Increasing Sales Productivity with Social Selling Kurt Shaver The Sales Foundry
Increasing Sales Productivity with Social Selling
Jul 20, 2015
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Increasing
Sales Productivity
with
Social Selling
Kurt ShaverThe Sales Foundry
Miller-Spin-
Centric
Let’s get
SOCIAL!
@KurtShaver
#SocialSelling
Want to reach me?
Forget cold calls.
You have to get
introduced or post
something that
catches my eye.”
“…get introduced…”
Get Referrals
“…get introduced…”
Get Referrals
“…or post something that catches my eye.”
Share Content
Isn’t LinkedIn for finding a
job?
The Aberdeen Group
31% Greater team quota attainment with social selling techniques
LinkedIn =Social Media
Marketing handles Social
Media
B2B Lead Sources
Poll – What is your role?
a) Salesperson
b) Sales Management
c) Marketing
d) Consultant or Entrepreneur
e) Other
Sales
Appointments
Social Influence
Connections, Introductions,
Groups, Posts
Sales
Appointments
Social Influence
Connections, Introductions,
Groups, Posts
Sales
Appointments
Social Influence
Connections, Introductions,
Groups, Posts
Sales
Appointments
Social Influence
Connections, Intros, Posts
IT Solution Provider: Grow Network of Vendors
• CISCO
• EMC
• VMware
• MSFT
• NetApp
Poll – What’s Your Top Metric?
a) Sales Revenue
b) Pipeline
c) Appointments
d) Social Influence Scores
e) Connections, Posts,…
2. Training
2. Training
Knowledge
2. Training
Knowledge Discipline
2. Training
• To learn new skills
• To learn new skills
• To “read the room”
• To learn new skills
• To “read the room”
• For your network to respond
Profile Network Listen Engage
Profile Network Listen Engage
Basic: Headshot
Insider: Headline
Profile Network Listen Engage
Basic: 500+
Insider: Buyers
Profile Network Listen Engage
Basic: Search
Insider: Saved Search
Profile Network Listen Engage
Basic: Home Page Updates
Insider: View Recent Activity
Vendor Case Study
Genuine Field Photo
Industry Trend Report
Chris hasn’t had an activity over the last two weeks
Walt hasn’t had an activity over the last two weeks
Will hasn’t had an activity over the last two weeks
Susan hasn’t had an activity over the last two weeks
Bill hasn’t had an activity over the last two weeks
Carol hasn’t had an activity over the last two weeks
Zeke hasn’t had an activity over the last two weeks
Kate hasn’t had an activity over the last two weeks
Chris hasn’t had an activity over the last two weeks
Walt hasn’t had an activity over the last two weeks
Will hasn’t had an activity over the last two weeks
Susan hasn’t had an activity over the last two weeks
Bill hasn’t had an activity over the last two weeks
Carol hasn’t had an activity over the last two weeks
Zeke hasn’t had an activity over the last two weeks
Kate hasn’t had an activity over the last two weeks
Marketing
Intern/Social
Media Wiz
Miller-Spin-
Centric
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Miller-Spin-
Centric
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Internal Sales Training
Miller-Spin-
Centric
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Traditional Sales
Training Company
Miller-Spin-
Centric
Internal Sales Training
1. Increase Effectiveness via Blend of:
◦ Self-study lessons
◦ Group coaching
1. Increase Effectiveness via Blend of:
◦ Self-study lessons
◦ Group coaching
2. Track Results to Real Sales Successes
1. Increase Effectiveness via Blend of:
◦ Self-study lessons
◦ Group coaching
2. Track Results to Real Sales Successes
3. Mobile
Go Mobile with
How are we going to pay for social sales
training?
1. Take from other budgets
2. Self-funded by rep
3. HR career development
funds
4. MDF funds for resellers
5. Roll up assn. or dealers
Management’s Role
How many appointments have you booked using
LinkedIn?
Does anyone here have high-level
connections at your prospect?
How many appointments have you booked using
LinkedIn?
What sort of content are you
sharing to attract buyers?
Does anyone here have high-level
connections at your prospect?
How many appointments have you booked using
LinkedIn?
L1: Your Connections
L2: Your Connections’ Connections
L3: Your Connections’
Connections’ Connections
535
318,200
10,311,800
LinkedIn Connections of Sales Reps
S…
0
100
200
300
400
500
Recom
m…
Rep
14
Rep
1
Rep
26
Rep
8
Rep
27
Rep
28
Rep
3
Rep
28
Rep
27
Rep
32
Rep
30
Rep
13
Rep
4
Rep
17
Rep
33
Rep
19
Rep
31
Rep
10
Rep
35
Rep
20
Rep
15
Rep
22
Rep
31
Rep
2
Rep
24
Rep
21
Rep
29
Rep
6
Rep
5
Rep
11
Rep
16
Rep
23
Rep
25
Avera
ge
400
15 18 27 33 49 65 7899116129145151
178179185195227228235248 257276
312335339
359379
399
500500500500 500
235
400
178
125
189
245264
204
432
342
411
378
234
428
467
406
488500
463500
432
500
431422432463
500500500485500500500500500
407
# of Connections
S…
0
100
200
300
400
500
Recom
m…
Rep
14
Rep
1
Rep
26
Rep
8
Rep
27
Rep
28
Rep
3
Rep
28
Rep
27
Rep
32
Rep
30
Rep
13
Rep
4
Rep
17
Rep
33
Rep
19
Rep
31
Rep
10
Rep
35
Rep
20
Rep
15
Rep
22
Rep
31
Rep
2
Rep
24
Rep
21
Rep
29
Rep
6
Rep
5
Rep
11
Rep
16
Rep
23
Rep
25
Avera
ge
400
15 18 27 33 49 65 7899116129145151
178179185195227228235248 257276
312335339
359379
399
500500500500 500
235
400
178
125
189
245264
204
432
342
411
378
234
428
467
406
488500
463500
432
500
431422432463
500500500485500500500500500
407
# of Connections
+5,994 L1
+1,000,000 L2
+XX,XXX,XXX L3
LinkedIn Connections of Sales Reps
Website Visit
Trade Show
Track social lead sources the same way
as traditional lead sources
Miller-Spin-
Centric
Want to know
how your sales
team’s LI skills
stack up to the
competition?
• Custom LinkedIn Assessment
• Compare to Industry Averages
• Uncover New Opportunities
bootcamp.thesalesfoundry.com
*Report fee waived for qualified companies with 25+ B2B sales reps
• Custom LinkedIn Assessment
• Compare to Industry Averages
• Uncover New Opportunities
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