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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyof...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
RESUMÉ or MARKETING/SALES/INFLUENCE PLATFORM?
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
22
Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
24
Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
25
Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
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Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen.
This document remains the propertyo...
Build Social Selling Into Your Sales Processes
Build Social Selling Into Your Sales Processes
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Build Social Selling Into Your Sales Processes

Sample slides from Carpe Diem Consulting's November 2015 seminar. Discusses the new buyer journey, and how social media needs to be integrated within specific sales workflows.

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Build Social Selling Into Your Sales Processes

  1. 1. 1 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential BuildSocialSelling IntoYour Sales Processes
  2. 2. 2 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential
  3. 3. 3 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential
  4. 4. 4 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential4 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 01 WHY BOTHER?
  5. 5. 6 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential IN 2012, 72.6% OF SALES PEOPLE USING SOCIAL MEDIA AS PART OF THEIR SALES PROCESS OUTPERFORMED THEIR SALES PEERS AND EXCEEDED QUOTA 23% MORE OFTEN* A Sales Guy Consulting Jan 2013
  6. 6. 7 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential CURRENT PERFORMANCE BENEFITS OF SOCIAL SELLING Source: Aberdeen Group, June 2012 64% 55% 54% 46% 49% 48% 42% 38% Total team attainment of sales quota Customer renewal rate Sales forecast accuracy Percent of sales reps achievingquota Percentageofattainment n = 182 Users of Social Selling All others
  7. 7. 8 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential8 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 02NEED TO ENGAGE EARLY
  8. 8. 9 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential ULTIMATE EARLY EARLY WE DON’T SELL HOW BUYERS BUY™ TYPICAL SALES PROCESS SUSPECT PROSPECT ENGAGE QUALIFY PROPOSE DEFEND CLOSE CHOICE OF 3 CHOICE OF 2 Listen for when Status Quo is shattered SEO, Content, Social Media How can we shatter the Status Quo? LATEBUYER ENGAGEMENT STATUS QUO SHATTERED SEARCH AROUND PROBLEM FRAME PROBLEM & SOLUTION TALK TO PEERS & EXPERTS START ENGAGING PROVIDER CALM PROCUREM’T PROCESS NEW BUYER’S JOURNEY
  9. 9. 10 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential SALES TRIGGERS Bad experience with current supplier1 Awareness of need to change – to avoid a problem 2 Change of company or job role3
  10. 10. 11 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential11 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 03BOILING DOWN SOCIAL MEDIA
  11. 11. 12 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential PUBLISHING COMMUNITY LISTENING 3 KEY SOCIAL MEDIA SKILLS 1 2 3
  12. 12. 13 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential RESEARCH Prior to meeting a prospect LISTEN to identify new opportunities SEARCH to identify new prospects LEVERAGE NETWORKS to be introduced to new prospects TRACK prospects and customers to identify opportunities PUBLISH content of interest to display expertise MONITOR job/role changes to identify sales triggers MONITOR competitors
  13. 13. 14 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential14 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 04LINKEDIN PROFILES
  14. 14. RESUMÉ or MARKETING/SALES/INFLUENCE PLATFORM?
  15. 15. 16 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential
  16. 16. 17 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential17 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 05SPECIFIC WORKFLOWS
  17. 17. 18 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential RESEARCH Prior to meeting a prospect LISTEN to identify new opportunities SEARCH to identify new prospects LEVERAGE NETWORKS to be introduced to new prospects TRACK prospects and customers to identify opportunities PUBLISH content of interest to display expertise MONITOR job/role changes to identify sales triggers MONITOR competitors
  18. 18. 20 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential RESEARCH Prior to meeting a prospect LISTEN to identify new opportunities SEARCH to identify new prospects LEVERAGE NETWORKS to be introduced to new prospects TRACK prospects and customers to identify opportunities PUBLISH content of interest to display expertise MONITOR job/role changes to identify sales triggers MONITOR competitors
  19. 19. 21 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential
  20. 20. 22 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential22 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 06VALUE THROUGH CONTENT
  21. 21. 23 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential23 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 07 CONNECTING on LINKEDIN
  22. 22. 24 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential24 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential 08SOCIAL SELLING CAMPAIGNS
  23. 23. 25 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential SOCIALLEAD GENERATIONPROGRAM Target – who, what, how & why Build the list Interests? Issues? Pains? Trends? Content offer Problem solution Qualified lead DIGITAL OFFLINE CONVERSATIONPLAN NON-DIGITAL IDENTIFY RESEARCH APPROACH WITH VALUE PERMISSION AUTOMATE NURTURING Continue and connect Trigger events INDIVIDUAL NURTURE
  24. 24. 26 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential26 Build Social Selling Into Your Sales Process | Copyright © 2015 Bruce IanRasmussen. This document remains the propertyof Bruce Ian Rasmussen andis confidential m. +61 414 878 714 e. brucerasmussen@carpe-diem.com.au In. au.linked.com/in/bruceras tw. @bruceras w. carpe-diem.com.au

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