This document discusses the importance of social media and social selling for businesses. Some key points include: - People trust recommendations from friends and family over company advertising. Employees are seen as more trustworthy sources than marketing. - Most adults are on Facebook and engage in online communities to research solutions before speaking to sales reps. - Social media allows sales teams to listen to discussions and respond supportively rather than with sales pitches. It provides opportunities to build relationships and access customer information. - All employees now have a role in marketing, sales and customer service through social media. Sales reps who use social selling are more likely to meet their quotas. - The document provides tips for sales reps to engage on social media

1. ©2014 Heidi Willbanks

2. ©2014 Heidi Willbanks

3. Jay Baer 2014
©2014 Heidi Willbanks

4. • Social media and email are the only
forms of marketing where personal
and commercial collide.
• Social media success depends on
employees, not branded marketing
efforts.
• Social media should be about people,
not logos.
©2014 Heidi Willbanks

5. • 92% of Americans trust recommendations
from family and friends. (Nielsen 2012)
• 47% of Americans trust advertising from
companies. (Nielsen 2012)
• 90% of Millennials say their friends are the
most credible source of product information.
(SocialChorus 2013)
• 41% of people believe employees are more
trustworthy than a company’s CEO or
PR/Marketing department. (Edelman 2013)
©2014 Heidi Willbanks

6. • 71% of online American adults are on
Facebook.
• 18% of online American adults are on Twitter.
• The average Facebook user has 338 friends.
(Pew 2013, 2014)
• The average Twitter user has 208 followers.
(Beevolve, 2012)
©2014 Heidi Willbanks

7. nimble.com
©2014 Heidi Willbanks

8. • Buyers are 60 – 70% through the buying process before
they speak to a sales rep.
• Buyers engage in online communities, get feedback from
peers, research solutions prior to sales conversations.
• Sales teams need to be
in a position to listen and
monitor what is being said
in these forums and be
able to respond with
thoughtful, value-adding
responses, not sales
pitches.
©2014 Heidi Willbanks

9. • Social media
channels offer
opportunities to
build relationships
• Access information
on customers,
prospects, alliances
and partnerships
©2014 Heidi Willbanks

10. Sales reps should
be constantly
monitoring and
listening to what is
being said and
engaging in
discussions when
appropriate.
©2014 Heidi Willbanks

11. Group contacts by specific segments:
• Competition
• Customers
• Prospects
©2014 Heidi Willbanks

12. Social intelligence
provides:
• New opportunities if sales
team is monitoring and
listening to their channels
properly
• The ability to minimize time
spent researching,
prospecting and identifying
trigger events
©2014 Heidi Willbanks

13. • Today, every employee
is in marketing, sales
and customer service.
• Social is becoming an
essential job skill.
• Sales reps who have leveraged social
selling in their sales process are
79% more likely to attain their quota
than those who don’t.
(Aberdeen Research Group)
©2014 Heidi Willbanks

14. ©2014 Heidi Willbanks

15. • Connect with customers, prospects and
influencers
– Follow individuals
– Like brand pages
• Like your brand’s updates
• Share relevant updates with specific
people/groups, or, when appropriate, publicly
on your page
• When sharing photos, tag your brand and the
people in them (including yourself)
©2014 Heidi Willbanks

16. • Complete your profile
– Profile photo
– Experience
– Add videos and SlideShares
• Grow your network
– Connect with customers, prospects, colleagues
– Join industry-specific groups and contribute to
conversations
• Share your brand’s updates
– With your entire network
– In appropriate groups
• If your updates are about your brand, make sure to tag
the company page
©2014 Heidi Willbanks

17. • Retweet, reply to your brand’s tweets
• Connect with customers, prospects, thought
leaders
– Follow those accounts
– When someone follows you back, reply with a
thank you
– Don’t send direct messages
– If someone mentions or retweets your brand,
follow them
• Listen to what people are saying about your
brand and respond when appropriate
©2014 Heidi Willbanks

18. ©2014 Heidi Willbanks

19. • Twice a day, respond to
any tweets addressed
to you.
• Share content and
tweets from your
brand, customers and
thought leaders.
• Share your brand’s
content, industry news,
thought leader
updates.
• Join groups. Share
content in groups and
engage in discussions.
• Comment and ask
questions on your
company page and
User Group.
• Respond to comments
on your wall or on your
brand’s content.
• Promote your brand’s
posts on your page,
either publicly or to
specific lists.
©2014 Heidi Willbanks