Slidedeck of Social Selling University's webinar, "Selling at the Point of Need," with Koka Sexton and Adam Metz.

1. Selling At The
Point of
Adam Metz, The Social Concept
Koka Sexton, InsideView

2. Adam Metz
Adam Metz is the VP of Business Development at
The Social Concept. Metz has consulted with
nearly 100 companies on how to acquire, manage,
monetize and retain customers from the social
web. Metz’s book, The Social Customer, was
released on 9/16/11 and has hit #1 on the Amazon
Internet Marketing charts.
Koka Sexton
Koka Sexton is the Founder of Social Selling
University and Director of Social Marketing at
InsideView. He learned to leverage social media
as a sales person and now educates sales
teams how to leverage tools like LinkedIn,
Twitter and other social networks to drive sales
productivity.

3. • We’re mid-senior sales and
marketing professionals
• We have limited experience
with sales enablement
technology
• We have some experience
with social media
• Can’t really say if social is
driving our income

6. The “ Knows”
know the difference between Red
Zone, Dead Zone & Maintain Zone
know how to leverage social for
proactive outbound calls
know a valid reason to call customer
or decision maker

7. $100k+ $50-100k
$50k or less
account account
account potential
potential or potential or past
or past 12 mo.
past 12 mo. 12 mo.
Closing in
next 14 days
Red Zone Maintain Zone Maintain Zone
Closing in 15-
29 days
Red Zone Dead Zone Dead Zone
Closing in 6-
26 weeks
Red Zone Dead Zone Dead Zone

8. Control the Process -- Win the Sale

10. Mergers & Acquisitions
• Following mergers and acquisitions gains industry
insights
• Who’s spending money?
• Are your customers affected?
• Will this impact your opportunity?
• Did your prospect just get absorbed?

11. Mergers & Acquisitions
Screenshot

12. Leadership Changes
• Deals rely on executive sponsorship
• When those sponsors leave, what happens
to your opportunity?

13. Leadership Changes
Screenshot

14. Sudden Spike/Drop In Web Traffic
Screenshot

15. Partnerships
• Who are your customers working with?
• Growth opportunities for new business

16. New Offerings
• Are they growing?
• Expanding into new markets?

17. New Offerings
Screenshot

18. Cost Cutting
• Customer having layoffs?
• Closing facilities?

19. Custom Agents
Screenshot

20. The Three Steps To Social Sales
1. Get a social sales enablement solution (We’ll give you a
free one in the next few minutes)
2. Do a team pizza/laptop
lunch where you flag every
reference account you’ve
worked with and every current
prospect
3. Read your social sales
email every morning - it
should arrive around 5 a.m.

21. FRE
E

22. 1. Ideally, the whole sales team should use the
same solution
2. To make it fun, give a prize (bottle of wine or
something) to the team member with the most
reference accounts
3. You’ll see an enormous
uptick in reasons to call,
immediately, once all reference
accounts and prospects are
“loaded” in your system

24. Q&A Starters
• Our sales team really has a problem
with....how can we turn it around in 4-6
weeks?
• Our VP of sales doesn’t allow us to....how
do we do x?
• Tell me about the differences between an
enterprise social sales solution and and
SMB social sales solution!

25. Q&A Starters
• I have a customer that’s not ever on
social media - what do we do?
• None of my decision makers use social
media - now what?

27. Participate in Social Selling University Webinars,
download books and whitepapers, and
catch up on the latest strategies in social selling on the blog

28. Receive DAILY alerts of Accurate email, phone
news and trigger events of number, company, and
your prospects and accounts social media information
Find out how you
are connected to
people within
each company

29. 60 Days Free
http://www.thesocialconcept.com/store/metz-customer-community-silver/
CODE: IVFREE0513

30. 50 attendees will receive a copy of Amazon's
#1 best-seller: The Social Concept by Adam
Metz
“Don’t just buy this book: invest in the
content. Actually, invest time to
implement the content.”
Jeffrey Gitomer, author of The Little
Read Book of Selling and Social BOOM!
“Read The Social Customer and lead in
your industry. Adam gets you up to speed
quickly on social business, whether you’re
in marketing, sales, service, product
development, international – or running
the company.”
Anneke Seley, Founder and CEO Phone
Works

31. Thank
Adam Metz, The Social Concept
Koka Sexton, InsideView