Post on 15-Apr-2017
1
Minds&More
ACADEMY
2017
Building Social Selling Mastery
+ Content Management in Your Organization
For Sales professionals: Better position your Brand / Find and progress prospects
& buyers via social media / social selling to get and accelerate more revenues
For Marketing professionals: Effective Content management / tactics to contribute
to the sales funnel and help sales in their social engagement with customers
2
57%of the buying
journey is done
BEFORE a sales
rep is involved.
5.4people are now
involved in the
average B2B
buying decision.
75%of B2B buyers now
use social media
to research
vendors.
90%of decision makers
say they never
respond to cold
outreach.
74%of buyers choose
the sales rep that
was FIRST to add
value and insight.
The reality of the Modern Buyer
The Opportunity for Sales Leaders
3
State of Sales survey asked more then 2,300 global sales leaders about their priorities, challenges, metrics, and strategies for the year.
Top 3 Sales Objectives
Top 3 Sales Success Metrics
Top Commercial ChallengesAcquire new customers
Grow the value of existing customers
Create deeper customer relationships
Amount of new revenue
Number of new customers
Amount of recurring revenue
2. Countering increased market competitionand ensuring differentiate ourselves
1. Sophisticated customers pervading the market
Customer connections take priority.
Growth matters most.
58%
47%
46%
55%
80%
57%
56%
35%
Where increasingly the buyer’s journey done online – hence where sales and marketing needs to influence this journey
SOCIAL SELLING AND SOCIAL ENGAGEMENT BENEFITS FOR SALES AND MARKETING TEAMS
4
MarketingDevelops the systems & content that createsopportunities for sales
Content per buyer’s journey
Enablement
Establishes the environment for
continuous learning &development
SalesDrives action &accountability
to the sales teamSpeed to
moreRevenuesUnify Sales
& Marketing
BENEFITS
METRICS WE USE TO CORRELATE LEARNING TO REVENUE
5
% Social Selling Learning Program Completion
€ 6,000,000
€5,000,000
€ 4,000,000
€ 3,000,000
€ 2,000,000
€ 1,000,000
€ 0.00
100%
80%
60%
40%
20%
0%
Contracts Won
Total Open
Pipe/funnel in €
100%
Completion
€ 1.524.457
€ 5.338.974
>70%
Completion
€1.300.383
€ 4.678.675
>40%
Completion
€981.603
€ 3.846.141
Case study we did for
an ICT player, after 6
months
After 6 months, 75 sales professionals, average deal of €25KFunnel of 5,3 Million Euros. Closed 1.5 Million Euros.
THE OPPORTUNITY IS CONVERT YOUR CORE PERFORMERS INTO HIGH ACHIEVERS
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15% = Laggards 70% = Core Performers15% = High Achievers
Build capabilities so social related activities deliver impact for your business
Stage 1: Status Quo (No to limited social selling, no content management, …)
Stage 2: Random Acts of Social (sales, marketing, limited leadership)
Stage 3: Business Case: Social Selling Kickstarter
Stage 4: Deploy to Scale – Mastery level
Stage 5: Sales & Marketing Fully Integrated
and mature capabilities
USE AN ALIGNED APPROACH (MARKETING, SALES TEAMS) ON SOCIAL SELLING AND SOCIAL ENGAGEMENT
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For Marketing Professionals For Sales Professionals
Approach: Align and execute the relevant marketing and sales activitiesIntegrated approach to build the brand, accelerate ‘speed to revenues’ and get more revenues
Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the
social selling mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Marketing ‘CODE’ Sales ‘FEED’
SOCIAL SELLING MASTERY® FOR SALES AND FOR MARKETINGWITH FIRST THREE MONTHS A WEEK BY WEEK INTERACTION
8Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the social selling
mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Social Selling Mastery® for
Marketing Professionals
• Duration: 7 weeks
Goal:• Build your ‘insights factory’ (to create
content, organize, distribute & expand)• Review existing digital assets and develop
a content plan and production schedule• Ensure digital and content assets fit with
the buyer’s journey and review feedback• Define and use content related metrics• Align with Sales teams to empower them
for the Buying Journey & get conversions
• Duration: 9 weeks
Goal:• Build brand / positioning and get prospects • Grow the network and generate leads• Making buyers think differently through
content and get desired behaviours• Nurture prospects through social
engagement and related tactics• Leverage past success to meet future buyers• Grow the sales funnel and execute social
tactics to get new sales wins
Social Selling Mastery® for
Sales Professionals
In addition for where we do in-company / specific programs
