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Security social selling e book2

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NeuronLeaders
NeuronLeaders

This document discusses using neuroscience and social selling techniques to improve sales effectiveness. It recommends learning the science behind how the brain responds to social engagement and content. Coaching from experts can help professionals overcome fears and learn proven methods. The document promotes practicing social selling skills using interactive tools that are intuitive and customizable. Case studies show how these neuroscience-based social selling approaches helped companies generate more qualified leads and sales at lower costs than traditional methods.

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N E U R O N S O C I A L S E L L I N G
Introduction We could bore you with a bunch of research facts and figures and blah, blah, blah but thats stuff you already know. So lets cut to the chase. How do top pros take 10 strokes off their golf game?
Why? Winners do three things that losers dont: Learn the science of the swing Work with a coach Practice what theyve learned
Whats Failing? Not enough quality leads Cant connect with a Decision Maker Not able to prospect efficiently
Whats Succeeding? Compelling Social Content Improved Social Selling Skills Turnkey Social Selling Systems
STEP 1: Learn the science of the swing Lets first learn the science behind social selling. It starts with the word social. You cant be social without engaging. You dont engage with monkeys (well, most of the time). You engage with people. Those people have brains. The science of understanding how to engage with those brains is called neuroscience
Our Triune Brain Harvard University discovered that 90% of our decision-making is subconscious. Neuroscientists know that our emotional Limbic System and instinctual R-Complex usually overrides our logical Neocortex. Well also act 3X more often to avoid a pain than gain a gain. So how do you hook a prospect on LinkedIn?
The Lizard Lounge Our Reptilian Complex is instinctual. It responds to fear, loss, or harm. It likes video, pics, & storiesnot copy, facts or figures. Other social selling experts say find compelling content to get LinkedIn responses. How? Tell stories about risks & consequences suffered by similar prospects. Because facts tell and stories sell
The Reptilian Risk Did you hear about XYZ company? They just got fined $1M for violating California Civil Code 1798 because they didnt know about the encryption safe harbor Abundant fear is locked inside every prospects instinctual reptilian brain. The key is telling scary stories that reveal Unknown Risks. We cant resist a train wreck headline.
STEP 2: Learn from a coach As sales & marketing pros, we must face our own fears. If we ask for help, will that make us look bad? Ask golf pro Phil Mickelson if he cares what people think. He makes millions because hes not afraid to work with a coach.
Are you still using old school lead gen? Ungated content downloads Email or lead gen services Telemarketing 351 Inquiries = 1 Closed Deal* BASIC BANT MQL *Sirius Decisions study
Is it time to try new school Social Selling? 351 Connects = 7 Closed Deals* ADVANCED SOCIAL SQL LinkedIn Social Skills & Introductions Compelling Neuron Social Content Action-driving Neuron Messaging *Average client actual results
