Why Social Selling is Key to Hit your Quota

OUR SPEAKERS

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Brian McDowellVP of Sales

SocialChorus

Brandon CrawfordSenior Director,

Sales and Market DevelopmentSocialChorus

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64%

of sales teamsthat use social selling

reach their quotas

of sales teams whodon’t reach their quotas

49%

(The Aberdeen Group)

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Who is the modern buyer?

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CURRENT REALITIES… AGE OF THE CUSTOMER

Buyer Tendencies Buyer TendenciesOver 70% of B2B purchase decision makers use social media to help them decide (Dell)

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Customers are already 57% through the purchase process before they approach a supplier (Corporate Executive Board)

THE IMPACT OF SOCIAL SELLING

79% of sales reps that incorporated social selling achieved their quota over the last calendar or fiscal year compared to 43% of the Industry Average.

Aberdeen Group

Success Rates

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CUSTOMER BUYING TIMELINE

57% Complete

Customer Due Diligence Begins

Customer First Contact with Supplier

Customer Purchase Decision

Through this period customer needs have been well-scoped, priorities set, requirements largely defined, solutions compared, and price is often being initially benchmarked

◈ 1,400 B2B customers

◈ 6000 reps worldwide

◈ Complex purchasing scenarios

◈ 700 individual customer stakeholders• Complex B2B purchases• 136 attributes

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Source: Sales Executive Council, The Five Chapters of Executive Selling, The Era of Insight Selling, Nov. 16 th, 2012

How does this change impact sales professionals?

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20202012

BIG IMPACT ON SALES PROFESSIONALS

Number of B2B sales professionalsin the United States2

A recent report from Forrester Research predicts that there will be over 1M less B2B sales reps employed in 2020 compared to 2012

VS

Source: “The Death of A (B2B) Salesman” Forrester Research, Inc., April 13 th, 2015

4.5M

3.5M

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INDIVIDUAL CHANGE

LOW Probabilityof Change

You don’t haveto change.

Survival is optional.E. Deming

Crisis

Critical

Concerned

Aware

Neutral

Satisfied

Education

Trigger

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What are the most effective ways to reach out to potential buyers?

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PROSPECTING

2010

Identify target contact Craft prospectingscript with hook

Call/email/call/email/call

Until they replyor you give up

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PROSPECTING TODAY

2016

Contact with value

Ask for a meeting

Contact with value

Contact with value

Contact with value

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RELATIONAL PROSPECTING

MAINTAINING A NETWORK CONSISTING OF THE RIGHTCONTACTS THAT WILL RESPOND TO REASONABLE REQUESTS

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Connection Content Cadence

Social Selling

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SOCIAL NETWORKS

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SOCIAL ENGAGEMENT CONTINUUM

WHERE ARE YOU?

No engagementat all, may have social

media accounts

Visits on aninfrequent basis,

accepts link/contact request

Uses for brief research and tracking of contacts

& companies

Reads and likes/comments on content and posts

Develops or finds& posts content

Inactive Spectator Researcher Critics Creators

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LINKEDIN’S PERSPECTIVE

LinkedIn surveyed1,500 B2B purchasers/influencers who werein Director+ positions on the network

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PERSONALIZED

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Corporate objectives &

vision

Challenges: Customer,

competitive, technical, financial

Relevant to role, department,

location

CONNECTING WITH VALUE

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GENERALSHARING

RESEARCHCONTACTS

REACH OUTWITH VALUE

IDENTIFY IDEAL CONTACTS

SEND REQUESTS WITH RELEVANCE

3 MINUTES PER DAY

◈ Post, like, share or comment on at least 1 piece of useful information

◈ Update your network based on research and sales activity ◈ Share relevant content with targeted contacts

◈ Other Activities:◈ Join a group◈Ask or answer a group questions

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Content Strategy

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ARM YOUR SALES TEAM

◈ Provide your sales team with relevant content on a consistent basis

◈ Marketing and sales alignment

◈ Platform to broadcast valuable content to sales teams and those in the field

◈ Everything employees need to be successful social sellers

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SOCIALCHORUS IS AN EMPLOYEE COMMUNICATIONS

PLATFORM FOR COMPLEX, DISTRIBUTED WORKFORCES

WE HELP SALES TEAMS FIND AND SHARE VALUABLE CONTENT

◈ Market trends and analysis

◈ Industry newsfeeds

◈ Relevant thought leader posts

◈ Company marketing content

◈ Product and solution updates

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INSIGHTS AND ANALYTICS

◈ Employees can easily shareapproved content

◈ Track EMV and advocacy

◈ Top posts by shares

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ALREADY, 13 OF THE FORTUNE 100 HAVE PARTNERED WITH US SO THEIR EMPLOYEES CAN THRIVE.

5.5M 160+ 20Employees in SocialChorus-

powered networksBranded mobile apps

deployed to app stores

Of the Fortune 200 companies are

customers

INTERESTED IN LEARNING MORE?

Request a Customized Demo844.WRK2LFE

http://www.socialchorus.com/tour info@socialchorus.com

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Thank You!

Thank You!