Full Contact Selling Power Up Your Sales

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Felicity Rose
8 years ago
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1 Full Contact Selling Power Up Your Sales Presented by Rick McCutcheon CSP Certified Sales Professional

2 About Rick McCutcheon Leading strategist, speaker and writer on Technology and Sales Development Dynamics Technology MVP CSP, Certified Sales Professional Co-founded Archer Enterprise Systems a Sales Automation and Technology Vendor. Sold to Janna Systems (now part of Oracle Corp.) Strategic Business Development Consultancy Practice focused on Technology Companies Facilitates Sales Process and Technology Best Practices workshops and webinars for leading Corporations and Associations including Microsoft Corporation, Technology User Group Community, Extreme Technology and Technology Evolution Publication: Sales Gurus Speak Out with my chapter titled Power Up Your Sales with Technology

3 Full Contact Selling This Full Contact Selling Program (FCS) is like having a customized blueprint for sales success. FCS delivers a unique advantage over traditional sales methodologies Market knowledge: Understanding the Technology buyers and the current purchasing trends Proven sales processes that correspond to the Technology buyer behavior and their purchasing processes Proven sales skills to help you build credibility and close more business.

4 Building a Repeatable Sales Process On average decision makers consume 5 pieces of content before being ready to speak to a sales rep. CMO Council 77% of B2B buyers said they did not talk with a salesperson until after they had performed independent research. CEB Source: Linkhumans.com

5 Social Selling Process Campaigns SEO PPC Referral LinkedIn Website YouTube Facebook Google Bus. Twitter Bing Places for Business Connections Testimonials Profiles Company Page Webinar Downloads Company Page Video Testimonials Company Page Posts Location Referrals Pages Posts Location Referrals Company Page Posts Video Groups Products Blog Video Testimonials Video Offers/PPC Likes Event Phone Chat Text Web Form Lead

6 Business Development Process Opportunity Lead Triage Sales Research Lead Call P Qualify Current Project Direct Overview Presentation Needs Analysis Call C P Future Project Build Solution Leads Partner Customers Keep Warm Strategy RFP Create Proposal/Quote Referral Network Campaigns AAA Customer A Customer Yes Close Solutions Presentation B Customer C Customer Overcome Objections Negotiate Beat the Competition

7 Account Management Process Social Media Web Site AAA Customer 90 Day Review Cycle Growth A Customer 180 Day Review Cycle SWOT Relationships Campaigns Touches B Customer Annual Review Cycle Delivery Education C Customer Reaction Management

8 LinkedIn Sales Process Register for linkedin Complete Your Profile Follow Add LinkedIn Contacts Send thankyou Recommendations Join Groups Start Linking Update Tags Daily Update Leaders Presentations Professional Photo Customers Customers Referral Partners Invite to Group Give Post Descriptive Title & Summary Partners Past Contacts Prospects Request Like Posts Relative Work Experience Prospects Partners School Groups Send New Requests Charity & Awards Suppliers Co-workers Groups Participate in Discussions Post Events Monitor Groups Education Industry Friends Industry Influencers Add Updates Post Announcements Monitor Views Add Twitter

9 Social Selling Getting LinkedIn

10 Social Selling Getting LinkedIn 414 Million Users

11 Social Selling Getting LinkedIn

12 Social Selling Getting LinkedIn

13 Social Selling Getting LinkedIn 930

14 Social Selling Getting LinkedIn

15 Social Selling Getting LinkedIn

16 Social Selling Getting LinkedIn

17 Social Selling Getting LinkedIn LinkedIn is now responsible for a staggering 64 percent of all visits from social media channels to corporate websites. In contrast, Facebook accounts for 17 percent of such visits, while Twitter is just 14 percent. utest, the largest marketplace for software testing services in the world, claims that 50 percent of its paid inbound leads come from LinkedIn, making it the company's most costeffective online marketing channel. Only 4% of buyers have a favorable impression of reps who reach out cold. However when reps reach out through a mutual connection, favorable impression rates jump dramatically, to 87%. Source: Adobe CMO.COM

18 LinkedIn Sales Process Register for linkedin Complete Your Profile Follow Add LinkedIn Contacts Send thankyou Recommendations Join Groups Start Linking Update Tags Daily Update Leaders Presentations Professional Photo Customers Customers Referral Partners Invite to Group Give Post Descriptive Title & Summary Partners Past Contacts Prospects Request Like Posts Relative Work Experience Prospects Partners School Groups Send New Requests Charity & Awards Suppliers Co-workers Groups Participate in Discussions Post Events Monitor Groups Education Industry Friends Industry Influencers Add Updates Post Announcements Monitor Views Add Twitter

19 LinkedIn Sales Process Register for linkedin Complete Your Profile Professional Photo Descriptive Title & Summary Relative Work Experience Charity & Awards Education Add Twitter

20 Social Selling LinkedIn Profile Use a Professional Photo 7x chances of being found Headline should be catchy indexed by search engines Updated contact information Work & personal Twitter Phone Make your summary words rich indexed by search engines Add relevant current/past roles & projects Get endorsement & recommendations

21 Social Selling LinkedIn Profiles

22 Social Selling LinkedIn Profiles

23 Social Selling LinkedIn Profiles

24 Social Selling LinkedIn Profiles

25 Social Selling LinkedIn Profiles

26 Social Selling LinkedIn Profiles

27 Social Selling LinkedIn Profiles

28 LinkedIn Sales Process Join Groups Follow Leaders Add Presentations Customers Partners Prospects Suppliers Industry

29 Social Selling LinkedIn Groups

30 LinkedIn Sales Process Start Linking LinkedIn Contacts Customers Referral Partners Past Contacts Prospects Partners School Co-workers Groups Friends Industry Influencers

31 Social Selling LinkedIn Searches

32 Social Selling LinkedIn Profile

33 LinkedIn Sales Process LinkedIn Contacts Send thankyou Update Tags Invite to Group Groups Participate in Discussions Post Events Add Updates Post Announcements

34 LinkedIn Sales Process Recommendations Daily Update Give Post Request Like Posts Send New Requests Monitor Groups Monitor Views

35 Social Selling LinkedIn Profile Prove Your expertise by what you provide with Your profile Share information Alert contacts about events Promote services Provide information on new products Provide education

36 Social Selling LinkedIn Posts

37 Social Selling LinkedIn Pulse

38 Social Selling LinkedIn Company Page

39 When Selling becomes a process, you take care of most of your sales problems. RickM@FullContactSelling.com

Marrying the Right Sales Process to the Right CRM Tool will Double Profits

Marrying the Right Sales Process to the Right CRM Tool will Double Profits Presented by Rick McCutcheon Dynamics CRM MVP CSP Certified Sales Professional About Rick McCutcheon Leading strategist, speaker