Selling In A Social World

©  2012. All rights reserved. ©  2012. All rights reserved.

Selling in a Social World: What the Management Team Needs to Know to Succeed with Today's Customers Anneke Seley CEO, Reality Works Group, formerly Phone Works, Coauthor, Sales 2.0

©  2012. All rights reserved.


Today’s Customer

Justin Davison


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B2B Customers are using social media to make buying decisions. Sales teams need to be engaged to find these prospects.


Customer Buying Behavior

Time

Leve

l of b

uyer

act

ivity

“ We have a project”

“ We’ve made a decision”

“I’m just browsing”

“ We’ve shortlisted vendors”

Awareness Consideration Purchase

“I’m just downloading stuff”

70% of the buyer’s journey is complete before it gets to sales.

Sirius Decisions


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From 2011 TeleWeb Buyer Preference Study

Market Insights


Today’s Sales Leaders

Dave Spencer Global Vice President, Cloud Sales, SAP


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Seven Factors Driving Change

1.  Changing communications preferences

2.  Shifting power from sales to customers

3.  Rising cost of sales

4.  Customer demand for CSR

5.  Different markets, different economics

6.  Decreasing sales effectiveness

7.  Increased demand for trust


How Must Selling Change?


Social Selling

A measurably more efficient and effective way of engagement for both the buyer and the seller enabled through social media technology.


25% Annual Quota

Dan Harding, Social Sales Rep

80% of [Dan’s] qualified leads now come from referrals, social networking and social media.


Very Large Social Sales Company

0 to over 1,000 target audience connections in first 4 weeks


Start-Up Social Sales Company

30% revenue and 95% of pipeline from social selling


Obstacles to Success






How do you make sense of all of this?


√ Connections

News

Right Person

Right Message

Right Time

Company Info People

Industry Insights Competition

Social Buzz SME & Analyst Reports

CRM

Harness Social Sales Intelligence


�  Company Info

�  News Alerts

�  Social Profiles

�  Social Buzz

�  Financials

�  Family Tree

�  Industry Profiles

�  Connections

�  List Building

No more cold calls

News alerts & trigger events

Account-specific social insights

Use cases with SAP Sales OnDemand & InsideView

Embed Social Selling into Sales Tools


Mine Corporate Social Connections Leverage your internal “relationship assets” to find warm connections to prospects

Find contacts and connections you didn’t know existed


It’s about People, Not Contacts

•  Follow companies and people of Interest

•  Learn their interests and issues

•  Build Trust more quickly

•  Engage in Social Conversations from within InsideView and SAP Sales OnDemand


Take Action & Engage Convert social intelligence into meaningful conversations


How To Get Started?


Social Selling Strategy & Implementation Plan

What is the purpose/objective?

Where in the sales cycle?

Integration with marketing?

What is the measurable goal and by when?

How to roll out/execute?

Can use outside consulting expert for help









Key Take-Aways

A new way of customer engagement is here…

…with real and demonstrable ROI

Now is the time to implement Social Selling

©  2012. All rights reserved. ©  2012. All rights reserved.

+1 510 749 9073 @annekeseley

sales20book.com realityworksgroup.com

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Selling In A Social World

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