social in b2b selling

Engaging Social within Business

Thomas Winter, Sr. Director

Cisco Digital Sales Strategy

thwinter@cisco.com

@thwinter

In today's world, the way you sell face-to-

face has to translate to how you sell and

interact in the digital world

”

“

Tom O’ReillyUS Commercial Operations Director

McKinsey Forrester

Now

The Sales Funnel

Then

Sales Digitization Strategy

#transactions

#insights

Hyper-

awareness

Informed

Decision-

MakingDigitalBusiness

Agility

Fast

Execution

#interactions

IMD DBT Center – Digital Vortex & Cisco Digital Sales Strategy

http://global-center-digital-business-transformation.imd.org/

Use Social Selling to build

your brand through growing

your professional network,

appearing as a thought

leader & SME by sharing

and curating relevant

content

Use Social Selling to

familiarize yourself with

company decision makers,

hierarchies & priorities,

whilst identifying mutual

network connections

Use Social Selling to

optimize your outreach with

every prospect for faster and

more meaningful

relationship building &

opportunity identification

Social Selling Program

74%of B2B purchasers

conduct more than half

their research online

before purchasing

#growyourbrand

29%of salespeople show

up well-prepared for

customer

presentations

#growyourknowledge

66%higher quota

attainment for social

sellers vs. traditional

techniques

#growyourfunnel

Old Sales Playbook New Sales Playbook

Cold Calls

Emails

Quality

Leads

Sales

Demos

Social Networks

Promote

Others

EngageEducate

Traditional

Sales

Social

Sales

Thank You