#SocialSelling Market and Sell to the Modern Buyer
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Transcript of #SocialSelling Market and Sell to the Modern Buyer
Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
#SocialSellingMarket & Sell to the Modern Buyer
@jill_rowley#SocialSelling
Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
#SalesSummit
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This Funnelholic Sales Summit is sponsored by the following:
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The ABC’s of Social Selling – Always Be Connecting
@jill_rowley#SocialSelling
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Traditional Selling vs #SocialSelling
@jill_rowley#SocialSelling
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78% of Sales Using Social Media
Outsell Their Peers
@jill_rowley#SocialSelling
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Customers expect companies to feel personal and authentic
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ADAPT OR DIE BE REPLACED Become transparent, responsive, & collaborative or else risk being “left in the dust” by competition
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HOW? share the unedited voices & personalities of your employees!
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Buying process has changed
Buyers are self-educating via SEARCH & SOCIAL
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57% of the buying process done before engaging sales
Then NowVS.
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92% of B2B buyers start search on web…
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82% of the world’s online population can be reached by SOCIAL NETWORKS
Source: insites-consulting.com
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Superpower of peer2peerYou Your future
advocate @ACME&
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Buyer to Company: 33% trust
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Buyer to Buyer: 92% trust
@jill_rowley#SocialSelling
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Meet the Modern Buyer
Well-informedDigitally-driven
Socially-connectedMobile & Empowered
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Unlimited access to real-time information about your company, products,
competitors, customers, industry experts and influencers
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You need more tools!
Would you try to maintain your territory with only
hammer & nails? (Phone & Email)
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Use Social Networks to Find, Listen, Relate, Connect, Engage & Amplify your buyers and
their sphere of influence
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Content:
R E A D what your buyers are reading and share that
content across your Social Networks
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The on ContentThe
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1. Buyer-centric LinkedIn profile
2. The Art of a LinkedIn Invite
3. Sphere of Influence training
4. LinkedIn groups
5. Advanced Search in LinkedIn
6. LinkedIn Contacts
7. LinkedIn Job Change alerts
8. Share content
@jill_rowley#SocialSelling
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Add a Professional Photo
To edit your photo in LinkedIn:1. Log onto LinkedIn 2. Choose Profile -> Edit Profile3. Click on the camera icon 4. Upload a professional photo
(choose edit photo to replace your current photo)
5. Save changes
Represents your personal brand
#SocialSelling @jill_rowley
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The Good, the Bad, and The Ugly
#SocialSelling
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1. Pick a simple and short username (this is your brand)2. Create a personal profile3. Upload a good picture (no eggheads!)4. Include your LinkedIn URL in your bio5. Listen first, find your voice6. Follow influencers and experts in your field; Create lists7. Share things that are useful and relevant to your followers8. Do no just self-promote or share your stuff9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #SuperSocialChat #MillenialTalk
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#SuperSocialChat – April 14, 2014
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Personal Branding on Twitter
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“You are NOT a logo”
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78% of Sales Using Social Media
Outsell Their Peers
@jill_rowley#SocialSelling
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The ABC’s of Social Selling – Always Be Connecting
@jill_rowley#SocialSelling
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QUESTIONS?