Connecting Sales & Marketing
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Connecting Sales & Marketing
The Real ROI of Social Selling
@purechannelapps #SocialSelling
Copyright 2015 Zoe Sands & Co. Ltd
Olivier ChoronCEO and Founder, purechannelapps
Social media collaboration platform that enables employee and partner advocacy programs for the likes of Microsoft, Xerox and Juniper Networks.
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The Real ROI of Social Selling
@ZoeSands #SocialSelling
Copyright 2015 Zoe Sands & Co. Ltd
Zoe Sands1 December 2015
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Social Selling Webinar Agenda1. What is Social Selling?2. Changing Buyer Behaviour3. A Sales Revolution4. Why use Social Media and Social Selling in B2B?5. Challenges of Social Selling6. ROI of Social Selling7. Close – Questions
@ZoeSands #SocialSelling
Copyright 2015 Zoe Sands & Co. Ltd 4
What is Social Selling?The Digital Transformation of Sales and Marketing using social media to aid selling.
Copyright 2015 Zoe Sands & Co. Ltd 5
Changing Buyer Behaviour• Multiple information sources
• Research variety of channels
• Rise of online influencers
• Comparison engines and apps
• Complex decision making units
• More competition
• Switching costs lower
• Executives more adverse to risk
• Procurement more sophisticated
• Buyer is not the end user
Copyright 2015 Zoe Sands & Co. Ltd 6
A Sales RevolutionSocial Selling is to Sales
as
Digital Marketing is to Marketing
Passport to Success
Copyright 2015 Zoe Sands & Co. Ltd 7
Why use Social Media and Social Selling in B2B?• Connect sales and marketing
• Increase awareness
• Increase engagement
• Increase revenue
Pipeline – Sales – Revenue
Copyright 2015 Zoe Sands & Co. Ltd 8
Social Selling Challenges• Buying Journey is Complex
• Management Buy In
• Employee Buy In
• Training
• Reporting
• Maintaining momentum
Iron Man Race = Social Selling
Copyright 2015 Zoe Sands & Co. Ltd 9
ROI of Social Selling• Hard metrics
• Measure inputs and outputs of sales reps
• Sales Effectiveness Index (SEI) not LinkedIn Social Selling Index (SSI)
• Attribute revenue achieved from social selling
Copyright 2015 Zoe Sands & Co. Ltd 10
Close - QuestionsThank you for listening!
You can find us here:
Zoe Sands Oliver ChoronEmail: [email protected] Email: [email protected]: +44 (0)7789 648161 Mobile: +44 (0)7876 472 461LinkedIn: www.linkedin.com/in/zoesands LinkedIn: www.linkedin.com/in/olivierchoron Twitter: @ZoeSands Twitter: @purechannelapps
#SocialSelling
Copyright 2015 Zoe Sands & Co. Ltd 11
Thank you!
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