paladin security - crush your sales quota with social media
Post on 12-May-2015
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Socialized.me/paladinsales @SocializedTeam
How to Use Social Media to Crush Your Sales Quota
With @ShaneGibson
#YVRSales
Socialized.me/paladinsales @SocializedTeam
Today1. Your social graph impacts closing deals and
generating leads.2. Become an expert content curator, build
credibility & influence3. Social search and monitoring to find
opportunities and gather business intelligence.4. Using Hootsuite and social CRM to make social
networking easy and profitable to manage.
Socialized.me/paladinsales @SocializedTeam
Selling
“… is about creating an environment where an
act of faith can take place”
#YVRSales
Socialized.me/paladinsales @SocializedTeam
Trust
• Value added frequent contact consistently over time.
• More value and more time means more trust
Socialized.me/paladinsales @SocializedTeam
Conversion
81% of all conversion business happens after the 5th value
added contact.
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
@Keenan
Socialized.me/paladinsales @SocializedTeam
“It’s not about B2B or B2C it is really about
person to person.”
@JeffBooth
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Who’s Mitch?
Socialized.me/paladinsales @SocializedTeam
Owned?Earned?Paid?Build YourOwn ATM
Socialized.me/paladinsales @SocializedTeam
What is this?
Socialized.me/paladinsales @SocializedTeam
To this guy? A weapon.
#YVRSales
Socialized.me/paladinsales @SocializedTeam
Nano-Markets
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Nano-Market
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
AAbsolute
BBeneficial
CConvenient
High Yield& LargerInvestment
Lower Yield& SmallerInvestment
Pro-Active &High Relation-ship Selling
Passive &Lower Rela-tionship Selling
The ABC‘s of Targeting
Socialized.me/paladinsales @SocializedTeam
Calls
1st
2nd
3rd
4th
5th & Onward
Converted
2 of 100
3 of 98
4 of 95
10 of 91
81 of 81
Percentage
2%
3%
4%
10%
81%
(100 Competitor’s Clients Converted)
Sales Conversion Ratio
Socialized.me/paladinsales @SocializedTeam
Social Search / Monitoring
• Search.Twitter.com• LinkedIn.com/Signal• LinkedIn Groups• Personal Facebook Interest Lists• Google Alerts
Socialized.me/paladinsales @SocializedTeam
Twitter Search
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Expert Curator• Sharing Tools• Industry Blogs• Google Alerts• Geographic and Vertical Specific News• Experts list• Zite• Linkedin.com/Signal
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Sharing on-the-fly
Socialized.me/paladinsales @SocializedTeam
Expert Lists
Socialized.me/paladinsales @SocializedTeam
Zite
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Social CRM
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
Socialized.me/paladinsales @SocializedTeam
KPI’s
• Set a recurring appointment with “A” category connections.
• Curate great content to stay on their radar
• Proactively build lists and interact• Monitor search tools and Hootsuite• Tie it all together with Nimble or
SCRM
#YVRSales
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