Social Selling:Sales & Marketing Alignment

Today’s Goal: provide you tactics to improve your sales & marketing alignment

The Big ProblemYour customer is learning and shaping their buying decisions!

57%of the buying journey is done BEFORE a sales rep is involved.

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.

Reality of the new buyer

If you’re not providing new insights to your buyer, your competitors will gain their attention!

What is Social Selling?

Businesses are moving aggressively towards Social Selling

How can I get my Digital Machine going?

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3 Level’s of Digital Selling

Triggers: “Sphere of Influence” Selling

Selling with Insights: Digital War Rooms

Digital Transformation: Content Consumption Story

Level #1 Triggers: “Sphere of Influence” Selling

What is the “Sphere of Influence”?

Existing Clients

Past Employees

Competitors

Vendors/Partners

Alumni

Past Employees

Internal Champions

Competitors

Introductions

4.2x greater chance of opportunity,

based on a personal relationship

AVG employee changing jobs every 2.5 years!

Solution: LinkedIn Job Change Alerts

Search “Past not Current” clients

Routine: Check your Alerts – Daily!

Level #2 Selling with Insights – Digital War Room

Build the starting team

Marketing: Sales:Sales:

Demand Generation Real-Time InboundInbound Nurture

Demand Generation launches a campaign

Minutes matter with inbound leads

Immediate triggers for a call

Immediate insights for a contextual call

Leverage “Sequences”

Level #3 Digital Transformation – Content Consumption Story

Not adding value early enough

Buying Journey “Blindspot”

BLIND!!!

Content Consumption Story

Create an Insights Factory

Sales part of the Content Creation process

Window Time

Did you now see additional value

in becoming a Social Selling machine?!

jamie@salesforlife.com

416-409-4999

Linkedin.com/in/jamestshanks

@jamietshanks