Download - Vlcm social selling hangout
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Social Selling HangoutMic Adam
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Vertrekpunt: De klant weet het beter!
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Is ook van toepassing in B2B
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Social Business vs Social Selling
Company wide social media usage
vs
Sales people usage of social media(part of social business)
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De realiteit voor een B2B verkoper(of Freelance Community Manager)
“When companies approach the end of their fiscal year, their sales leaders start thinking about the next year. One of the key parameters to figure out is the sales quota to be assigned to salespeople.”
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Prospecteren is niet meer wat het was!
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Verkoopsmodellen veranderen
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Wat is social selling NIET!
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Maar wat is Social Selling dan wel?
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Social Selling = Conversation + Content Marketing + Context
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Wat zijn de resultaten?
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Source: Kitedesk, May 2015
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Social Selling aanpak
1. Professionele profielen (LinkedIn, Twitter en Facebook)2. Opbouwen van een kwaliteitsnetwerk (trust factor)3. Luisteren naar je klanten (vooraleer te spreken)4. Engageren (met inzichten en content)5. Delen/Share (dagelijks)
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Luisteren en engageren in de praktijk
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De tools van de social seller
snel groeiend!
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Modus operandi van Social Sellers
Social Selling Process
Research Listen Engage/Share
Connect Nurture Partner
@JackKosakowski1 @micadam
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Opgepast!Gap tussen sales en marketing
Een opportuniteit voor de community manager!
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Meetcriteria – KPI’s
• Vermindering van Cold Calling• Aantal Afspraken• Leads generation• Omzet stijging• Nieuwe klanten• Andere KPI’s
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Hoe een Social Selling ImplementerenRol voor community managers?
Training Coaching
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Wie moet je volgen op Twitter?• Koka Sexton (LinkedIn)• Jack Kosakowski (Act-On Software)• Jamie Shanks (Sales For Life)• Jill Rowley (Ex-Eloqua/Oracle)• Timothy Hughes (Oracle)• Gerry Moran (Cognizant)• Bryan Kramer (PureMatter/Shareology – moet je lezen)• Brian Fanzo (freelancer)• Wendy Van Gilst (Sage)• Martha Neumeister (PipelinerCRM)
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Interessante Twitter chats
#saleschat (maandelijks op donderdag)#socialhangout (maandag/woensdag/vrijdag)#Hootchat (Donderdag)#Bufferchat (Woensday)
#CMworld (Dinsdag)#CMGRchat (vrijdag)
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Meer info over social selling nieuws, tips & tricks en consultancy…
@MICADAM
/MICADAM /MICVADAM
+32 47850 41 35
/MICADAM