paladin security - crush your sales quota with social media

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Socialized.me/paladinsales @SocializedTeam How to Use Social Media to Crush Your Sales Quota With @ShaneGibson #YVRSales

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Paladin Security - Crush your Sales Quota with Social Media

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Page 1: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

How to Use Social Media to Crush Your Sales Quota

With @ShaneGibson

#YVRSales

Page 2: Paladin Security - Crush your Sales Quota with Social Media

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.

Page 3: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Selling

“… is about creating an environment where an

act of faith can take place”

#YVRSales

Page 4: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Trust

• Value added frequent contact consistently over time.

• More value and more time means more trust

Page 5: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Conversion

81% of all conversion business happens after the 5th value

added contact.

Page 6: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 7: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

@Keenan

Page 8: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

“It’s not about B2B or B2C it is really about

person to person.”

@JeffBooth

Page 9: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 10: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Who’s Mitch?

Page 11: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Owned?Earned?Paid?Build YourOwn ATM

Page 12: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

What is this?

Page 13: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

To this guy? A weapon.

#YVRSales

Page 14: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Nano-Markets

Page 15: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 16: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 17: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 18: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Nano-Market

Page 19: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 20: Paladin Security - Crush your Sales Quota with Social Media

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

Page 21: Paladin Security - Crush your Sales Quota with Social Media

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

Page 22: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Social Search / Monitoring

• Search.Twitter.com• LinkedIn.com/Signal• LinkedIn Groups• Personal Facebook Interest Lists• Google Alerts

Page 23: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Twitter Search

Page 24: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Facebook

Page 25: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Expert Curator• Sharing Tools• Industry Blogs• Google Alerts• Geographic and Vertical Specific News• Experts list• Zite• Linkedin.com/Signal

Page 26: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 27: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 28: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Sharing on-the-fly

Page 29: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Expert Lists

Page 30: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Zite

Page 31: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 32: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 33: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Social CRM

Page 34: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 35: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 36: Paladin Security - Crush your Sales Quota with Social Media

Socialized.me/paladinsales @SocializedTeam

Page 37: Paladin Security - Crush your Sales Quota with Social Media

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