jill rowley - a match made in heaven
TRANSCRIPT
AMP TALKS: TRACK 2
A MATCH MADE IN HEAVEN –
SOCIAL SELLING AND ADVOCACY
JILL ROWLEYSocial Selling Expert
#ADVOCAMP
The New Rules of Selling
and #SocialSelling
& Why Advocacy is Critical to Sales
@jill_rowley #SocialSelling
The ABCs of Social Selling – Always Be Connecting
@jill_rowley #SocialSelling
Social Selling is using Social
Networks to do Research to be
Relevant to build Relationships that
drive Revenue, Customer Lifetime
Value & Advocacy.
@jill_rowley #SocialSelling
5 Pillars, Practices, Principles of Social Selling
@jill_rowley #SocialSelling
Why do Social Selling?
@jill_rowley #SocialEmployee
Meet the Modern Buyer
Digitally-
driven
Socially-connected
Mobile Empower
ed
Continuous change in how to engage buyers
1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
Marketing automation
Social Media
Advocacy
What hasn’t changed: Buyer risk & fear
• Will it boost my career?
• Will it get me recognized?
• Will it deliver value?
• Is it secure?
• Will it integrate?
• Less trust in vendor
content
• More online research
• 40% More participants in
the purchase process
• Longer sales cycles
The Power of Peer to Peer
Social Proof is the great mitigator of risk
Learn about any product from actual
users
Connect with any user to validate
NEED a SURROUND pic here so Jill can talk
about how reps can social sell through
advocates, instead of just “with” advocates
@jill_rowley #SocialSelling
The ABCs of Social Selling – Always Be Connecting
AMP TALKS: TRACK 2
A MATCH MADE IN HEAVEN –
SOCIAL SELLING AND ADVOCACY
JILL ROWLEYSocial Selling Expert
#ADVOCAMP