Leadership track • Duration: Kick off and conduct several sessions with leadership team
Goal:• Align on the change journey and roles & responsibilities of leadership team• Setting Up Your Measurements &KPI’s • Sales & Marketing Alignment
Align roles for leading and coaching the organization during the change from the Social Selling initiative
SOCIAL SELLING & CONTENT MASTERY® PROGRAM FOR MARKETING
9Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the
social selling mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Delivered by
Minds&More locally
Includes
1 Year access to learning services
Kick off : virtual or face to face
Week 1: Welcome to Social Selling 7 and Insights Factory
Week 2: Benchmark digital assets and Content Plan (Mapping Content to the Buyer’s Journey)
Week 3: Create Content(Organizing Your Content Library)
Week 4: Create Content(Understand Asset Best Practices)
Week 5: Organize Content Effectively
Week 6: Discover Earlier - Inbound & Outbound Strategies
Week 7: Evaluate Engagement(Creating Metrics & Feedback Systems)
Social Selling Mastery® for
Marketing Professionals 7 Weeks
SOCIAL SELLING MASTERY® PROGRAM FOR SALES TEAMS
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Week 2: Build Your Brand
Week 3: Find & Identify Buyers (Advanced Search)
Week 4: Find & Identify Buyers (Sphere of Influence)
Week 5: Educate Buyers Online
Week 7: Develop & Grow Your Social Networks
Week 6: Engage With Insights
Week 8: Learn Your Daily Social Selling Routine
Week 9: Complete Certification Exam
Week 1: Welcome to Social Selling 9 Pre-Work
Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the
social selling mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Delivered by
Minds&More locally
Includes
1 Year access to learning
services
Kick off : virtual or face to face
Social Selling Mastery® for
Sales Professionals 9 Weeks
SOCIAL SELLING MASTERY® PROGRAM FOR SALES TEAMSOVERVIEW OF THE MODULES
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Module 1: Welcome to Social Selling 9 Pre-Work
- What is social selling
- Overview of approach and types of results to expect
- Details of the program – how to get best results from social selling activities
- What expected per participant for this to be succesful
Module 2: Build Your Brand
- Importance to create your personal brand, well positioned in the market
- How to ensure prospect/customers find use
- How to build presence across social networks (be it Linkedin, Twitter, …)
- Review activities and exercises per participant to be done
Module 3: Find & Identify Buyers (Advanced Search)
- How to find prospects / customer contacts
- How to profile your contacts and see what is important to them / what we need to know
- How to prepare to start to have discussions with them and leverage social assets
*MS = Médias Sociaux
- How to find relevant information on prospects/Accounts (via online sources / social network)
- How to ensure bring context to each interaction with the prospect/customer
- Develop the relationship and generate engagement from the prospect/customer
Module 4: Find & Identify Buyers (Sphere of Influence)
SOCIAL SELLING MASTERY® PROGRAM FOR SALES TEAMSOVERVIEW OF THE MODULES
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- How to position as an expert in your domain / activities
- How to remain ‘top of mind’ during the buyer’s journey
- Learn how to publish and share content across channels, adapted to your expertise
- How to evolve to an approach from ‘one to many’ to ‘1 on 1’
- Discover and used different techniques part of social selling and engagement
- Ensure bring relevant context with your insights
*MS = Médias Sociaux
Module 5: Educate Buyers Online
Module 6: Engage With Insights
- Discover how to grow and expand your network / reach and leads
- Apply the methodology and tactics
- Share best practices on ‘networking’
- Learn how to create your ‘daily routine’ and how to do this in an efficient & effective manner
- Tactics to manage buyer’s journey, and sales opportunities gained by social selling & engagement
- How to track sales funnel, related KPIs and convert your sales opportunities
Module 7: Develop & Grow Your Social Networks
Module 8: Learn Your Daily Social Selling Routine
Module 9: Complete Certification
WE USED LEARNING BEST PRACTICESKIRKPATRICK EVALUATION MODEL
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ROI
Results
Impact
Learning
Satisfaction
Did the training investment provide a positive return on investment?
Did the training have a measurableimpact on performance?
Did the learners behavior change as aResult of the training?
Did Knowledge transfer occur?
Did the learners enjoy the training?
