Selasdia - Find Tell Sell
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Selasdia is a product designed specifically for B2B marketing and sales. We call it the robotic B2B salesman. It is designed around a very simple B2B process that involves just three steps: Find, Tell, Sell. In the first step (Find), Selasdia finds and builds a lists of potential buyers (partially qualified leads) by locating people with the Budget and Authority. In the second step (Tell), Selasdia tries to make the people in the partially qualified list aware of your product by nurturing them. In the third step (Sell), Selasdia looks for signals that could help it confirm the presence of the remaining two parameters needed for full qualification (Need and Time). When it detects these signals, it alerts you to the possibility of the lead converting.
Transcript of Selasdia - Find Tell Sell
Introducing
The Robotic Salesman
which can help you
Find Prospects Tell Prospects Sell
[email protected]. Tell. Sell.
Find Prospects
Build lists of partially qualified prospects
Nurture Prospects
Build awareness that you can offer a certain service
B2B Marketing Process
Complete the qualification of prospects
Sell
Find, Tell, Sell: a three-step process for B2B marketing and sales
[email protected] Marketing Process
Selasdia
Selasdia
Find Prospects
Nurture Customers
Build Awareness
Sell
Using social media
Searching the web
By nurturing relationships
Using social context and cues
[email protected] Prospects
Find Prospects
Method 1
Listen to keywords related to what you sell on social media and find out who’s inquiring or expressing a need.
[email protected] Prospects
Find Prospects
Method 2
Find communities or groups that your prospects are likely to join and analyze their members.
[email protected] Prospects
Find Prospects
Method 3
Disseminate content related to what you’re selling and let leads find you.
[email protected] Prospects
Partial Qualification of Prospects
Caveat
You can only partially qualify prospects by these methods. Full qualification will have to be done by the inside sales team.
The Heizenberg Uncertainty Principle of Digital B2B Marketing
[email protected] - Nurture Customers
Tell – Nurture Prospects
Listen on Social Media. Identify engagement opportunities. Engage. Nurture a relationship. So when the time is right, they’ll think of you.
[email protected] - Promote Awareness
Tell – Raise Awareness
Interact with Prospects
Like, Share, Respond
And Become Known
Keep Track of Conversations
[email protected] - Build Audience
Tell – Build an Audience
Content marketing works only when there are no big fish in the pool. Build your own pool (audience of followers).
Doing the hard math. Will your content be found by your leads?
Sell
Finally
Ranks Prospects by Interest or Period of Nurturing
Escalate from Social Media to Email and Telephone
Map Prospects to the Travel Schedule of the C-Level Sales Team
