B2B Social Selling Masterclass for Sales Leaders

Mike BlackadderFounder and [email protected]

B2B Social Selling Masterclass

Andy SadlerVP [email protected]

@ArtesianS #SocialSelling #TheresAnotherWay

Proprietary & Confidential ©2015 Artesian Solutions Limited

This session

Some history – is Social Selling a new thing? Social Selling – What, Why and How? Enabling and Measuring your teamWhat next?

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Want to hear the whole recorded presentation?

We’ve included the video at the end of this deck for you

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Question: “What do you think Social Selling is”?

a) Using insights about a customer to create and maintain a connectionb) Using Social Media to connect with customersc) Using LinkedIn to find mutual connections or interestsd) A way to close dealse) All of the above


The Challenge we all face in B2B Selling

How to put the customer at the heart of everything we do?

Act as the 1930’s seller in 2015….

..it’s all about engagement………..

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Aaron O'Dowling-Keane

The challenge we face with our teams...


1930s– Harold6


In the 1930's you would have had a couple of Harolds...


1996 - Andy7


In the 90's you would have had Andys (maybe even me)


2015 – Lucy8


But now you need Lucy...

80% 20%

“Thinking of a typical meeting with a vendor sales team or person how would you characterise their agenda in your

interactions”

About the Seller About the Buyer

Source: Forrester, Global Executive Buyer Insight Online Survey

Aaron

Buyers are not satisfied with your sales team

Social?

Social?

Social Media?Socialising?LinkedIn?

A social interaction organised around a common purpose

Connecting with people in context


Social Selling in Action: Meet the Parents!

How would you make this meeting go well?

Research & Context

Aaron

How would you get your team ready for this situation?


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Social Selling for Business

B2B Social Engagement : Three pillars15

Target more effectively Use insights to focus on the right things

Connect with their agendaUnderstand your customers/prospects world.Share in contextUse appropriate channels to build customer centered relationships

Social Listening, Every Day

RelationshipGives you a reason to connect, let

them know they are importantEg: Winning an award

RiskHighlights there may be areas for

concernEg: Announcement of job losses

SalesGives you an opportunity to sell or align a product to your customer

Eg: They may be expanding, won a deal or had a management change

CommunityGet to know your customer’s world

and what's important to themEg: Their competitors, customers

and industry

Triggers

Social Selling for Account Management

Relationship TriggersLow touchShow an interestFront of mindIdentify new opportunitiesOne step ahead of the competition

Aaron

If you manage Account Managers then...


Social Selling at the top of the funnel

Here’s one way to find new

customers

Here’s another…

Here’s another…

Companies in Your Target

Market

Companies with your Sales

Triggers

Call me first!

Sounds like a lot of effort?

It's impossible to keep on top of everything and the great thing about this is that it does it for me

gives me a compelling reason to contact my customers and prospects

Sent a quick email of congratulations and within two minutes I had two responses thanking me

We would not have known about this without the system. Powerful stuff.

fantastic at cutting through the noise

The client called me right away to talk through the situation

I can quickly focus on what's important and of value to me

The market insights could completely change the way we engage

I would never have come across that unless I'd spent hours searching the web

helped add to my credibility


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Social Selling activitycould be measured?

Aaron

What if your team's social selling activity could be measured?


Team Challenges 15% are worl

d beaters

70% are average performers

15% are new hires or on their way out the door


Leadership motivation


Leadership motivation

Make melook great

WHAT IF… we could measure Social Selling

activity?


Impact of Social Selling Engagement

400%Increase in Sales

IBM reported a 4x increase in sales in the first quarter

of a social selling pilotSource: IBM

45%More Opportunities

Social Selling leaders create 45% more opportunities

per quarterSource: LinkedIN

15%Higher Customer Retention

15% Higher Customer Retention

Source: Aberdeen

31%Higher Quota Attainment

31% Higher Quota Attainment

Source: Aberdeen

MasterclassesTest Drive

Connections 2015www.artesiansolutions.com

http://www.artesiansolutions.com/

Aaron

Now I'm going to pass you over to our head of Sales as he reveals how he gets his team to engage buyers successfully in a tactic he has named 'The Game'.