ROADMAP TO SUCCESSFULLY EXPLOITING SOCIAL TO BOOST MARKETING & SALES
33
Social Selling: Sales & Marketing Alignment
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Transcript of ROADMAP TO SUCCESSFULLY EXPLOITING SOCIAL TO BOOST MARKETING & SALES
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?
Images can be added behind device
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?!
416-409-4999
Linkedin.com/in/jamestshanks
@jamietshanks
