how to use social media to crush your sales quota
DESCRIPTION
How to Use Social Media to Crush Your Sales Quota Social media and social networks are becoming vital sources for prospecting, lead generation and client engagement. In fact a recent study of over 500 B2B sales professionals found that 72.6% of sales professionals that use social media outperformed their peers that don’t. Shane Gibson and his team at Socialized have provided social sales training to organizations such as Corning Cable Systems, DTM Systems, ACL and Ford Canada. (Training over 200 dealers for Ford alone). In this session Shane Gibson and his team will share with you: • How your social graph impacts your ability to close deals and generate leads. • How becoming an expert content curator can build credibility and influence • Key social search and social media monitoring tools to find opportunities and gather business intelligence. • How tools like Hootsuite and social CRM can pull all of your social networking together and make it easy and profitable to manageTRANSCRIPT
![Page 1: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/1.jpg)
Socialized.me/yvrsales @SocializedTeam
How to Use Social Media to Crush Your Sales Quota
With @ShaneGibson
#YVRSales
![Page 2: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/2.jpg)
Socialized.me/yvrsales @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.
![Page 3: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/3.jpg)
Socialized.me/yvrsales @SocializedTeam
Selling
“… is about creating an environment where an
act of faith can take place”
#YVRSales
![Page 4: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/4.jpg)
Socialized.me/yvrsales @SocializedTeam
Trust
• Value added frequent contact consistently over time.
• More value and more time means more trust
![Page 5: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/5.jpg)
Socialized.me/yvrsales @SocializedTeam
Conversion
81% of all conversion business happens after the 5th value
added contact.
![Page 6: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/6.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 7: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/7.jpg)
Socialized.me/yvrsales @SocializedTeam
@Keenan
![Page 8: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/8.jpg)
Socialized.me/yvrsales @SocializedTeam
Owned?Earned?Paid?Build YourOwn ATM
![Page 9: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/9.jpg)
Socialized.me/yvrsales @SocializedTeam
What is this?
![Page 10: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/10.jpg)
Socialized.me/yvrsales @SocializedTeam
To this guy? A weapon.
#YVRSales
![Page 11: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/11.jpg)
Socialized.me/yvrsales @SocializedTeam
Nano-Markets
![Page 12: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/12.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 13: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/13.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 14: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/14.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 15: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/15.jpg)
Socialized.me/yvrsales @SocializedTeam
Nano-Market
![Page 16: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/16.jpg)
Socialized.me/yvrsales @SocializedTeam16
R.O.I. Personal Assets
Time
EnergyAbilityMoney
Reputation
Spend Invest
![Page 17: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/17.jpg)
Socialized.me/yvrsales @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
![Page 18: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/18.jpg)
Socialized.me/yvrsales @SocializedTeam
Social Search / Monitoring
• Search.Twitter.com• LinkedIn.com/Signal• LinkedIn Groups• Personal Facebook Interest Lists• Google Alerts
![Page 19: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/19.jpg)
Socialized.me/yvrsales @SocializedTeam
Twitter Search
![Page 20: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/20.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 21: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/21.jpg)
Socialized.me/yvrsales @SocializedTeam
Who’s Frances?
![Page 22: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/22.jpg)
Socialized.me/yvrsales @SocializedTeam
Expert Curator
• Industry Blogs• Google Alerts• Geographic and Vertical Specific• Experts list• Zite• Linkedin.com/Signal
![Page 23: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/23.jpg)
Socialized.me/yvrsales @SocializedTeam
Zite
![Page 24: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/24.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 25: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/25.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 26: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/26.jpg)
Socialized.me/yvrsales @SocializedTeam
Social CRM
![Page 27: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/27.jpg)
Socialized.me/yvrsales @SocializedTeam
![Page 28: How to Use Social Media to Crush Your Sales Quota](https://reader036.vdocuments.mx/reader036/viewer/2022062312/555162b0b4c9059f768b5004/html5/thumbnails/28.jpg)
Socialized.me/yvrsales @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