How to Implement Rebecca Ross a Social Selling Product Consultant - - PowerPoint PPT Presentation

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How to Implement Rebecca Ross a Social Selling Product Consultant - - PowerPoint PPT Presentation

Jun 21, 2023 8 likes •324 views

How to Implement Rebecca Ross a Social Selling Product Consultant Program Agenda Social Selling Program Next Steps Defined Framework How do you define social selling? Social selling defined 75 % Create a Find the Engage with Build

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Rebecca Ross Product Consultant

How to Implement a Social Selling Program

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Agenda

Social Selling Defined Program Framework Next Steps
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How do you define social selling?

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Social selling defined

75%

Create a professional brand Find the right people Engage with insights Build strong relationships

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Laggards Leaders

Social Selling Index

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Best Social Seller

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Framework for Implementing a Social Selling Program

Awareness Education Management Reinforcement

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/əˈwernəs/ noun knowledge or perception of a situation or fact.

Awareness

Awareness
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Why is your organization interested in rolling out a Social Selling Program?

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The buying process today

5.4 75

  • f B2B buyers use social
networks to research products

%

90

  • f decision-makers say
they never respond to cold outreach

%

key influencers in B2B buying decisions

Increasingly complex Increasingly social Increasingly cautious

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Social selling success

More likely to reach quota

51%

Exceed quota

3x

Go to club More likely to go to club Get promoted Average decrease in promotion to VP

17months

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Who is going to help you?

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Establishing your guiding coalition

Executive Sponsor(s) Administrator(s) Leader(s) / Evangelist(s) You Cross-functional departments Sales Managers Have you documented a program? Have they mandated this as an initiative? Is their voice represented? Are they monitoring activation & reporting? Are they enabled to coach their teams? Are they leading by example? Do they have a call to action? Can
  • thers easily learn from them?
Is marketing socially active? Is HR recruiting social sellers? Is Ops monitoring social reporting?
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Elevate Your Brand

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/ˌejəˈkāSH(ə)n/ noun the process of receiving or giving systematic instruction

Education

Awareness Education
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Learning paths Learning Paths

Learning Paths

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Creating Branded Programs Sales “Social Hour” – one hour per week Content sharing campaign Profile Month Networking November

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“What are the top factors that make sales training effective in the long term?”

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/ˌmanijmənt/ noun the process of dealing with or controlling things or people.

Management

Awareness Education Management
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You can't m anage w hat you can't m easure.

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Aligning KPIs for Success

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Track ROI: CRM

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/ˌrēinˈfôrsmənt/ noun the action or process of reinforcing or strengthening.

Reinforcement

Awareness Education Management Reinforcement
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Gamification

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New Hire Education

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Next Steps

  • Find out your Social Selling Index
  • Linkedin.com/sales/ssi
  • Define the purpose of the program for your organization
  • Select target KPIs
  • Implement the Program
  • Identify your Guiding Coalition
  • Create education framework
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Next Steps

  • Lead By Example
  • Strengthen your LinkedIn Company Page
  • Encourage introduction requests
  • Highlight star performing reps
  • Share success stories
  • Reinforce KPIs in 1:1’s and performance reviews
  • Learn more about Sales Navigator:

https://business.linkedin.com/sales-solutions

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Appendix

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Sales Leadership: Live What You Preach

Be Involved

  • Share best practices
  • Highlight star performing reps
  • Reinforce KPIs in 1:1’s and performance reviews
  • Encourage introduction requests
  • Leverage relationships and colleagues
  • Gain industry insights
  • Stay informed
  • Research competition
  • Converse with thought leaders