THE BUYING MOMENTHow to Listen, Engage and Capitalize on Social Signals from Your Buyers

“Green Boots” You have to keep on moving!

MY SOCIAL SELLING JOURNEY

THE PROBLEM

90%of decision makers say they never respond to cold outreach. -CEB

76%of sales emailsare never opened. -TOPO

vGenerating Leads vs. Adoption Rate

Social Selling Opportunity

DATA TRUMPS INTUITION

Cold Calling vs. Social Selling

SOLUTION

THE SOCIAL SELLING PROCESS

It’s all about the leads!Ken Krogue

I have now picked up the “social scent”

SOCIAL TRIGGERS

5

Boolean Search Can Be Magical!

72% of buyers use social media to research before making a purchase, and 81% of buyers are more likely

to engage with a strong professional brand.

-LinkedIn

TRACKING & ROI

Social Selling Tracking in Salesforce.com

8,272 Qualified Leads in 7 Months.

LinkedIn Sales Navigator – HireVue Sales Pipeline Creation

January 2015 February 2015 March 2015 April 2015 May 2015 June 2015 July 2015

Sales Pipeline in $ from LinkedIn

Sales Navigator

10.3M Sales Pipeline in 7 Months

• Nosocialsellingprocess,cultureorgoals.

• NowayoftrackingsocialsellingeffortsandROI.

• Lackofexecutivebuy-in.

• Daily,weekly,andmonthlysocialsellingtrainingscustomizedforeachsalesteamrespectively.

• 93%socialsellingadoption.

• 10.3Minsalespipelinein7months.

• Biggestmid-marketdealclosedwithin24hrs.-$50k.

Q & A

Download Slides: http://www.embedsocialselling.com