Social Selling - leveraging social media for enterprise sales
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Social Selling - leveraging social media for enterprise sales
- 1. SOCIAL SELLING February 6, 2014
- 2. PHILOSPOPHY
- 3. The Challenger Sale A Challenger is defined by the ability to do three things: • Teach • Tailor • Take control Build a pitch that leads to your solution, not with it.
- 4. The Challenger Sale Before even talking about your capabilities, teach customers about a problem they didn’t even know they had - one that you can solve better than your competitors.
- 5. Here is your challenge Your customer has changed the way they communicate with the world. What are you doing to change the way you communicate with them?
- 6. B TO B SOCIAL
- 7. BtoB Social
- 8. BtoB Social
- 9. BtoB Social
- 10. BtoB Invented Social • Support forums • Webinars • Message boards • User communities • 3:1 ROI on advertising
- 11. BtoB & BtoC Social The differences between B2C social and B2B social are also the strengths of B2B social: • Smaller audiences • More focused conversations • Higher revenue per conversion • Users more rational than emotional
- 12. BtoB Social
- 13. BtoB Social
- 14. BtoB Social
- 15. BtoB Social
- 16. Social role in BtoB funnel
- 17. Social role in BtoB funnel
- 18. BtoB Social – Path to success • Leverage spending to gain an advantage while it is still cheap • Move quickly • Content is cheap, attention is expensive, social is your medium of choice to arbitrage yourself to success
- 20. Communication channels VISION PLAN EVALUATE SELECT White Papers Analyst Reports Blogs Podcasts Solution Directory High-Level Collateral Detailed Collateral Demonstrations Webcasts Case Studies Industry / Company Websites Direct Mail / Email Campaigns Business Requirements Functional Requirements Source: KnowledgeStorm 2007 Short List
- 21. STORY 1
- 22. Story
- 23. Story
- 24. Story
- 25. Education
- 26. Global Social Media AOR http://Share.Cisco.com
- 27. STORY 2
- 28. Story 2
- 29. Story 2
- 30. Result 2
- 31. JOE’S TOOLS
- 32. Blog
- 33. LinkedIn
- 34. Twitter
- 35. Facebook
- 36. Google+
- 37. Slideshare
- 38. YouTube
- 39. DOES IT WORK?
- 40. Yes!
- 41. Yes! - now at 275+ Likes
- 42. Yes! – real time after post
- 43. Yes!
- 44. Yes! – social referrals by far biggest
- 45. Follow me: • http://JoeKoufman.com • http://AgencySparks.com
- 46. THANK YOU