The value of Social Selling has led many corporations to increasingly value social leads over traditional lead-gen, a trend that's part of a new generation of sales strategy dubbed Sales 2.0. Yet with any major paradigm shift, all the chatter may amount to nothing if the underlying structure of the sales organization remains unchanged. The traditional sales structure (Sales 1.0) follows a model of clearly defined roles, segmented responsibilities, and specialization. Social selling necessitates greater flexibility and the ability to develop relationships throughout the sales process. Join us to learn how to optimize your team for social selling: Create roles for your team and accountability structures that facilitate the challenges and opportunities of social selling. Maximize your team’s follow up on social leads. Establish best practices for the cultivation of relationship with your customers. Foster a culture of listening within your sales team.

1. Reengineering for the Age of Social Selling:
Structuring the Modern Sales Team
#SMTLive

2. Join the Conversation…
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3. Our Speakers
Jill Rowley After six years in Consulting and thirteen years in Sales at Salesforce.com and at Eloqua, Jill
made an about-turn in her career: She now leads Oracle’s Social Selling and Social Business initiatives.
Jill is currently responsible for evangelizing and enabling Oracle's global sales team on the Why, What,
and How of Social Selling. As an award winning, top selling sales executive, Jill utilized social media in
her selling process. She mastered the art, and as a result is one of the most referenced experts in
today's shifting world of B2B sales and marketing. @jill_rowley
Anneke Seley, CEO and Founder, Reality Works Group, has a vision for Sales 2.0. It includes revenue generating teams working together using insights about customers and business return, enabled by
technology, to improve the buying/selling experience and results for both the buyer and the seller. She
and her team at Reality Works Group work hands-on with clients to build or improve sales team
performance with inside sales and social selling. @annekeseley
Sandy Carter, IBM General Manager, Ecosystem Development and Social Business Evangelist and
Author, is responsible for IBM’s worldwide relationship with independent software vendors (ISVs),
which contribute to approximately one-third of IBM’s revenue. She also manages the key partnerships
with the development, academic, and venture capital communities which comprise IBM’s industryleading ecosystem of influencers, and is focused on critical areas of business ecosystems like big data,
cloud, mobile, social, and analytics. @sandy_carter
Paul Dunay, moderator, is an award-winning B2B marketing expert with more than 20 years’ success in
generating demand and creating buzz for leading technology, consumer products, financial services
and professional services organizations. @PaulDunay
#SMTLive

4. Statistics show 78% of Sales
Professionals Using Social Media
Outsell Their Peers

5. Buying process has changed
Buyers are self-educating via
Search & Social

6. 57% of buying process is done
prior to engaging with Sales

7. 92% of B2B buyers start search
on web…

8. 82% of the world’s online
population can be reached by
Social Networks

9. The Power of Peer to Peer

10. Company to Buyer: 33% Trust

11. Buyer to Buyer: 92% Trust

12. Meet the Modern Buyer
Well-informed
Digitally-driven
Socially-connected
Mobile & Empowered

13. Unlimited access to real-time information
about our company, products,
competitors, customers, industry
experts and influencers

14. Why Social Selling?
Social media is where
• 1 of 5 minutes is spent online
• 3 in 5 IT decision makers
learn about new products
• 57% of decision made before
Sales contact
• 30% more team attainment of sales quota
• 21% more reps achieve quota
• 15% increase in customer renewal rate
14
Source: OgilvyOne, The Future of Selling, http://www.slideshare.net/OgilvyWW/the-future-of-selling-6010688
Aberdeen Group, Collaborate, Listen, Contribute: How Best-in-Class Sales Teams Leverage Social Selling, Nov 2012
© 2013 IBM Corporation

15. Who is a Social Seller?
• A Trust-builder
• An Idea challenger
• A Customer Advocate
• A Conversation Partner
15
• THE Go-to Person
“The Best Reps are not just
present in Social Media, they
position themselves as
credible and
influential sources
in customer networks”
- Sales Executive Council
© 2013 IBM Corporation

16. Five Keys to Social Selling
5
4
3
2
1
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Build your Social Graph
Know your Prospects & Customers
Know their Influencers
Engage & Respond with Speed
Celebrate your Customers
© 2013 IBM Corporation

17. Join us next week for…
12/5 Customer Service for the New Customer: Transitioning to a
Real-Time Service Model
http://socialmediatoday.com/customer-service-new-customer-webinar