My recent social selling guide from BabelCamp Prague 2016

1. HOW SOCIAL MADE
SALES COOL AGAIN

2. MICK GRIFFIN
CHIEF REVENUE
OFFICER

4. THE PERCEPTION OF
SALES

5. 5
The Perception of a Sales Person

6. 6
The Perception of a Sales Person
image

7. 60%
-7%
97%
Cold
Calling Is
Ineffective
Decline
Cold Lead
Gen
Expensive
Then
Social
The State Of Sales

8. 8
The Perception of a Sales Person

9. 9

11. CONSUMERS ARE IN
CONTROL

12. 88% of consumers use Online Reviews
85% Check 10 Reviews
88% of consumers trust reviews more
then friends
44% will check even after making the
purchasing decision

15. 15

16. 16

17. 17

18. 18

19. 19

20. CONSUMERS WANT
HUMANITY

23. Social Selling
Twitter Interactions News Articles
2000+ 40+

28. Live Tweeting Operations
Dr Live Tweets Orthopedic Surgery
Live Q&A as Surgeons Rotated
Built Trust and Subject Leader
15% increase in sales after

29. NIKE MOSCOW

31. OLD SPICE

35. B2B CAN ALSO HAVE
CRUSHES

37. WHAT THIS MEANS FOR
SALES?

38. WE PITCH THEM WHERE
THEY WANT

47. WE CAN PITCH WHEN
THEY WANT

56. WE CAN PITCH THEM
HOW THEY WANT

57. 57
The Communication Funnel
Day 0
Welcome Email
Please Buy Our
Product.
Please Buy Our Product
Hidden In A Case Study
You Really Should Buy Our
Product.
You Will Miss Something Huge
Now You Don’t Have Our
Product
Last Chance To Buy
Our Product

58. 58
204
The Average Number
Of Emails Received
Per Day
📊

59. 59
Email Communication Funnel
➢
Open
Open /
No Click
Bounced
Unsub
Clicked
Unopened
Clicked
Opened
No Click
Clicked
%
%
%
%
%
Plus
Premium
Max

60. 60

61. 61

62. 62
+50%
When did it become
acceptable for
📊
of your leads to not even
hear what your saying?

63. 63
Dynamic Communication Funnel
➢
Open
Open /
No Click
Bounced
Unsub
Clicked
Unopened
Clicked
Opened
No Click
Clicked
%
%
%
%
%

64. 64
Dynamic Communication Funnel
➢
Open
Open /
No Click
Bounced
Unsub
Clicked
Unopened
Clicked
Opened
No Click
Clicked
%
%
%
%
%
%

65. Social Selling

69. 5500
8000
20%
Shorter
Social
Sales
Process
New
LinkedIn
Groups
Daily
Quora
Questions
The State Of Social Sales

70. Thank You
Mick Griffin
mick@brand24.com
WWW.BRAND24.COM