Are you using the other guys for social selling? They teach you basic social selling Its not neuroscience-based You create content & do the work Sales Rep Time: >15 hours per week
Work with the best IT & IS Social Selling Coaches
Proven Results Partial Client List
NEURON SOCIAL SELLING We teach you Neuron Social Selling We make the LinkedIn introductions Turnkey: We create content & do it all Sales Rep Time: <5 hours per week
STEP 3: Practice what youve learned
Why Sales Enablement? Proper practice requires the best equipment, but most sales enablement tools are ineffective because theyre not intuitive, easy-to-use, or just-in-time customizable.
Old School Playbooks Difficult to Use Difficult to Update Difficult for Channels 50+ pages
Dynamic Interactive Sales Playbook
Optional Web & Mobile Apps
Old School New School A client success story
Trained and coached 150+ Account Executives Completed 15+ successful social selling campaigns funded by HP, IBM, & VMware 500+ qualified opportunities, tens of millions in closed sales Delivered Interactive Video Surveys & Dynamic Interactive Sales Playbooks They offer a unique combination of cutting-edge digital marketing, neuroscience messaging, and social analysis and profiling, as well as expert sales coaches on prospect calls. I highly recommend them for social selling. Lisa Dreher, VP Marketing Another client success story
Client event success story 148 RSVPs (99%) 75 Dir, VP, CxOs LinkedIn Social Selling 100% 1st Level Connects After-event Meetings <$200 per SAL
helped us build and implement a world-class lead nurturing program. Beyond that, their expertise and experience helped ensure that the program resonated with our specific target prospects to achieve the best results possible. Dave Martin, Director of Product Marketing We set very aggressive targets and timelines to improve the global salesforces effectiveness and productivity. [They] provided us with insights, guidance, and high quality solutions that enabled us to realize significant gains in our sales team's ability to execute. Matthew Weaver, Senior Director of Global Enablement a unique, quality-driven approach to lead generation that stays focused on the task at hand - generating great opportunities for our partners. Nicole Boss, Product Manager [Now] we have been introduced to a number of high quality contacts at organizations that can actually use our products and services. What is most surprising though is the professionalism and expertise of the individuals that have been on the calls with us. Terry Murray, Regional Sales Director A few client endorsements
White Paper Downloads $10K 177 Unqualified Inquiries 8 MQLs Total (Not Guaranteed) $1,477 per MQL Average NADA Social Selling Pilot Program $5K + $1K per salesperson 269 Qualified Connects 5 SALs per Rep (Guaranteed) $199 per SAL Maximum Workshop + Profiling Social Selling Coaching Video + eLearning Course LinkedIn Analysis & Scoring Start with a Pilot Program MQL = Marketing Qualified Lead SAL = Sales Accepted Lead
The Difference Lowest Cost-per-SAL Available Neuron Messaging & Interactive Video Dynamic Interactive Sales Playbooks Turnkey Social Selling & Enablement Patent-pending Social Selling System Onsite & Web Social Selling Coaching
N E U R O N S O C I A L S E L L I N G b re e d @ c u s t o m a t r i x . c o m 4 0 8 - 7 71 - 7 4 91

