Category: Services

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Social selling is about utilizing your social network to find valuable prospects and establish trusted relationships to achieve sales goals. This method eliminates the need for cold calling by building rapport and confidence through connections on social media platforms.

The following are the four key steps to leveraging social selling and adopting them into your organization’s sales and marketing strategies.

1. Create a Professional Brand

B2B buyers are understandably careful with who they do business with and will only work with sellers they can trust. A strong professional brand proves you are relevant in your industry which will result to more inquiries from quality leads.

Complete your profile 100% with a professional profile picture, headline, summary, and experience. Keep the customer in mind and publishing meaningful and relevant content that identifies you as a thought leader.

According to LinkedIn, 81% of buyers are more likely to engage with a strong professional brand while 92% of B2B buyers engage with sales professionals if they are known industry thought leaders.

2. Focus On The Right Prospects

Social selling allows you to search and connect with prospects more effectively than traditional methods. Through LinkedIn, over 76% of buyers feel ready to have a social media conversation and classifying prospects through established criteria such as role, function, and industry.

Sales reps who exceed quota on LinkedIn with their prospects 39% more than other sales professionals. And LinkedIn revealed that sales reps who viewed the profiles of at least ten people at each of their accounts were 69% more likely to exceed quota.

Salespeople should distinguish who the decision makers are who have purchasing power.
LinkedIn is a powerful tool to search and target the right prospects. Even at the 2nd degree, cold outreaches can be transformed into warm introductions by finding commonalities. 73% of B2B buyers prefer sales professionals who have been referred by someone they know.

3. Engage with Insights

Positioning yourself as an industry expert by sharing relevant industry content and commenting on prospect’s published content allows you to optimize your professional brand. Share meaningful and relevant resources so that you can become a trusted source.

Stay up-to-date on the latest news on your industry. Leave constructive comments on content published by your prospects so that you can engage in insightful discussions. Over 62% of B2B buyers respond to salespersons that connect with relevant insights and opportunities.

Nearly 64% of B2B buyers report that they appreciate hearing from a salesperson who provides knowledge or insight about their business. And you are 70% more likely to get an appointment or an unexpected sale if you are a member in LinkedIn Groups.

4. Build Trusted Relationships

Establish trust with prospects by sharing your perspectives and providing meaningful information that focuses on the problems the prospect faces within their business. Cover the needs of the prospect first without overselling.

Focus your attention on genuine interactions. Building relationships can take time and developing them is similar to how people connected with one another before social media. It was about engaging at appropriate times and providing relevant information and solutions to the prospect’s business pain points.

Do you plan to start leveraging social selling in your organization and feel you need more information on how to start? I’m Pam Swingley, founder of Savvy. Our marketing services help B2B technology companies succeed. We connect product marketers to customers for market validation. Fill sales pipelines with qualified leads. And, supercharge anemic social media accounts. Results are backed by decades of tech marketing success with Fortune 1000 companies (ADP and Oracle), startups, and mid-sized software firms. Say hello to savvy marketing.

www.savvyinternetmarketing.com.

Expect:  30-50 prospect meetings, 500 new targeted connections and a robust LinkedIn executive profile and network that enhances your career. Dramatic increase in social selling score.
Ideal for: Sales professionals in a new territory/vertical. Sales executives with a strong pipeline focused on closing. Executives seeking strong social profiles.

Cost: $1,750/mo. plus $229/meeting
Type: 6 month contract, 30 guaranteed meetings
Required: A LinkedIn Premium Plus membership (approx. $45/mo.)
Includes:
 LinkedIn social selling optimization and management, target list development, daily outreach for professional connections and engagement, thought leadership content, appointment setting, monthly reporting.
Ramp: Immediate LinkedIn activity, with first meeting in 9 weeks.

Savvy Social Selling for B2B Tech Companies

Digital disruption has transformed how software companies sell.  Leading social sellers create 45% more opportunities and are 54% more likely to achieve quota.

While social selling is the future, making the switch from how you’ve always sold takes effort. Connecting with prospects in target companies, building the relationship, and securing the first meeting is mostly administrative, and takes time away from what you do best — sell.

