際際滷

際際滷Share a Scribd company logo

Sales for life social selling presentation final

Download as PPTX, PDF
Jamie Shanks
Jamie Shanks

Emerging trends in sales teams show that traditional sales tactics like phone calls and emails are becoming less effective as buyers now do most of their research online before engaging with sales reps. This is leading reps to struggle with quotas and constant lead generation. The key is for reps to add value from the start by engaging buyers online through social media and content where most research is now done, rather than relying on traditional tactics after the majority of the buying process is already complete. Social selling approaches that focus on relationship building and influencing buyers early in their journey have been shown to significantly increase sales quotas, revenue, and deal sizes for organizations that train their reps properly.

1 of 22
Downloaded 12 times
What are emerging trends with sales teams?
Reps are hitting a sales roadblock In 2012, 40% of B2B sales reps didnt hit quota! The phone & email has become less effective.
Reps sick of scratching & clawing for deals Every month, the sales rep feels like they start at 0 Few reps have a perpetual lead gen machine
Reps struggling with cold calling Part of the job description but HATED!
Reps are seen as just sales reps! No Value sales rep Invisible sales rep
But the Fundamental Challenge is: Your buyer has changed! 70% of their buying process is done, BEFORE your sales reps involvement Decision-Makers need corporate buy-in (committees)
Result: Youre losing deals, long before youve realized theyre lost! Clients are discovering & trusting your competition first, because theyre adding value online. Long before your reps start a phone relationship.
The buyer is discovering with or without you! 83% of B2B buyers, began their journey online. Your competitors planting Inception right now.
First to shape the buyer wins! 65% of buyers choose the company that was first to add VALUE
50% of deals are lost when reps add NO VALUE! ENTER THE DEADZONE! No value in asking have you reviewed our proposal yet? Interviewed 1,200 decision-makers of SME & Enterprise companies. These are the top problems they had with other sales reps. 30% = Too much contact via phone & email 8% = Far too aggressive in their approach 9% = Lacked conveying value to my needs
XO Communications Story the buying process in a SOCIAL world NOVEMBER 2012 Realizes sales reps current sales tactics, will no longer sustain a competitive advantage. Approaches management about new Social Selling process. He will train all 220+ sales reps world-wide.
Begins researching potential Solutions Early December 2012 Discovers a webinar on Social Selling 3 LinkedIn Tactics you didnt know Recording August 2012. Placed on LinkedIn Groups now ranking high on Google Searches. Turns out, Vorsight is a trusted vendor. The Sphere of Influence is very important. After looking at our LinkedIn page, he notices Vorsights recommendation & a competitor.
December 10th, 2012 The Decision-Maker planned on choosing a vendor by mid-January. He began to invite top vendors to present their solutions. 70% of his buying process was done, And we havent met yet! .VS. The presentation is RFP like. The educated buyer knew exactly what he wanted in a vendor. Which vendor can demonstrate their ability to accomplish his goals? We won January 14th, 2013.
Question to ask your team Are you not leaving Social Breadcrumbs? How will you add value EARLY, and be found?
Social Selling constantly outperforms 79% of sales reps hit sales quota (up 20%) 16.3% increase in corporate revenue 8.9% increase in average deal size Social Selling teams always outperform!
Example with Sphere of Influence Client Success Story Competitive Insights Followers The Decision-Maker @ your Client 1st Degree Connections
Sales for life social selling presentation final
Sphere of Influence Grows
Sales for life social selling presentation final
Sales for life social selling presentation final
Client Success Story Monitoring Triggers User of Cision Uses Competitor Look to fire incumbent Hello, we missed you Win for
Social Selling Training How do we add value for your team? Turn reps into personal branding machines Help create Inception + value with prospects Create new sales leads never thought possible

More Related Content

Sales for life social selling presentation final

  • 1. What are emerging trends with sales teams?
  • 2. Reps are hitting a sales roadblock In 2012, 40% of B2B sales reps didnt hit quota! The phone & email has become less effective.
  • 3. Reps sick of scratching & clawing for deals Every month, the sales rep feels like they start at 0 Few reps have a perpetual lead gen machine
  • 4. Reps struggling with cold calling Part of the job description but HATED!
  • 5. Reps are seen as just sales reps! No Value sales rep Invisible sales rep
  • 6. But the Fundamental Challenge is: Your buyer has changed! 70% of their buying process is done, BEFORE your sales reps involvement Decision-Makers need corporate buy-in (committees)
  • 7. Result: Youre losing deals, long before youve realized theyre lost! Clients are discovering & trusting your competition first, because theyre adding value online. Long before your reps start a phone relationship.
  • 8. The buyer is discovering with or without you! 83% of B2B buyers, began their journey online. Your competitors planting Inception right now.
  • 9. First to shape the buyer wins! 65% of buyers choose the company that was first to add VALUE
  • 10. 50% of deals are lost when reps add NO VALUE! ENTER THE DEADZONE! No value in asking have you reviewed our proposal yet? Interviewed 1,200 decision-makers of SME & Enterprise companies. These are the top problems they had with other sales reps. 30% = Too much contact via phone & email 8% = Far too aggressive in their approach 9% = Lacked conveying value to my needs
  • 11. XO Communications Story the buying process in a SOCIAL world NOVEMBER 2012 Realizes sales reps current sales tactics, will no longer sustain a competitive advantage. Approaches management about new Social Selling process. He will train all 220+ sales reps world-wide.
  • 12. Begins researching potential Solutions Early December 2012 Discovers a webinar on Social Selling 3 LinkedIn Tactics you didnt know Recording August 2012. Placed on LinkedIn Groups now ranking high on Google Searches. Turns out, Vorsight is a trusted vendor. The Sphere of Influence is very important. After looking at our LinkedIn page, he notices Vorsights recommendation & a competitor.
  • 13. December 10th, 2012 The Decision-Maker planned on choosing a vendor by mid-January. He began to invite top vendors to present their solutions. 70% of his buying process was done, And we havent met yet! .VS. The presentation is RFP like. The educated buyer knew exactly what he wanted in a vendor. Which vendor can demonstrate their ability to accomplish his goals? We won January 14th, 2013.
  • 14. Question to ask your team Are you not leaving Social Breadcrumbs? How will you add value EARLY, and be found?
  • 15. Social Selling constantly outperforms 79% of sales reps hit sales quota (up 20%) 16.3% increase in corporate revenue 8.9% increase in average deal size Social Selling teams always outperform!
  • 16. Example with Sphere of Influence Client Success Story Competitive Insights Followers The Decision-Maker @ your Client 1st Degree Connections
  • 21. Client Success Story Monitoring Triggers User of Cision Uses Competitor Look to fire incumbent Hello, we missed you Win for
  • 22. Social Selling Training How do we add value for your team? Turn reps into personal branding machines Help create Inception + value with prospects Create new sales leads never thought possible