Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/kurt-shaver
Session Overview
As B2B buying habits have changed due to the Internet, Social Selling has proven to be an effective way to reach decision makers early in the sales cycle. Still, Social Selling has been a bottoms-up approach for most corporations. That is because apps like LinkedIn and Twitter are free tools that salespeople started using before most corporations implemented any standards or training.
Now, sales leaders are wondering how to manage social activities to achieve higher sales productivity. In this session, you will learn:
- The Current State of Corporate Social Selling
- 3 Steps to Building a Social Selling Culture
- New Methods for Managing a Social Selling Team
25. #SalesSummit | @kurtshaver
The Players
VP of Sales
Goals and
Executive Support VP Marketing
Creator of Content
Enthusiastic Top Rep
Lead by Example
26. #SalesSummit | @kurtshaver
The Players
VP of Sales
Goals and
Executive Support VP Marketing
Creator of Content
Enthusiastic Top Rep
Lead by Example
Sales Manager
Reinforce during
Account Reviews
27. #SalesSummit | @kurtshaver
The Players
VP of Sales
Goals and
Executive Support VP Marketing
Creator of Content
Enthusiastic Top Rep
Lead by Example
Sales Manager
Reinforce during
Account Reviews
Sales Ops
Communications
and Measurement
47. #SalesSummit | @kurtshaver
2. Training Options
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Miller-Spin-
Centric
48. #SalesSummit | @kurtshaver
2. Training Options
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Traditional Sales
Training Company
Miller-Spin-
Centric
49. #SalesSummit | @kurtshaver
2. Training Options
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Traditional Sales
Training Company
Miller-Spin-
Centric
Certified Social
Selling Specialist
50. How are we going to pay
for social sales training?
1. Take from other budgets
2. Co-op funds for resellers
3. Roll up of assn. or dealers
4. Rep’s own wallet (reimburse?)
5. HR career development funds
52. What has been your
highest viewed post
this month?
Does anyone here
have high-level
connections at that
account?
How many new
appointments have
you booked using
LinkedIn?
58. #SalesSummit | @kurtshaver
Find Out How Your Team is Doing
• 10 LinkedIn KPIs
• Compare to industry
benchmarks
• Establish baseline
59. #SalesSummit | @kurtshaver
Find Out How Your Team is Doing
thesalesfoundry.com/score
*Report fee waived through April for qualified companies of 25+ reps
• 10 LinkedIn KPIs
• Compare to industry
benchmarks
• Establish baseline