GE Capital Global Holdings LLC NT
GE Capital Global Holdings LLC NT — GE Capital — Access GE Webinar (November 2014)
73 slides from GE Capital Global Holdings LLC NT's conference presentation, Nov 13, 2014
Slide 1: The Six Steps to Social Selling Success
The Six Steps to Social Selling Success Thursday, November 13, at 2:00 PM EDT Dial-in Info: 1-888-634-4837 Conference ID 29578499 Live tweeting from @GELendLease follow along at #GESocialSelling Thanks for joining us! The webinar will begin shortly
Slide 2: Access GE
Access GE Sharing what we do and what we learned Digital Solutions Live & On Demand Webinars Multi-Customer Summits One-on-One Engagements
Slide 3: Disclosure Statement
Disclosure Statement This webcast is for information purposes only and is not intended as an offer, solicitation, or recommendation for the purchase or sale of a financial instrument or to effect a transaction. The information contained within this webcast has been obtained from and is based upon so
Slide 4: Today's Speaker
Today’s Speaker Mike is a training and organization effectiveness leader with special expertise in sales force transformation. After his initial years on the frontline in sales and sales management, he spent the next 21 years as a corporate manager or consultant, leading departments and projects wit
Slide 5: The six steps to social selling success
the six steps to social selling success selling through digital channels: is it right for you? to what degree? The right answer is always about your customer sales intelligence finding trigger events :: @mike_kunkle :: :: transforming sales results :: x
Slide 6: That was then…
that was then… http://wronghands1.wordpress.com/2013/03/31/vintage-social-networking/ the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 6
Slide 7: This is now…
this is now… http://wronghands1.files.wordpress.com/2012/07/social-media1.jpg the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 7
Slide 8: Social selling overview
social selling overview http://wronghands1.wordpress.com/gallery-3/#jp-carousel-1422 the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 8
Slide 9: Social selling overview: the ticket for entry
social selling overview the ticket for entry the six steps questions
Slide 10: Social selling overview: context
social selling overview context social selling = selling through digital channels think “tool in my sales utility belt” – not “religion” the semantics / “shock value” around cold calling Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming
Slide 11: Social selling overview: advice
social selling overview advice context and nuance trump absolutes new doesn’t always replace old (additive) take a balanced, practical approach Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 11
Slide 12: Intended use for participants on Webinar
Intended use for participants on Webinar
Slide 13: Social selling overview: more context
social selling overview selling through digital channels is social selling right for me? to what degree? more context in 2012, 78.6% of sales people using social media to sell out performed those who weren’t using social for sales. of reps exceeding sales quota by more than 10%, social sellers were
Slide 14: Social selling overview: more context
social selling overview selling through digital channels is social selling right for me? to what degree? more context Intended use for participants on Webinar report link the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 14
Slide 15: The right answer is always about your customers
social selling overview selling through digital channels is social selling right for me? to what degree? the right answer is always about your customers Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 15
Slide 16: Social selling applicability varies by industry
social selling overview selling through digital channels is social selling right for me? to what degree? the right answer is always about your customers The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. Not so much to othe
Slide 17: Where are they? Where are their influencers?
social selling overview selling through digital channels is social selling right for me? to what degree? the right answer is always about your customers sales intelligence finding trigger events where are they? where are their influencers? Intended use for participants on Webinar the six steps to so
Slide 18: Social selling overview: blogs
social selling overview selling through digital channels is social selling right for me? to what degree? the right answer is always about your customers sales intelligence finding trigger events blogs Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle ::
Slide 19: Social selling overview: sales intelligence
social selling overview selling through digital channels is social selling right for me? to what degree? the right answer is always about your customers sales intelligence finding trigger events Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: trans
Slide 20: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence profiles participation Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 20
Slide 21: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence profiles participation blogs Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 21
Slide 22: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence profiles participation http://marketingthink.com/social-branding-how-to-create-the-perfect-linkedin-profile-blueprint/ Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 22
Slide 23: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence begin by sharing relevant profiles content in your field and building relevant contacts participation tweets RTs discussions blog comments shares posts likes Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: tran
Slide 24: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence begin by sharing relevant profiles content in your field and participation building relevant contacts tweets RTs Oops! discussions blog comments shares posts likes Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :
Slide 25: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence begin by sharing relevant profiles content in your field and participation building relevant contacts tweets RTs Much better! discussions blog comments shares posts likes Intended use for participants on Webinar the six steps to social selling success :: @mike_k
Slide 26: Ticket for entry: the 3 P's
ticket for entry – the 3 p’s presence begin centers of by sharing relevant influence profiles content in your field and competitor ceo / cio / it owners participation companies building relevant cfo contacts managers presidents tweets RTs discussions software procurement researchers / records engine
Slide 27: Ticket for entry: consider automation
ticket for entry – the 3 p’s presence profiles consider automation participation Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 27
Slide 28: Six steps to social selling success
six steps to social selling success conduct research make a connection generate awareness create interest build relationships convert r2r / revenue Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 28
Slide 29: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest Intended use for participants on Webinar 29
Slide 30: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest Intended use for participants on Webinar 30
Slide 31: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest Intended use for participants on Webinar 31
Slide 32: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest nurture cycle Intended use for participants on Webinar 32
Slide 33: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest nurture cycle Intended use for participants on Webinar 33
Slide 34: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest nurture cycle Intended use for participants on Webinar 34
Slide 35: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest nurture cycle Intended use for participants on Webinar 35
Slide 36: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest nurture cycle Intended use for participants on Webinar 36
Slide 37: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest trigger sales cycle nurture cycle Intended use for participants on Webinar 37
Slide 38: Six steps to social selling success
six steps to social selling success research connection awareness revenue relationship interest trigger acquisition sales cycle nurture cycle 38
Slide 39: One :: research
one :: research . six steps to social selling success Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 39
Slide 40: One :: research: look familiar?
