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How to Sell More with Social 
Every Employee, Every Deal, Every Time 
Michael Idinopulos, PeopleLinx CMO
Join the conversation on Twi!er 
@ThueLMadsen #KISSwebinar
Your Presenter 
Michael Idinopulos – CMO - @michaelido 
! 
! Michael is currently Chief Marketing Officer at PeopleLinx. H...
Join the conversation on Twi!er 
@Michaelido #KISSwebinar
Table of Contents 
1 Section One – What is social selling? 
2 Section Two – Why social selling? 
3 Section Three – How do ...
WATCH WEBINAR RECORDING NOW
What is Social Selling? 
1
What is Social Selling? 
Section One 
Leveraging digital social 
networks to create and nurture 
relationships which enhan...
Social Selling is… 
Section One 
…endorsing a customer on LinkedIn. 
…running LinkedIn searches for outbound targets. 
…li...
Social Selling is NOT… 
Section One 
…delivering the hard sell on LinkedIn. 
…closing deals on Twi"er. 
…a replacement for...
Why Social Selling? 
2
Reps Sell More By Using Online Social Networks 
Section Two 
Source: Aberdeen Group 
64%! 
55%! 
54%! 
49%! 
48%! 
42%! 
T...
Social Touches Every Inch of the Sales Funnel… 
Section Two 
Outbound: target identification 
Lead generation! Inbound: tr...
…and Every Role in the Organization 
Marketing 
Section Two 
Leverage employee social networks to build 
brand awareness a...
Start Your Free KISSmetrics Trial 
LOG IN WITH GOOGLE
How do we get there 
from here? 
3
Social Selling Maturity Model 
Section Three
Social Selling Maturity Model 
Section Three
Step 1: Random acts of social 
Section Three
The problem is…it’s random 
Section Three
Step 2: Corporate Social Broadcasting 
Section Three
People want to hear from people 
84% 
trust personal 
recommendations 
Section Three 
v. 15% 
trust recommendations 
from ...
The problem is…it’s not social 
Section Three
Step 3: Employee training 
Section Three
The problem is…it’s not sticky or scalable 
Section Three
Step 4: Sales Process Integration 
Section Three
With process integration comes standardization 
Section Three
With standardization comes measurement 
Section Three
With measurement comes optimization 
Section Three
Step 5: Predictive Optimization 
Section Three
With measurement comes optimization 
10 
9 
8 
7 
Clicks LinkedIn Twi!er 
6 
5 
4 
3 
Section Three 
Monday Tuesday Wednes...
Content shelf life varies dramatically by network 
100.0% 
90.0% 
80.0% 
70.0% 
Content Performance LinkedIn Twi!er 
60.0%...
What if you knew… 
Section Three 
…where social interactions influenced pipeline and 
deal closes? 
…which social networks...
Where is your team on the maturity model? 
Section Three
Questions? 
Michael Idinopulos 
CMO 
PeopleLinx 
@Michaelido 
midinopulos@peoplelinx.com 
Thue Madsen 
Marketing Associate...
THANK YOU 
Michael Idinopulos 
CMO at PeopleLinx
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How to Sell More With Social Selling: Every Employee, Every Deal, Every Time

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How to Sell More with Social Every Employee, Every Deal, Every Time Michael Idinopulos, PeopleLinx CMO
Join the conversation on Twitter @ThueLMadsen #KISSwebinar
Your Presenter Michael Idinopulos – CMO - @michaelido ! ! Michael is currently Chief Marketing Officer at PeopleLinx. He previously served as Chief Customer Officer at Socialtext, bringing the first social software inside corporate, nonprofit, and government organizations. Before joining Socialtext, Michael was a consultant and global Director of Knowledge Technology with premier strategy consultancy McKinsey & Company, where he led pioneering enterprise deployments of blogs, wikis, and social networking. Michael holds a Ph.D. in philosophy from U.C. Berkeley and currently lives in Philadelphia with his wife and three children.
Join the conversation on Twitter @Michaelido #KISSwebinar
What is Social Selling? Section One Leveraging digital social networks to create and nurture relationships which enhance your sales efforts.
Social Selling is NOT… …delivering the hard sell on LinkedIn.! ! …closing deals on Twitter.! ! …a replacement for talking to prospects.! ! …a magic bullet for making quota.!
Why Social Selling?
Reps Sell More By Using Online Social Networks
Social Touches Every Part of the Sales Funnel…
…and Every Role in the Sales Organization Marketing
Leverage employee social networks to build brand awareness and generate leads.
How do we get from there to here?
Social Selling Maturity Model
Step 1: Random acts of social
The problem is…it’s random
Step 2: Corporate Social Broadcasting
Broadcasting is not social 84% trust personal recommendations Section Three v. 15% trust recommendations from brands
The problem is…it’s not social
With measurement comes optimization
Step 5: Predictive Optimization
With process comes measurement
With measurement comes optimization
Content shelf life varies dramatically by network
What if you knew… …where social interactions influenced pipeline and deal closes? …which social networks offer your company maxim al ROI as measured by pipeline generation and closed deals? …when is the optimal time in the deal cycle for the rep to connect with a prospect on LinkedIn?
Where is your team on the maturity model?

