Social Selling Roadshow, Dublin Part 2 of 2 - Hallmarks of Social Seller
Social Selling, the new reality? Inside Sales World Dublin 2016 AAISP
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Transcript of Social Selling, the new reality? Inside Sales World Dublin 2016 AAISP
Social Selling, the new Reality? Laura Nuhaan
@TheAndetaGroup @LauraNuhaan #SocialSelling #ISW2016
Limitless
Customer 2.0 has turned off all the screaming
In which degree has your (inside) sales changedin the 2 last years?
More than 1 million B2B sales people will be redundant in in 2020*
-25%
-33% -15%
+10%
B2B Sales Archetypes obv *Forrester onderzoek
You sell more if you stop selling!
People buy from companies/people because they know & trust them not because a sales rep just calls them
Social selling is when sales people use social media to find and engage with prospects and nurture and build long term relationships in close cooperation with marketing.
it’s all about the right message,at the right time, through the right channel for the right person!
+ + =+
1
• Align• Manage the funnel• Plan• Identify
2
•Be seen•Listen•Engage
3• Activate• Existing customers
9 steps
Heb je een social selling strategieEn wat zijn jouw succesfactoren?
1. ALIGN
Flip de funnel: Account Based Marketing
21
2. KNOW YOUR CUSTOMER64% of companies indicate they understand their customers well 24 %
Of the customers agree
How well do you know the (online) buying journey of your most important customers?
EN CONSISTENT
I’m JennyHR management at a middle size Dutch
Comoany (>250 FTE)
“Train Sales to Live In Your Prospects world and change the way prospects perceive your sales persons”
Mark Roberge SVP Sales and Services
26
M Sweezey
3. ENGAGE
Emotional-----------------------------Rational
Entertain (virals, quizzes,
games)
Inspire(reviews,
endorsements, quotes)
Educate(trend reports,
articles, guides)
Convince(data sheets,
webinars, case studies)
Awareness------------------------------Action
Relevant content = buyer persona + customer insight +journey
Do you have personalized content and messaging for your customers and how do you ensure success?
Align Sales Proces met het KOOPPROCES
Shifting Buyer Concerns. Bron: Customer centric Selling, the NARO group
4. NURTURE
5. STIMULATE ADVOCACYOnly 30% of people trust brands
34
6. BE AGILE Agile projects 3 X higher success rate than a waterfall process at lower costs
Omarm technology 7. EMBRACE DATA & TECH
@LauraNuhaan @theandetagroup [email protected]
Free digital readiness scan&
excerpt bookL Next era selling
Gewenst?
Marketing
A- klanten
B C klanten
Sales
traditioneel
Customer service
Inside Sales
Social selling is when sales people use social media to find and engage with prospects and nurture and build long term relationships in close cooperation with marketing.
*Toutapp
SAP’S 6 success factors41
1. Tight integration between Marketing and Sales2 Strong marketing enablement program. 3. Lots of relevant content 4. Content should be designed from the customer’s perspective. 5. Sales professionals must add their perspectives 6. Social selling experts embedded in each geographic region
Maggie Fox, senior vice president of marketing at global technology company SAP