Social Media, how to make music instead of noise!

commit Hosted presentations create measurable views. a lot a handful attachment remarkable Make your Content Engaging HOW? Let's Stop Making Noise Where they have a great View trust interest emotional Highlight industry wide issues rational Deploy Evaluate unique by offering Communicate with Clients Tools & Content help you provide Transparency & Authenticity Bl g Bl g Visuals by: Click: http://www.prezzip.com/ Free downloads! Social Media experience Clients have moved ONLINE Hit play TOOLS METHOD CONTENT SKILLS ORG (inside sales teams) Transactional Sales Consultative Sales (Sales Managers) Strategic Sales (Sales Superstars) This Impacts all areas of Sales Consultative Sales (Sales Managers) (Sales Superstars) Strategic Sales Interest Scale Success Dan, clients are consulting online. What do I do? Same as you always have done! What do you mean? But how do I do that? Cold Calls Tradeshows Client Visits Dan Adams Sales has not changed much to look for answers Views Engagement Invite to events where experts share use-cases Deployment Issues and how to fix Let's stop the noise - and start making music selling helping clients The Future of Sales Is NOW - 2012 Create Persona(s) of client(s) Develop the Clients Journey Match Content to the Journey Transform LinkedIn profile Start today! Start a consultative BLOG Create a personal story Prezify a PowerPoint Tweet? First Listen, Learn then Tweet! http://www.FutureOfSalesIsNOW.com Jacco J. vanderKooij & Daniel J. Adams Follow Share Engagement Help your clients solve problems, better yet, help them before they have problems Build a Relationship, earn to become a Trusted Advisor not just Transactional Sales but also
Consultative Sales earn trust present trade-offs share the love transparancy me get noticed provide ideas ? Why do we need Social Media in B2B Sales Mike Myatt, CEO.com Their message is Stop Selling! "Engage me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but do not try and sell me. It will not work!". Interactive content explains complex matter & engages. Detailed analytics can turn engagement into action Bl g Trust Triangle Selling Jacco vanderKooij The Future of Sales is NOW Start & maintain a BLOG on what you hear & see out in the market Become a trusted advisor by 'sharing' industry insights with your network Tweet to a broader audience to develop new relationships, aim to 'follow' you and Start Producing Music Commit Share relevant research from independents Bl g Clients who are doing research (online) are building an emotional attachment Trust Triangle Sales Bl g Use-case and success stories Bl g Prezify & tell your story Upload & Share Measure & Analyze How use your PPT library online? Reduce to <400 words Turn into a BLOG post Add a telling visual Bl g Shorten it to 30-60secs Turn it into video clips Add a call to action at end Bl g BASS DRUM SYNT 1 4 4 4 2 4 pace unique by division unique by market Allows to build a relationship (elective) during the consultative part of the journey when clients are building an opinion - doing research online. BEFORE they rationalize their decision (speeds & feeds) rationalize emotional Match a clients phases Mirror Your Client anno 1930 How to use a white paper online? How to use your corporate videos? Views vs. Engagement Step 2-2: Use simple tools & share content. Learn what works Step 3: Setup infrastructure to be where your clients are Step 4: Create a journey & destination Step 5: Pick a Methodology Scale Your Efforts Step 7: Action Plan CONTENT METHOD TOOLS The Future of Sales Is NOW - 2012 The Future of Sales Is NOW - 2012 https://twitter.com/IndoJacco Tune to: Orchestrate Make your Content Engaging Step 2-1: Re-use existing content that is meaningful, then create what is missing Orchestrate the pieces 7 Understand your Client Scale your efforts Earn to be a Trusted Advisor Understand the Journey Communicate w/ the Client Engage your Client Steps to success peer reference Step 6: Use New Tools Step 1: Identify a client that reflects your target, and write down 10 characteristics Personas that Reflect Your Clients Michelle Head of Marketing
New to Social Media
Owns a motor cycle
Loves an iPad Head of Sales, 20 people
On LinkedIn but nothing else
Ski's and plays Golf
is a footbal fan Michael 15 page whitepaper 7 minute corporate video do I have a problem?
what is it? what are my options?
can I test it out? is this the right choice?
Can I trust you? will it work, on-time & within budget? how do I tell other departments? and terminology NOT the 'sellers' internal sales process (lead, qualified, opportunity, nego, won/lost) Move the goalline from a Purchase Order or even the successful trial deployment to Successful use within the clients corporation NOT just a Press Release, and certainly NOT on cold-lead generation Build around feedback of a client acting as a reference http://tinyurl.com/au6qjb5 http://tinyurl.com/a228v6g www.prezi.com Marketing & Sales Sales analyzes Persona(s) and Marketing & Sales Members of Sales team Marketing to that shares field knowledge Sales to Now Playing at