Publié dans : Ventes, Médias sociaux, Marketing
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How to Sell More With Social Selling: Every Employee, Every Deal, Every Time

  1. 1. How to Sell More with Social Every Employee, Every Deal, Every Time Michael Idinopulos, PeopleLinx CMO
  2. 2. Join the conversation on Twi!er @ThueLMadsen #KISSwebinar
  3. 3. Your Presenter Michael Idinopulos – CMO - @michaelido ! ! Michael is currently Chief Marketing Officer at PeopleLinx. He previously served as Chief Customer Officer at Socialtext, bringing the first social so#ware inside corporate, nonprofit, and government organizations. Before joining Socialtext, Michael was a consultant and global Director of Knowledge Technology with premier strategy consultancy McKinsey & Company, where he led pioneering enterprise deployments of blogs, wikis, and social networking. Michael holds a Ph.D. in philosophy from U.C. Berkeley and currently lives in Philadelphia with his wife and three children.
  4. 4. Join the conversation on Twi!er @Michaelido #KISSwebinar
  5. 5. Table of Contents 1 Section One – What is social selling? 2 Section Two – Why social selling? 3 Section Three – How do you get there from here?
  6. 6. WATCH WEBINAR RECORDING NOW
  7. 7. What is Social Selling? 1
  8. 8. What is Social Selling? Section One Leveraging digital social networks to create and nurture relationships which enhance your sales efforts.
  9. 9. Social Selling is… Section One …endorsing a customer on LinkedIn. …running LinkedIn searches for outbound targets. …liking a client’s Facebook post. …sharing the company’s latest blog post on Twi"er, LinkedIn, Fac ebook, and Google+. …studying prospects on LinkedIn and Twi"er before a meeting. …following key accounts on Twi"er. …retweeting a client.
  10. 10. Social Selling is NOT… Section One …delivering the hard sell on LinkedIn. …closing deals on Twi"er. …a replacement for talking to prospects. …a magic bullet for making quota.
  11. 11. Why Social Selling? 2
  12. 12. Reps Sell More By Using Online Social Networks Section Two Source: Aberdeen Group 64%! 55%! 54%! 49%! 48%! 42%! Team quota attainment! Renewal rate! Forecast accuracy! Social Sellers! All Others! n=182! 30%!
  13. 13. Social Touches Every Inch of the Sales Funnel… Section Two Outbound: target identification Lead generation! Inbound: traffic generation Qualification! Opportunity! Upsell! Referral! Qualify leads based on social profiles! Research prospects before pitch Engage with customers A!ract referral leads! Awareness! Influencers, content marketing!
  14. 14. …and Every Role in the Organization Marketing Section Two Leverage employee social networks to build brand awareness and generate leads. Cultivate thought leaders on Twi!er. Inside Sales Outbounding: Use LinkedIn to generate call lists based on target market criteria; research leads (LinkedIn, Twi!er, Facebook) before calling. Inbound leads: Qualify inbound leads using LinkedIn & Twi!er data before passing on to Outside Sales. Outside Sales Research prospects for role, interests, work history, etc. (LinkedIn, Twi!er, FB) Connect to late-stage prospects (LinkedIn, Twi!er) Non-Sales Roles “Everyone’s in Sales”. Share interesting content and celebrate company success across social networks. Leverage social graph.
  15. 15. Start Your Free KISSmetrics Trial LOG IN WITH GOOGLE
  16. 16. How do we get there from here? 3
  17. 17. Social Selling Maturity Model Section Three
  18. 18. Social Selling Maturity Model Section Three
  19. 19. Step 1: Random acts of social Section Three
  20. 20. The problem is…it’s random Section Three
  21. 21. Step 2: Corporate Social Broadcasting Section Three
  22. 22. People want to hear from people 84% trust personal recommendations Section Three v. 15% trust recommendations from brands Source: Gartner
  23. 23. The problem is…it’s not social Section Three
  24. 24. Step 3: Employee training Section Three
  25. 25. The problem is…it’s not sticky or scalable Section Three
  26. 26. Step 4: Sales Process Integration Section Three
  27. 27. With process integration comes standardization Section Three
  28. 28. With standardization comes measurement Section Three
  29. 29. With measurement comes optimization Section Three
  30. 30. Step 5: Predictive Optimization Section Three
  31. 31. With measurement comes optimization 10 9 8 7 Clicks LinkedIn Twi!er 6 5 4 3 Section Three Monday Tuesday Wednesday Thursday Friday Saturday Sunday
  32. 32. Content shelf life varies dramatically by network 100.0% 90.0% 80.0% 70.0% Content Performance LinkedIn Twi!er 60.0% 50.0% 40.0% 30.0% 20.0% 10.0% 0.0% 1st hour Two Weeks 3.5 days Section Three
  33. 33. What if you knew… Section Three …where social interactions influenced pipeline and deal closes? …which social networks offer your company maxim al ROI as measured by pipeline generation and clos ed deals? …when is the optimal time in the deal cycle for the r ep to connect with a prospect on LinkedIn?
  34. 34. Where is your team on the maturity model? Section Three
  35. 35. Questions? Michael Idinopulos CMO PeopleLinx @Michaelido midinopulos@peoplelinx.com Thue Madsen Marketing Associate KISSmetrics @ThueLMadsen tmadsen@kissmetrics.com
  36. 36. THANK YOU Michael Idinopulos CMO at PeopleLinx

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