1 Minds&More ACADEMY 2017 Building Social Selling Mastery + Content Management in Your Organization For Sales professionals : Better position your Brand / Find and progress prospects & buyers via social media / social selling to get and accelerate more revenues For Marketing professionals : Effective Content management / tactics to contribute to the sales funnel and help sales in their social engagement with customers
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Effective social selling - social selling mastery for sales and marketing
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1
Minds&More
ACADEMY
2017
Building Social Selling Mastery
+ Content Management in Your Organization
For Sales professionals: Better position your Brand / Find and progress prospects
& buyers via social media / social selling to get and accelerate more revenues
For Marketing professionals: Effective Content management / tactics to contribute
to the sales funnel and help sales in their social engagement with customers
2
57%of the buying
journey is done
BEFORE a sales
rep is involved.
5.4people are now
involved in the
average B2B
buying decision.
75%of B2B buyers now
use social media
to research
vendors.
90%of decision makers
say they never
respond to cold
outreach.
74%of buyers choose
the sales rep that
was FIRST to add
value and insight.
The reality of the Modern Buyer
The Opportunity for Sales Leaders
3
State of Sales survey asked more then 2,300 global sales leaders about their priorities, challenges, metrics, and strategies for the year.
Where increasingly the buyer’s journey done online – hence where sales and marketing needs to influence this journey
SOCIAL SELLING AND SOCIAL ENGAGEMENT BENEFITS FOR SALES AND MARKETING TEAMS
4
MarketingDevelops the systems & content that createsopportunities for sales
Content per buyer’s journey
Enablement
Establishes the environment for
continuous learning &development
SalesDrives action &accountability
to the sales teamSpeed to
moreRevenuesUnify Sales
& Marketing
BENEFITS
METRICS WE USE TO CORRELATE LEARNING TO REVENUE
5
% Social Selling Learning Program Completion
€ 6,000,000
€5,000,000
€ 4,000,000
€ 3,000,000
€ 2,000,000
€ 1,000,000
€ 0.00
100%
80%
60%
40%
20%
0%
Contracts Won
Total Open
Pipe/funnel in €
100%
Completion
€ 1.524.457
€ 5.338.974
>70%
Completion
€1.300.383
€ 4.678.675
>40%
Completion
€981.603
€ 3.846.141
Case study we did for
an ICT player, after 6
months
After 6 months, 75 sales professionals, average deal of €25KFunnel of 5,3 Million Euros. Closed 1.5 Million Euros.
THE OPPORTUNITY IS CONVERT YOUR CORE PERFORMERS INTO HIGH ACHIEVERS
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15% = Laggards 70% = Core Performers15% = High Achievers
Build capabilities so social related activities deliver impact for your business
Stage 1: Status Quo (No to limited social selling, no content management, …)
Stage 2: Random Acts of Social (sales, marketing, limited leadership)
Stage 3: Business Case: Social Selling Kickstarter
Stage 4: Deploy to Scale – Mastery level
Stage 5: Sales & Marketing Fully Integrated
and mature capabilities
USE AN ALIGNED APPROACH (MARKETING, SALES TEAMS) ON SOCIAL SELLING AND SOCIAL ENGAGEMENT
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For Marketing Professionals For Sales Professionals
Approach: Align and execute the relevant marketing and sales activitiesIntegrated approach to build the brand, accelerate ‘speed to revenues’ and get more revenues
Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the
social selling mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Marketing ‘CODE’ Sales ‘FEED’
SOCIAL SELLING MASTERY® FOR SALES AND FOR MARKETINGWITH FIRST THREE MONTHS A WEEK BY WEEK INTERACTION
8Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the social selling
mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Social Selling Mastery® for
Marketing Professionals
• Duration: 7 weeks
Goal:• Build your ‘insights factory’ (to create
content, organize, distribute & expand)• Review existing digital assets and develop
a content plan and production schedule• Ensure digital and content assets fit with
the buyer’s journey and review feedback• Define and use content related metrics• Align with Sales teams to empower them
for the Buying Journey & get conversions
• Duration: 9 weeks
Goal:• Build brand / positioning and get prospects • Grow the network and generate leads• Making buyers think differently through
content and get desired behaviours• Nurture prospects through social
engagement and related tactics• Leverage past success to meet future buyers• Grow the sales funnel and execute social
tactics to get new sales wins
Social Selling Mastery® for
Sales Professionals
In addition for where we do in-company / specific programs
Leadership track • Duration: Kick off and conduct several sessions with leadership team
Goal:• Align on the change journey and roles & responsibilities of leadership team• Setting Up Your Measurements &KPI’s • Sales & Marketing Alignment
Align roles for leading and coaching the organization during the change from the Social Selling initiative
SOCIAL SELLING & CONTENT MASTERY® PROGRAM FOR MARKETING
9Minds&More is the exclusive distributor for BENELUX, France and has certified trainers in the
social selling mastery designed for marketing & sales professionals (Distributors of Sales for Life)
Delivered by
Minds&More locally
Includes
1 Year access to learning services
Kick off : virtual or face to face
Week 1: Welcome to Social Selling 7 and Insights Factory
Week 2: Benchmark digital assets and Content Plan (Mapping Content to the Buyer’s Journey)
Week 3: Create Content(Organizing Your Content Library)
Week 4: Create Content(Understand Asset Best Practices)