one :: research look familiar? Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 40
Slide 41: One :: research
one :: research look familiar? the tools to decide whether you should focus on social selling… … are the same you use to research prospects & clients Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 41
Slide 42: One :: research
one :: research social research social listening review profiles (LinkedIn and other social sites) see who they’re connected to note LinkedIn groups and discussions observe which companies they follow watch status updates and comments search engine, alert service… philanthropic ventures, personal in
Slide 43: One :: research
one :: research social research social listening review profiles (LinkedIn and other social sites) see who they’re connected to note LinkedIn groups and discussions observe which companies they follow watch status updates and comments beyond social search engine, alert service… philanthropic venture
Slide 44: One :: research
one :: research social research social listening review profiles (LinkedIn and other social sites) see who they’re connected to observe note LinkedIn theirand groups social / digital footprint discussions observe which companies they follow watch status updates and comments beyond social search engi
Slide 45: Two :: connect
two :: connect . six steps to social selling success Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 45
Slide 46: Two :: connect
two :: connect move from research to connect follow their digital footprint – be where they are listen, observe, and learn about them look for connectors or commonalities reach out to connect be part of their world / multiple touch points note: not saying solicit through multiple channels Intended u
Slide 47: Two :: connect: how to connect
two :: connect how to connect follow on Twitter leap from Twitter to LinkedIn leverage connectors / commonalities use LinkedIn open group discussions ask for LinkedIn referrals / introductions comment on blogs / tweets / discussions conferences / trade shows / associations see http://www.mikekunkle.
Slide 48: Connections: additional advice
two :: connect connections: additional advice do don’t customize your invites (avoid mobile pounce (you’ll see this again & again invites) from me) leverage introductions or groups ask for “feedback on your product” use “connectors” or shared try to set an appointment experience respond with a compa
Slide 49: Connections: additional advice
two :: connect connections: additional advice do don’t customize your invites (avoid mobile pounce (you’ll see this again) invites) leverage introductions get on their radar ask for “feedback on your product” use “connectors” or shared try to set an appointment experience respond with a company/prod
Slide 50: Three :: awareness
three :: awareness . six steps to social selling success http://geekandpoke.typepad.com/geekandpoke/2008/04/the-last-judgem.html the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 50
Slide 51: MarketingThink.com: get on a decision maker's radar
MarketingThink.com How To Get On A Decision Maker’s Radar With Social Media Before You Cold Call “| am one of the CMO’s, CEO’s or other C-level decision makers who's not answering the phone or opening emails from unknown sales people. However, if you connect with me on social media first, then | wil
Slide 52: Three :: awareness
three :: awareness move from connect to awareness sales perspective: multiple digital touches learning perspective: value of spaced repetition interact be “social,” share, like, RT, help, pay it forward share relevant content based on your research perception: credibility, trust, valuable resource I
Slide 53: Three :: awareness
three :: awareness move from connect to awareness sales perspective: multiple digital touches learning perspective: value of spaced repetition interact be known / develop your reputation be “social,” share, like, RT, help, pay it forward share relevant content based on your research perception: cred
Slide 54: Four :: interest
four :: interest . six steps to social selling success Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 54
Slide 55: Four :: interest
four :: interest move from awareness to interest don’t follow the hungry herd / don’t pounce social = subtle don’t be anti-selling, either the great “sell vs. help debate” gauge interest in your “awareness campaign” likes, comments, downloads, shares, questions, emails, responses watch for triggers…
Slide 56: Four :: interest
four :: interest move from awareness to interest don’t follow the hungry herd / don’t pounce social = subtle don’t be anti-selling, either observe reactions / gauge interest the great “sell vs. help debate” gauge interest in your “awareness campaign” likes, comments, downloads, shares, questions, em
