What are the fundamentals of sales? Time is money, you must use technology to be more effective. With customers looking for help on social networks more than ever, social intelligence has the ability to drive more revenue. Delivered by Koka Sexton.

1. Social Selling
Leveraging Social Intelligence for B2B Sales
Teams
@kokasexton
| SLIDE :1

2. Sales experts and customers will share their insights
• How lead generation can be put into high gear
• Tested lead conversion strategies
• Social selling ROI
• How to increase customer retention
| SLIDE :2

3. Social Selling Does Not Exist
Without the Fundamentals
Sales DNA
Process
Training
Tools
Social Selling
SLIDE :3

4. | SLIDE :4

5. You Are Busy
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6. Your Prospects Are Busy Too!
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7. Be Different, Be Better
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8. “70% of the B2B buying process happens online”
SiriusDecisions Inc.
awareness consideration purchase
level of buyer activity
“We have a
project”
“I’m just
“We’ve
downloading
made a decision”
stuff”
“We’ve
shortlisted
vendors”
“I’m just browsing”
time

9. | SLIDE :9

10. 24% of a sales persons time is researching
Almost 10 hrs a week!
50% decrease in time researching
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customers and prospects.

11. | SLIDE :11

12. Data vs. Intelligence – CSO Insights
Win Rates
(2,000 Companies Studied)
52%
50.8%
50%
48%
45.9%
46%
44% 43.4%
42%
40%
No Tools Sales Data Sales Intelligence
Assuming $1M Quota, Intelligence vs. Data => 11% Revenue improvement

13. Tools Used by Inside Sales
Prospect/customer websites 73.5
LinkedIn 69.3
LinkedIn groups 38.8
Blogs 30.6
Facebook 26.5
Twitter 24.5
Google 8.2
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14. The Impact of Sales Intelligence
49%
48%
48%
47%
46%
45% Self Search
44% Tech Enabled
43%
43%
42%
41%
Win Rates
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15. "If a man does not know to what port he is
steering, no wind is favorable to him.”- Seneca

16. Where do I start?
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17. Know Your Customer
| SLIDE :17

18. Business Use of Social Media
60% of Decision Makers use Social Media
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19. Sales Can Add Value and Build a
Pipeline Using Social Media
SLIDE :19

20. Something is wrong!
B2B companies able to track leads from social media
No
Yes
0% 10% 20% 30% 40% 50% 60% 70%
| SLIDE :20

21. Sales and Marketing are not Aligned
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22. Empower Sales to be Super.
SLIDE :22

23. Effective use of Sales Intelligence
| SLIDE :23

24. Look for the Sales Triggers
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25. When you can spot an opportunity while it’s still a blip,
you have the opportunity to get ahead of the competition.
SLIDE :25

26. | SLIDE :26

27. Emulate the Borg
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28. Get Social
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29. 1:1 Sales | SLIDE :29

30. Sell to people NOT contacts
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31. Click on the images below
Track
Monitor
Connect Engage
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32. Engage in
communities
that discuss
topics and
issues that you
can help with.
Share
information that
your prospects
and customers
want.
SLIDE :32

34. Source: Lab42 SLIDE :34

35. The 5 Most Important Items to Update
Customize
headline
Add Photo
Add Websites
Add Twitter
Customize link
| SLIDE :35

36. Join the next evolution of sales
www.socialsellingu.com
| SLIDE :36