More Related Content

Security social selling e book2

  • 1. N E U R O N S O C I A L S E L L I N G
  • 2. Introduction We could bore you with a bunch of research facts and figures and blah, blah, blah but thats stuff you already know. So lets cut to the chase. How do top pros take 10 strokes off their golf game?
  • 3. Why? Winners do three things that losers dont: Learn the science of the swing Work with a coach Practice what theyve learned
  • 4. Whats Failing? Not enough quality leads Cant connect with a Decision Maker Not able to prospect efficiently
  • 5. Whats Succeeding? Compelling Social Content Improved Social Selling Skills Turnkey Social Selling Systems
  • 6. STEP 1: Learn the science of the swing Lets first learn the science behind social selling. It starts with the word social. You cant be social without engaging. You dont engage with monkeys (well, most of the time). You engage with people. Those people have brains. The science of understanding how to engage with those brains is called neuroscience
  • 7. Our Triune Brain Harvard University discovered that 90% of our decision-making is subconscious. Neuroscientists know that our emotional Limbic System and instinctual R-Complex usually overrides our logical Neocortex. Well also act 3X more often to avoid a pain than gain a gain. So how do you hook a prospect on LinkedIn?
  • 8. The Lizard Lounge Our Reptilian Complex is instinctual. It responds to fear, loss, or harm. It likes video, pics, & storiesnot copy, facts or figures. Other social selling experts say find compelling content to get LinkedIn responses. How? Tell stories about risks & consequences suffered by similar prospects. Because facts tell and stories sell
  • 9. The Reptilian Risk Did you hear about XYZ company? They just got fined $1M for violating California Civil Code 1798 because they didnt know about the encryption safe harbor Abundant fear is locked inside every prospects instinctual reptilian brain. The key is telling scary stories that reveal Unknown Risks. We cant resist a train wreck headline.
  • 10. STEP 2: Learn from a coach As sales & marketing pros, we must face our own fears. If we ask for help, will that make us look bad? Ask golf pro Phil Mickelson if he cares what people think. He makes millions because hes not afraid to work with a coach.
  • 11. Are you still using old school lead gen? Ungated content downloads Email or lead gen services Telemarketing 351 Inquiries = 1 Closed Deal* BASIC BANT MQL *Sirius Decisions study
  • 12. Is it time to try new school Social Selling? 351 Connects = 7 Closed Deals* ADVANCED SOCIAL SQL LinkedIn Social Skills & Introductions Compelling Neuron Social Content Action-driving Neuron Messaging *Average client actual results
  • 13. Are you using the other guys for social selling? They teach you basic social selling Its not neuroscience-based You create content & do the work Sales Rep Time: >15 hours per week
  • 14. Work with the best IT & IS Social Selling Coaches
  • 16. NEURON SOCIAL SELLING We teach you Neuron Social Selling We make the LinkedIn introductions Turnkey: We create content & do it all Sales Rep Time: <5 hours per week
  • 17. STEP 3: Practice what youve learned
  • 18. Why Sales Enablement? Proper practice requires the best equipment, but most sales enablement tools are ineffective because theyre not intuitive, easy-to-use, or just-in-time customizable.
  • 19. Old School Playbooks Difficult to Use Difficult to Update Difficult for Channels 50+ pages
  • 21. Optional Web & Mobile Apps
  • 22. Old School New School A client success story
  • 23. Trained and coached 150+ Account Executives Completed 15+ successful social selling campaigns funded by HP, IBM, & VMware 500+ qualified opportunities, tens of millions in closed sales Delivered Interactive Video Surveys & Dynamic Interactive Sales Playbooks They offer a unique combination of cutting-edge digital marketing, neuroscience messaging, and social analysis and profiling, as well as expert sales coaches on prospect calls. I highly recommend them for social selling. Lisa Dreher, VP Marketing Another client success story
  • 24. Client event success story 148 RSVPs (99%) 75 Dir, VP, CxOs LinkedIn Social Selling 100% 1st Level Connects After-event Meetings <$200 per SAL
  • 25. helped us build and implement a world-class lead nurturing program. Beyond that, their expertise and experience helped ensure that the program resonated with our specific target prospects to achieve the best results possible. Dave Martin, Director of Product Marketing We set very aggressive targets and timelines to improve the global salesforces effectiveness and productivity. [They] provided us with insights, guidance, and high quality solutions that enabled us to realize significant gains in our sales team's ability to execute. Matthew Weaver, Senior Director of Global Enablement a unique, quality-driven approach to lead generation that stays focused on the task at hand - generating great opportunities for our partners. Nicole Boss, Product Manager [Now] we have been introduced to a number of high quality contacts at organizations that can actually use our products and services. What is most surprising though is the professionalism and expertise of the individuals that have been on the calls with us. Terry Murray, Regional Sales Director A few client endorsements
  • 26. White Paper Downloads $10K 177 Unqualified Inquiries 8 MQLs Total (Not Guaranteed) $1,477 per MQL Average NADA Social Selling Pilot Program $5K + $1K per salesperson 269 Qualified Connects 5 SALs per Rep (Guaranteed) $199 per SAL Maximum Workshop + Profiling Social Selling Coaching Video + eLearning Course LinkedIn Analysis & Scoring Start with a Pilot Program MQL = Marketing Qualified Lead SAL = Sales Accepted Lead
  • 27. The Difference Lowest Cost-per-SAL Available Neuron Messaging & Interactive Video Dynamic Interactive Sales Playbooks Turnkey Social Selling & Enablement Patent-pending Social Selling System Onsite & Web Social Selling Coaching
  • 28. N E U R O N S O C I A L S E L L I N G b re e d @ c u s t o m a t r i x . c o m 4 0 8 - 7 71 - 7 4 91