Post on 13-Apr-2017
THE BUYING MOMENTHow to Listen, Engage and Capitalize on Social Signals from Your Buyers
“Green Boots” You have to keep on moving!
MY SOCIAL SELLING JOURNEY
THE PROBLEM
90%of decision makers say they never respond to cold outreach. -CEB
76%of sales emailsare never opened. -TOPO
vGenerating Leads vs. Adoption Rate
Social Selling Opportunity
DATA TRUMPS INTUITION
Cold Calling vs. Social Selling
SOLUTION
THE SOCIAL SELLING PROCESS
It’s all about the leads!Ken Krogue
I have now picked up the “social scent”
SOCIAL TRIGGERS
5
Boolean Search Can Be Magical!
72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely
to engage with a strong professional brand.
TRACKING & ROI
Social Selling Tracking in Salesforce.com
8,272 Qualified Leads in 7 Months.
LinkedIn Sales Navigator – HireVue Sales Pipeline Creation
January 2015 February 2015 March 2015 April 2015 May 2015 June 2015 July 2015
Sales Pipeline in $ from LinkedIn
Sales Navigator
10.3M Sales Pipeline in 7 Months
• Nosocialsellingprocess,cultureorgoals.
• NowayoftrackingsocialsellingeffortsandROI.
• Lackofexecutivebuy-in.
• Daily,weekly,andmonthlysocialsellingtrainingscustomizedforeachsalesteamrespectively.
• 93%socialsellingadoption.
• 10.3Minsalespipelinein7months.
• Biggestmid-marketdealclosedwithin24hrs.-$50k.
Q & A
Download Slides: http://www.embedsocialselling.com