Jill Rowley - Operationalizing & Scaling Social Selling
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Transcript of Jill Rowley - Operationalizing & Scaling Social Selling
#SalesSummit | @jill_rowley
#SalesSummit | @jill_rowley
#SocialSelling: How many of your Sales Reps hit quota?
Do you want 66% greater quota attainment?
Jill Rowley3/13/13
#SalesSummit | @jill_rowley
#SocialSelling Royalty Court
#SalesSummit | @jill_rowley
Four pillars of #SocialSelling framework
• •
• •
4. ROI $$$ 1. ABCing
2. Sharing Content
3. Social Listening
$
#SalesSummit | @jill_rowley
1. ABCing builds your network and brand
Use Social Networks like LinkedIn and Twitter to Find, Listen, Relate, Connect, Engage, and Amplify buyer, buying committee and their
sphere of influence.
#SociallySurround
#SalesSummit | @jill_rowley
2. Sharing content transforms you into a thought leader
Content is the Currency of the Modern Sales Professional. Use content to build trust, to be
perceived as a subject matter expert, be visible when/where buyers are learning and
to improve velocity of deal.
#ContentConnoisseur
#SalesSummit | @jill_rowley
3. Social listening makes cold calls “warm”
Social Listening for Leads (from a Sales Perspective). Will require change to resource
allocation.
#HelloWarmLeads
#SalesSummit | @jill_rowley
4. ROI allows you to measure impact
Measure what Matters. Initially, will measure activity. Need to invest in process and tools to measure pipeline and revenue contribution.
#ShowMeTheMoney
#SalesSummit | @jill_rowley
Social Evangelism scales when ROI is proven
#SalesSummit | @jill_rowley
Start today! Always Be Connecting