The Buying Moment: How to Listen, Engage and Capitalize on Social Signals

THE BUYING MOMENTHow to Listen, Engage and Capitalize on Social Signals from Your Buyers

“Green Boots” You have to keep on moving!

MY SOCIAL SELLING JOURNEY

THE PROBLEM

90%of decision makers say they never respond to cold outreach. -CEB

76%of sales emailsare never opened. -TOPO

vGenerating Leads vs. Adoption Rate

Social Selling Opportunity

DATA TRUMPS INTUITION

Cold Calling vs. Social Selling

SOLUTION

THE SOCIAL SELLING PROCESS

It’s all about the leads!Ken Krogue

I have now picked up the “social scent”

SOCIAL TRIGGERS

5

Boolean Search Can Be Magical!

72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely

to engage with a strong professional brand.

-LinkedIn

TRACKING & ROI

Social Selling Tracking in Salesforce.com

8,272 Qualified Leads in 7 Months.

LinkedIn Sales Navigator – HireVue Sales Pipeline Creation

January 2015 February 2015 March 2015 April 2015 May 2015 June 2015 July 2015

Sales Pipeline in $ from LinkedIn

Sales Navigator

10.3M Sales Pipeline in 7 Months

• Nosocialsellingprocess,cultureorgoals.

• NowayoftrackingsocialsellingeffortsandROI.

• Lackofexecutivebuy-in.

• Daily,weekly,andmonthlysocialsellingtrainingscustomizedforeachsalesteamrespectively.

• 93%socialsellingadoption.

• 10.3Minsalespipelinein7months.

• Biggestmid-marketdealclosedwithin24hrs.-$50k.

Q & A

Download Slides: http://www.embedsocialselling.com