Grow Your Sales & Business Through Social Selling. Institute for Social Selling

Transcription

1 Grow Your Sales & Business Through Social Selling Institute for Social Selling

2 Most B2B Prospects Research a Company and a Sales Person Prior to a Meeting 93% of buyers search first Marketo, Inc Study

3 Using the Impersonal Web to Personalize Your Sales Efforts People buy from people they like, from people who provide value, from people who they trust. Social Selling Ensures relevancy Establishes credibility Maximizes brand visibility Increases referrals Maintains margins Provides leverage Improves close ratios

4 Social Selling Impact on Business % Sales People Who Practice Social Selling % 0 Percent Who Outperform Peers Percent Who Exceed Quota Social Media and Sales Quota Study

5 Social Selling Impact on Business Percent of Sales People Who Never Receive Social Media/ Social Selling Training 73% Most are expected to figure it out themselves or worse, wing it. Social Media and Sales Quota Study

6 Institute for Social Selling Program A comprehensive workshop designed to ensure prospects and clients find the right information about your team, and your team finds the right information about your prospects and clients. World-class presentations based on the top-rated Know More! business improvement programs Interactive workshops Concrete deliverables Embeds into existing processes Videos, books, guides, and software to ensure ongoing learning and consistent usage Train the Trainer program

7 Social Selling Training Components Assessment and Strategy Personal Branding Sales Intelligence Ongoing Tools and Learning What is your team s online presence? Who is your target, and where are they? Develop the right online image Control what others find on you Identify new sales opportunities Ensure relevancy during sales calls Videos, books, guides, and software Embed Social Selling into your firm

8 Assessment and Strategy Institute for Social Selling Where are you today? Where would you like to be tomorrow? Assess your team s online reputation and readiness Assess online risks including social media policy review Identify social key messages Define your ideal client Identify key target audiences and where they are online Determine success metrics To see a list of existing Institute Clients, CLICK HERE

9 Personal Branding Institute for Social Selling What happens when a prospect or client searches for someone on your team? What do they find? Learn the power of a personal brand and why everyone has one Discover practical ideas to ensure a positive online persona Craft a powerful online presence in LinkedIn and more; control personal search results Get key messages to the right audience at the right time To see a sample Personal Branding presentation, CLICK HERE

10 Sales Intelligence Institute for Social Selling In a sales call or meeting, are you always relevant to what the other person cares about? Are you building value-based relationships? Discover Web search secrets for finding qualified leads, uncovering opportunities, and understanding decision makers Learn what is important to your prospects and clients so you can close more business, faster Uncover resources that will help deepen client relationships To see a sample Institute Selling presentation, CLICK HERE

11 Ongoing Tools and Learning Institute for Social Selling Does your team s learning continue after the workshop is complete? Do you have the tools necessary to implement what is taught? Workshop attendees receive access to Continually updated video library Custom search resources Online portal featuring downloadable guides, scripts, organizational tools, learning guides, and more Latest edition sales intelligence book (named 2012 Sales Book of the Year) Personal Branding ebook, and custom Resource Guides See what others say about Take the Cold Out of Cold Calling, CLICK HERE

12 Workshop Deliverables Social Selling attendees receive practical, hands-on education; in addition to learning the value of Social Selling and how to implement what is taught, each attendee will also receive Customized personal branding bio Optimized LinkedIn profile plus account creation on selected personal branding resources Customer Research Management profile custom to your company Completed profile for one of your company s real prospects or clients Custom , telephone, and firstmeeting scripts

13 Sample Schedule (1 Day Program) Pre-Program Preparation: Client research and company personal branding assessments completed (10 20 hrs) Pre-Program Meeting (or Call): Identify key audience targets, core social media messages, success measurements, and solidify online social selling objectives and strategies (3 5 hrs) Program Day: Personal Branding overview presentation (2 hrs) Personal Branding hands-on training; crafting customized LinkedIn profiles and other personal branding resources; registering for target audience groups, forums, etc. (2 hrs) Sales Intelligence overview presentation (2.5 hrs) Hand-on research identifying lead opportunities, completing custom customer research profiles; learn how to use Sales Intel Guide, Software, etc. (1.5 hr) Craft custom , first call, and in-person meeting scripts; role play value-based selling call/meeting (1 hr) Post-Program Follow-Up: Conduct one or more follow-up webinar training sessions to answer questions, train on resources, etc.; Work with executive management to embed key learnings into existing sales processes, CRM systems, etc. (10 hrs)

14 Training Reviews A must-have resource for anyone involved in sales and business development. Harvey Mackay, World-Renowned Speaker New York Times #1 Best Selling Author Because of this program, I was able to find inside information about a very important prospect that directly led to me landing a $400,000 commitment. Your workshop training program and resources are today s sales success secret. Joel Mandel, Executive Director This training is one of the most eye-opening, mind-blowing, programs I have ever experienced. David Avrin, CEO, The Avrin Group Our attendees repeatedly described the program with words such as awesome, WOW! and fantastic! I heard nothing but raves including best program ever! You had an amazing impact. Sandra C. Williams, S.P. Richards Company After attending your training, we immediately used what we learned and landed a $4 million dollar account, with more to come. Anthony J. Parr CFP, Managing Director Every one at our National Sales Meeting has already asked when you can come back so they can learn more! Wendy J. Senior, Sales Manager, 3M One of the rare programs that provides attendees with intelligence. Rarely (if ever) have I seen a program impact a group of attendees like yours did. Andy Smith, SVP, Experient The training was spectacular! It was so good, I selfishly almost wanted to keep it to myself so I could appear to be some sort of genius! Jack Province, GM, Bert-Co Industries This training is a gold mine of tips and tools you can instantly us to raise the bar. Alan Geller, Managing Director, AG Barrington To see the value others have received from Institute training, CLICK HERE

15 About Us Teri Ross Marketing Technologist One of the top 1% most viewed LinkedIn profiles Veteran online marketer since 1995 Past owner and publisher of the award-winning trade publication techexchange.com Created measurable marketing strategies and tactics for more than 500 B2B and B2C companies in the US and Europe In-depth experience with marketing technology platforms for social media marketing, e- commerce and lead-generation Published case studies in the book "Google Income: How Anyone of Any Age, Location, and/or Background Can Build a Highly Profitable Online Business With Google" Sam Richter In both 2011 and 2012, named one of the Top 25 Most Influential People in Sales Sales Intelligence book, Take the Cold Out of Cold Calling, is now an international best-seller, in its 10 th edition, and named 2012 Sales Book of the Year Listed as one of the Top 25 Most Influential Chief Marketing Officers on Twitter Listed as the Top 1% of LinkedIn Viewed Profiles Finalist for Inc. Magazine s Entrepreneur of the Year Multiple winner of international sales and marketing competitions including Best of Show at the International Film Festival Multiple Codie Award winner (Oscars of the Software Industry) Named Business Journal Forty Under 40

16 Contact To learn more, visit: Call: Learn more: Visit the Institute for Social Selling Website