WelcomeWhere  Does  Social  Selling  Fit  In  Your  Sales  Process?

Hello!Thanks  for  joining  us  today

Social  Selling  brings  value  to  every  stage  of  your  buyer’s  journey.  However,  many  companies  struggle  to  see  how  these  tactics  can  be  applied  throughout  this  process.

What  is  the  ROI  of  Social  Selling?

How  do  Social  Selling  tactics  fit  within  your  current  sales  process?

Which  Social  Selling  tools  matter  the  most?

Jamie Shanks

Welcome

Gabe Larsen

Social  Selling  Effectiveness

The  Buyer’sJourney

BeyondRandom  Acts  of  Social

Behavioral  ChangeSupport

Questions

Schedule

Social  Selling  Effectiveness

72.6%  of  salespeople  using  Social  Selling  as  part  of  their  sales  process  outperformed  

their  sales  peers.According  to  Aberdeen  Group

The  average  cold  calling  

appointment  rate  is  2.5%Source:  CEB

The  Buyer’s  Journey

74%Of    B2B  buyers  conduct  more  than  half  of  their  research  online  before  talking  to  a  sales  person.

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

If  you  don’t  educate  the  buyer,  others  will.

Leveraging  connections’  connections

Social  Selling  Tactics:  Sphere  of  Influence

Ideal LinkedIn Profile

Social  Selling  Tactics:  Multi-­Touch  Routine

Interact  1-­1  withcustomers  and  prospects

Social  Selling  Tactics:  1-­1  Engagement

• Title

Beyond  Random  Acts  of  Social

63.4%

41.2%of  Social  Sellers  report  an  increase  in  their  company’s  sales  revenue...

…versus  only  

of  non-­Social  Sellers

Sources:  Sales  for  Life:  The  State  of  Social  Selling   – 2016  

Survey:  Leveraging  Social  Increases  Revenue

Sources:  Sales  for  Life:  The  State  of  Social  Selling   – 2016  

Reps  Don’t  Know  How  to  Use  Social

72%  of  sales  professionals  believe  that  they  are  not  proficient  with  Social  Selling

Company  Support  is  Lacking

Digital  Transformation

SalesDrives  action  and  accountability  to  the  

sales  team

MarketingDevelops  the  systems  and  content  that  creates  opportunities  for  sales

Sales  EnablementEstablishes  the  environment  for  continuous  learning  and  

development

Key  Players  Involved:  Accountability   &  Ownership

Behavioral  Change  with  Support

Learning  LoopCreate  Behavioral  Change

Behavioral  Change  Learning  Loop

Behavioral  Change  Example

Tools  without  the  right  supportLinkedIn  Navigator  without  proper  support  is  like  having  a  gym  

membership:  success  is  very  limited.

CRM  Integration

CRM  Integration=

The  Key  ToMeasuring  ROI

✓Rep  Activity

✓Opportunity  Sources

✓Revenue  Influenced

$5  Yielded  in  6  monthsFor  every  $1  spent

Questions?