Slide 57: Five :: relationships
five :: relationships . six steps to social selling success Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 57
Slide 58: Five :: relationships
five :: relationships not linear starts before “connect” / never ends “business dating” / nurturing sincerity, authenticity, transparency & ethics matter grow organically (unless triggered) when possible, move at their pace humor, empathy, social debt, dot connections ommon: interests, goals, people
Slide 59: Five :: relationships
five :: relationships not linear starts before “connect” / never ends “business dating” / nurturing sincerity, authenticity, transparency & ethics matter grow organically (unless triggered) when possible, move at their pace humor, empathy, social debt, dot connections common: interests, goals, peopl
Slide 60: Five :: relationships
five :: relationships not linear starts before “connect” / never ends “business dating” / nurturing sincerity, authenticity, transparency & ethics matter credibility / respect grow organically (unless triggered) / trust when possible, move at their pace humor, empathy, social debt, dot connections c
Slide 61: Six :: revenue
six :: revenue . six steps to social selling success http://www.glasbergen.com/wp-content/gallery/cartoons-about-sales-salespeople/toon550.gif the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 61
Slide 62: Six :: revenue
six :: revenue http://www.glasbergen.com/wp-content/gallery/sales/sell50.gif Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 62
Slide 63: Six :: revenue: professional selling is…
six :: revenue http://www.glasbergen.com/wp-content/gallery/sales/sell50.gif professional selling is… helping, guiding, serving, solving, adding value making quota, achieving goals, staying employed finding the buyers with problems you solve value creation and influence to win deals converting r2r o
Slide 64: Six :: revenue: convert r2r
six :: revenue convert r2r – move into a sales cycle magnetize buyers to you, but reach out, too partner with marketing (nurturing, content, mql) watch for problems you solve – reach out then look for triggers to enter the buying cycle early share insights to create opportunity use “favorable introd
Slide 65: Six :: revenue: convert r2r
six :: revenue convert r2r – move into a sales cycle magnetize buyers to you, but reach out, too partner with marketing (nurturing, content, mql) watch for problems you solve – reach out then value creation / account acquisition look for triggers to enter the buying cycle early share insights to cre
Slide 66: Unleash your army of advocates
six :: revenue unleash your army of advocates every good sales rep has clients behind them Intended use for participants on Webinar the six steps to social selling success :: @mike_kunkle :: transforming sales results :: 66
Slide 67: Unleash your army of advocates
six :: revenue unleash your army of advocates every good sales rep has clients behind them social savvy reps have clients in front of prospects “Dave, I caught your message about [topic] in [LinkedIn group]. I worked with [client name / company] to help resolve [that issue] for her and [deliver this
Slide 68: Closing thoughts :: summary
closing thoughts :: summary other considerations for social selling stealth mode you can hide activity on LinkedIn, hide your connections, avoid commenting to prospects in groups (until you’re ready to make a public connection) if not managed well, social media can be a huge time drain for little re
Slide 69: Questions | Discussion
questions | discussion
Slide 70: About Mike
about mike http://www.mikekunkle.com/about-me mike is a training and organization effectiveness leader with special expertise in sales force transformation. after his initial years on the frontline in sales and sales management, he spent the next 21 years as a corporate manager or consultant, leadin
Slide 71: Appendix :: the six steps to social selling success
a p p e n d i x :: the six steps to social selling success :: :: transforming sales results :: :: @mike_kunkle ::
Slide 72: Appendix – links
appendix – links building a linkedin profile http://www.salesforlife.com/sales-resources/9-steps-to-a-winning-linkedin-profile-for-sales- professionals/ http://topdogsocialmedia.com/linkedin-marketing-infographic/ http://marketingthink.com/social-branding-how-to-create-the-perfect-linkedin-profile-b
Slide 73: Appendix – links
appendix – links other social selling resources (continued) http://blogs.salesforce.com/company/2014/05/free-e-book-the-smart-guide-to-social-selling-.html http://www.slideshare.net/linkedin-sales-solutions/linkedin-foolproof-guide-to-social-selling http://learnmore.insideview.com/TheUltimateGuide_T