Social Selling - Integrating Social Media Into Your Sales Process

ClosingBigger.net@ShaneGibson@ShaneGibson

Social Selling Integrating Social Media into Your Sales Process

with Shane GibsonAuthor & Professional Speaker

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Saying you don’t believe in social

media is like saying you don’t believe

in the internet

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“The Customer Owns Your Brand”

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900 million 1.4 Billion

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175 300 Million

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400 million updates/day

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ClosingBigger.net@ShaneGibson

6 Billion Hours of Video/mo

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Selling

“… is about creating an environment where an

act of faith can take place”

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Trust

• Value added frequent contact consistently over time.

• More value and more time means more trust

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ClosingBigger.net@ShaneGibson

Jim KeenanA Sales Guy Consulting

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Sales Cycle

RelationshipBuildingModel

WarmingUp

The Call1

BreakingTheIce

UncoveringBuying

MotivesThe

SalesProposal

HandlingObjections

ClosingTheSale

6

Add-onsAnd

Up Sells 7 2

3

5 4

Invite and EngageAt Every

Step

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ClosingBigger.net@ShaneGibson

Who’s Mitch?

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Nano-Markets & Nano-Tribes

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ClosingBigger.net@ShaneGibson

CATEGORY

USERS NON-USERS

RETAIN DEVELOP REGAIN GAIN

AAbsolute

BBeneficial

CConvenient

High Yield& LargerInvestment

Lower Yield& SmallerInvestment

Pro-Active &High Relation-ship Selling

Passive &Lower Rela-tionship Selling

The ABC‘s of Targeting

ClosingBigger.net@ShaneGibson

Calls

1st

2nd

3rd

4th

5th & Onward

Converted

2 of 100

3 of 98

4 of 95

10 of 91

81 of 81

Percentage

2%

3%

4%

10%

81%

(100 Competitor’s Clients Converted)

Sales Conversion Ratio

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

Listening

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Business Intelligence

• Search.Twitter.com• Facebook Search• Nimble Chrome Plugin• Linkedin.com home• Tweetreach.com

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Score Keeping?

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Stakeholder Spotting

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Twitter Search (Local)

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ClosingBigger.net@ShaneGibson

Inte

l/D

ata

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ClosingBigger.net@ShaneGibson

LinkedIn Home Feed

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Social Selling CRM

SCRM

SocialemailValues

PreferencesData

RelationshipHistory

Business IntelPersonal Intel

360 view

SCRM

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Nimble CRM

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SocialProximity

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Expert Curator• Sharing Tools• Industry Blogs• Google Alerts• Geographic and Vertical Specific News• Experts list on Twitter• Zite• Linkedin.com/ Pulse

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Linked Bookmarklet

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Social Selling Success1. Identify Your Your “A” Category Prospects

and Customers2. Pick the Right Platforms3. Apply social to the whole sales cycle4. Implement Listening and Engagement

Strategy5. Create focused content/conversations 6. Use a social crm like Nimble7. Follow-up follow-up follow-up

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Lets Connect

iTunes Social Media Podcast

http://closingbigger.net

http://twitter.com/ShaneGibson

http://ca.linkedin.com/in/shanegibson/