radius webinar

on tuesday, march 26th 2013, we hosted a webinar about social selling.

social selling to the smb: how to use social media to find more

deals and make more money

Barb Giamanco Social Centered Selling

Craig Rosenberg Funnelholic Media

Jamie Shanks Sales for Life

John Hurley Radius Intelligence

featured speakers

this is what we talked about:

•  Why Social Selling Matters

•  How to Start Social Selling Now

•  Conversation Starters for Selling to SMBs

and this is what we learned:

what is social selling, and why does it matter?

“Social selling is the process of using social media to network, prospect, research, engage, collaborate, teach and close all with the purpose of attaining

quota and increasing revenue.”

barb giamanco @barbaragiamanco social centered selling

social selling means using social media to sell smarter.

“in 2012, 72.6% of sales reps that used social selling outperformed those that didn’t.”

barb giamanco @barbaragiamanco social centered selling

social media has the power to impact revenue.

“if you have 50 salespeople on your team, and the average deal size is $50k, an extra deal per rep would

equal a $2.5M increase in revenue.”

barb giamanco @barbaragiamanco social centered selling

salespeople need to learn how to find prospects on social media.

how can i start social selling right now?

jamie shanks @james_t_shanks sales for life

“your social profile is your brand. what do prospects care about? on linkedin, they look at these 5 traits, in this order:

1.  Photo

2.  Activity Feed

3.  Headline

4.  Current Role

5.  Call-to-action

which means that this:

is better than this:

and this headline:

linkedin account executive: transforming sales through social selling

is more compelling than this one:

sales at linkedin

“how can you use your social channels to push your buyers off their status quo?”

jamie shanks @james_t_shanks sales for life

your prospects want to see stuff like this:

more than they want to see stuff like this:

[ex: me me me]

i’m a salesperson.

•  I sell these products.

•  They have these 14 features.

•  They were featured in these publications.

•  My company has won these awards.

“use social tools to find & share juicy content your prospects care about: ”

jamie shanks @james_t_shanks sales for life

feedly:

a replacement for google reader

hootsuite:

endless content curated from all your social sites

linkedin signal:

like google search with filters for relevance

how can i use social media to reach smb prospects?

craig rosenberg @funnelholic funnelholic media

“word of mouth is everything to the smb/vsb. every event (good or bad) matters to the smb/vsb.”

craig rosenberg @funnelholic funnelholic media

“when selling to the smb/vsb:”

1.  When in doubt, use Yelp data

2.  Mention campaigns and daily deals

3.  Share local data on your social profiles

4.  Always follow and retweet/like prospect and customer social activity.

small businesses know what people say on yelp. if you want to reach them, you should too.

and the final takeaway?

everyone is busy. social media helps us stand out, connect with prospects, and close deals faster.

Identifying and engaging with the right local businesses can be overwhelming due to the disorganized — and often contradictory— nature of local business information. Radius Intelligence has amassed unmatched data that documents the existence and activities of over 20 million small and medium-sized U.S. businesses. Using Radius, businesses are empowered to prospect smarter and accelerate sales.

about radius

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www.radiusintel.com