Savvy builds your social connections and sets meetings with your targeted prospects. Social selling is more than just appointments however. We help you build you executive brand online, teeing you up for success now, and for the rest of your career.

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Cost: $1,000/mo.
Type: Month-to-month contract
Includes: Twitter, 1 personal  LinkedIn account, corporate LinkedIn page, Facebook
Ramp: Two weeks
Expect:  Increased online visibility, website traffic, leads and sales
Twitter: 150-300 new followers per month in your desired target market.
LinkedIn: 20-30 good connections per week.
Website traffic: experience and average increase of 500%-1000% of social media traffic within the first 60 days of working with us.
Ideal for: tech companies that don’t have budget for a full-time social media marketer or companies that want to scale social quickly.

Savvy Social Media Marketing

Building social connections requires daily attention. And lots of it. But in high tech marketing departments social media management gets left behind as more visible projects take priority.

Savvy marketers know that just because social media isn’t as flashy as a new website, or big event, it is a powerful tool for communicating your message, building relationships, and driving website traffic.

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Expect:  30-50 quality market validation/customer discovery meetings with target customers. 500 new quality connections and a robust LinkedIn profile and network that will enhance your career. Dramatic increase in social selling score.
Ideal for: 
Product marketers who require real-life input from potential customers in order to build successful products. Use for problem/product discovery and validation, positioning and continual product optimization.

Cost: $1,750/mo. plus $229/meeting.
Type: 6 month contract, 30 guaranteed meetings.
Required:  A LinkedIn Premium Plus membership  (approx. $45/month).
Includes: LinkedIn social selling optimization and management,  target list development, daily outreach for professional connections and engagement, thought leadership content, appointment setting, monthly reporting.
Ask us to do it all: No time to talk? An experienced product marketer will conduct your meetings for you and deliver a complete transcript of the interview. $159/meeting.
Ramp: Immediate LinkedIn activity, with first meeting in 9 weeks.

Savvy Customer Discovery Meetings

Every product marketer has received this advice — the conversation goes a bit like this:
Advisor: “Get out of the office and talk to customers!.”
Product marketer: “How many?”
Advisor: “100, or more, in person.”
Product marketer:!@#$%^&*?”

For a typical B2B software product marketer who juggles many demanding projects, this advice is absurd. Identifying, engaging, scheduling, meeting and reporting customer discovery results is a full-time job stretched over many, many months.

Yet, it is absolutely true that talking to customers early, and often, is the best investment you will ever make.

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Expect:  Quarter-after-quarter coverage of target market, predictable budget with guaranteed results, 3 or more weekly meetings with qualified prospects. No hassles.
Ideal for: Tech companies that need to fill pipeline fast with steady stream of business prospects. Sales departments with staff to focus on nurturing/closing. Companies that need to quickly test traction in a new market. Understaffed sales departments.

Cost: $500/appointment
Type: Pay-per-lead packages of 10 opportunities/$5,000
Includes: Prospecting strategy, contact research, email content creation, engagement, appointment setting, reporting.
Ramp: Three weeks

Savvy Outbound Customer Prospecting for B2B Tech Companies

Even the best job candidate usually doesn’t have the complete skill-set, mindset, process, methodology or the time management skills to do the job properly day-after-day.

Savvy keeps your sales pipeline full with a steady stream of C-level prospects. Our outbound prospecting experts act as an extension of your sales and marketing organization. Without the need for hiring, training, and managing inside sales development staff. In fact, we deliver better results than employees and we do it at a lower cost.

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Cost: $1,100/mo
Type: Month-to-month contract
Includes: 6 unique articles a month, 4 thought leadership, 2 repurposed promotional/product marketing content.
Ramp: Three weeks
Expect:  Increased website traffic, SEO, email list subscribers, be viewed as a thought leader, profitable customer action.
Ideal for: Tech companies that want to position themselves as thought leaders in a space and/or companies that want to build trusted relationships with prospects throughout the sales cycle.

Savvy Content Marketing for B2B Tech Companies

54% of B2B marketers report that producing engaging content is one of their top challenges. Although your company is filled with exceptionally bright people who have deep industry knowledge, they are simply too busy to write on a regular basis. Good writing takes time, a strong editor and a bit of design to help it stand out.

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