INVESTMENT – PUBLIC PROGRAM SOCIAL SELLING MASTERY®SALES
15
€1,500
per Sales
Professional
Social Selling Mastery® SALES
Public Enrolment Service
Inclusions:
● Access to the 9 week live Virtual Instructor
led Sales training program
● 1 Year Learning Management System
Access - all curriculum updates inclusive
● 1 Year Daily Coaching “Ask the Expert”:
Live subject matter expert coaching
available daily
Training sessions given by certified
trainers from Minds&More on this
methodology
Session exist in
• French
• Dutch
• English
Sessions as of February 2017
available – visit minds&more
Academy web sitehttps://mindsandmore.biz/en/academy-section/
INVESTMENT – PUBLIC PROGRAM SOCIAL SELLING MASTERY®MARKETING
16
Social Selling Mastery® MARKETING
Public Enrolment Service
Inclusions:
● Access to the 7 week live Virtual Instructor
led Marketing & Content training program
● 1 Year Learning Management System
Access - all curriculum updates inclusive
● 1 Year Daily Coaching “Ask the Expert”:
Live subject matter expert coaching
available daily
€1,500
per Sales
Professional
Training sessions given by certified
trainers from Minds&More on this
methodology
Session exist in
• French
• Dutch
• English
Sessions as of February 2017
available – visit minds&more
Academy web sitehttps://mindsandmore.biz/en/academy-section/
INVESTMENT – DEDICATED FOR A COMPANYNON PUBLIC (COMPANY SPECIFIC PROGRAMS)
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Fixed price per
program
Social Selling Mastery®
For minimum 12 people:
● Leadership program (included)
● Based on what selected:
● SALES: Access to the 9 week live Virtual
Instructor led Sales training program
● MARKETING: Access to the 7 week live Virtual
Instructor led Sales training program
● 1 Year Learning Management System Access - all
curriculum updates inclusive
● 1 Year Daily Coaching “Ask the Expert”: Live subject
matter expert coaching available daily
Pricing based on
number of
professionals & level
of custom
Opportunistic
• Mission/Vision• Business Strategy• Commercial Planning• Sales & Marketing Alignment• Organisation Design• Change Leadership
• Sales Process• Account
Management• Sales
Management• Social Selling
Strategy & Transformation
Marketing (7P‘s) Performance
Sales Performance
EXPERT RESOURCING
Through our network of Seasoned ProfessionalsMarketing 7 P’s
Project ManagersBusiness Managers
Interim Management
Search & Recruitment
In Company Trajectories –
training / learning
Public Trainings and Virtual Learning &
application programs &
ACADEMY
Annual Sales & Marketing
Performance Summit
Periodic Events
Lectures & Webinars
FLEXIBLE SERVICE SOLUTIONS TO HELP DRIVE GROWTH
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• Product/Portfolio Mgmt, NPD, Innovation• Promotion, Marcom, Direct Mktg, GTM• Pricing, value based pricing & profitability• Place, Channel, Indirect, Segments• People, Team, Organisation• Process, Customer Focus & Xp, CRM• Physical Environment, Sales/Staff
CONSULTING
Minds&More is the exclusive distributor for BENELUX, France and has certified
trainers in the social selling mastery designed for marketing and sales professionals
(Distributors of Sales for Life)
MINDS&MORE cvbaPark Hill OfficeJan Emiel Mommaertslaan 16b1831 Diegem
www.mindsandmore.biz Tel: +32 (0)2 704 49 40
Pieterjan Kempynck, PartnerMobile: +32 (0)477 700 541Email: pieterjan.kempynck@mindsandmore.biz
Francois Delvaux, PartnerMobile: +32 (0)495 242 986Email: francois.delvaux@mindsandmore.biz
Benny Van Calster, PartnerMobile: +32 (0)475 633 483Email: benny.van.calster@mindsandmore.biz
Myriam Vangenechten, PartnerMobile: +32 (0)477 508 640Email: myriam.vangenechten@mindsandmore.biz
Pascale Hall, PartnerMobile: + 32 (0) 472 445 983Email: pascale.hall@mindsandmore.biz
Grégoire Vanderveken, PartnerMobile: +32 (0)495 582 221Email: gregoire.vanderveken@mindsandmore.biz
Thomas Donck, PartnerMobile: +32 (0)494 566 844Email: Thomas.donck@mindsandmore.biz