Selling at the Point of Need
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Slidedeck of Social Selling University's webinar, "Selling at the Point of Need," with Koka Sexton and Adam Metz.
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Selling at the Point of Need
- 1. Selling At The Point of Adam Metz, The Social Concept Koka Sexton, InsideView
- 2. Adam Metz Adam Metz is the VP of Business Development at The Social Concept. Metz has consulted with nearly 100 companies on how to acquire, manage, monetize and retain customers from the social web. Metz’s book, The Social Customer, was released on 9/16/11 and has hit #1 on the Amazon Internet Marketing charts. Koka Sexton Koka Sexton is the Founder of Social Selling University and Director of Social Marketing at InsideView. He learned to leverage social media as a sales person and now educates sales teams how to leverage tools like LinkedIn, Twitter and other social networks to drive sales productivity.
- 3. • We’re mid-senior sales and marketing professionals • We have limited experience with sales enablement technology • We have some experience with social media • Can’t really say if social is driving our income
- 6. The “ Knows” know the difference between Red Zone, Dead Zone & Maintain Zone know how to leverage social for proactive outbound calls know a valid reason to call customer or decision maker
- 7. $100k+ $50-100k $50k or less account account account potential potential or potential or past or past 12 mo. past 12 mo. 12 mo. Closing in next 14 days Red Zone Maintain Zone Maintain Zone Closing in 15- 29 days Red Zone Dead Zone Dead Zone Closing in 6- 26 weeks Red Zone Dead Zone Dead Zone
- 8. Control the Process -- Win the Sale
- 10. Mergers & Acquisitions • Following mergers and acquisitions gains industry insights • Who’s spending money? • Are your customers affected? • Will this impact your opportunity? • Did your prospect just get absorbed?
- 11. Mergers & Acquisitions Screenshot
- 12. Leadership Changes • Deals rely on executive sponsorship • When those sponsors leave, what happens to your opportunity?
- 14. Sudden Spike/Drop In Web Traffic Screenshot
- 15. Partnerships • Who are your customers working with? • Growth opportunities for new business
- 16. New Offerings • Are they growing? • Expanding into new markets?
- 18. Cost Cutting • Customer having layoffs? • Closing facilities?
- 20. The Three Steps To Social Sales 1. Get a social sales enablement solution (We’ll give you a free one in the next few minutes) 2. Do a team pizza/laptop lunch where you flag every reference account you’ve worked with and every current prospect 3. Read your social sales email every morning - it should arrive around 5 a.m.
- 21. FRE E
- 22. 1. Ideally, the whole sales team should use the same solution 2. To make it fun, give a prize (bottle of wine or something) to the team member with the most reference accounts 3. You’ll see an enormous uptick in reasons to call, immediately, once all reference accounts and prospects are “loaded” in your system
- 24. Q&A Starters • Our sales team really has a problem with....how can we turn it around in 4-6 weeks? • Our VP of sales doesn’t allow us to....how do we do x? • Tell me about the differences between an enterprise social sales solution and and SMB social sales solution!
- 25. Q&A Starters • I have a customer that’s not ever on social media - what do we do? • None of my decision makers use social media - now what?
- 27. Participate in Social Selling University Webinars, download books and whitepapers, and catch up on the latest strategies in social selling on the blog
- 28. Receive DAILY alerts of Accurate email, phone news and trigger events of number, company, and your prospects and accounts social media information Find out how you are connected to people within each company
- 29. 60 Days Free http://www.thesocialconcept.com/store/metz-customer-community-silver/ CODE: IVFREE0513
- 30. 50 attendees will receive a copy of Amazon's #1 best-seller: The Social Concept by Adam Metz “Don’t just buy this book: invest in the content. Actually, invest time to implement the content.” Jeffrey Gitomer, author of The Little Read Book of Selling and Social BOOM! “Read The Social Customer and lead in your industry. Adam gets you up to speed quickly on social business, whether you’re in marketing, sales, service, product development, international – or running the company.” Anneke Seley, Founder and CEO Phone Works
- 31. Thank Adam Metz, The Social Concept Koka Sexton, InsideView