.
LinkedIn Sales Navigator – HireVue Sales Pipeline Creation
January 2015 February 2015 March 2015 April 2015 May 2015 June 2015 July 2015
Sales Pipeline in $ from LinkedIn
Sales Navigator
10.3M Sales Pipeline in 7 Months
• Nosocialsellingprocess,cultureorgoals.
• NowayoftrackingsocialsellingeffortsandROI.
• Lackofexecutivebuy-in.
• Daily,weekly,andmonthlysocialsellingtrainingscustomizedforeachsalesteamrespectively.
• 93%socialsellingadoption.
• 10.3Minsalespipelinein7months.
• Biggestmid-marketdealclosedwithin24hrs.-$50k.
Q & A
Download Slides: http://www.embedsocialselling.com