Social Selling Part II

In part I we explored how well aligned sales and buying processes were just 10 years ago. We also explored the rapidly widening gap between the two in the last 5 years and how consumer and corporate buyers alike explore, select and buy products or services today. Selling into a highly connected business society has changed. 9 month ago I began to work on two cases, realigning sales.

Here is what hasn’t changed:
1) We still need to find potential customers who are “in the market” and explore products or services for their personal or business life.
2) We still want to be first if a prospect is in the market – or even before he or she is “looking” to increase our chance to be the selected product, solution or service.
3) We still compete for mind and market share
Obviously the business aspects of making a profitable deal and ensuring service cost is not exceeding profit is no different than it was.

Now here is what did change:
We realigned sales processes to how people explore select and buy products or services. Xeesm Sales Process Model

Whether the above concept is right for you and your business is not the question. The more important question is: “Do you routinely review the alignment between how you sell and how your customers buy or want to buy?

About 9 month ago…
…I began to work with two open minded companies and sales teams to create a new alignment between buying and selling. After discovering the disconnect between buying and selling (see Part I), we tried to connect the new dots. Making a couple month long story short we created a new sales process chart that is in synch to the new buying pattern.

Lead Generation
Instead of cold calling and email bombardment the inside sales team began to use social media monitoring to identify people who are looking for specific solutions / products. The “lead qualification process” which was created in the days when the company received on average 100 inquires for information a week, was actually retired. The new “lead identification process” is now done by social media monitoring. After a few month it moved from the presales team to marketing.

Introduction
What was “introduction” where the pre sales teams tried to introduce the company and their wares has moved from the cold calling or old stiff introduction process with sending materials and nurturing the lead to an all new “Community Introduction Process”. In the old process it was hard to identify if the customer is just starting to look around or has already a good idea what he or she wants. Most of the times emails, letters and phone conversations were very professional, meaning formal and almost instantly created that “Buying / Selling” scenario which more often than not indicates building up your “position”. The new “Community Introduction Process” introduces a prospect very early on to one of the customers who can be found in the social web and freely discuss their opinion and experience.

Influencer Process
If the prospect is now exploring the respective alternatives the old reference selling model with typically one to three references is now turned into a “massive reference model” the more customers advocate the company’s product the more likely the prospect will become a customer too. The big learning here: “The Customer” is not the “decision maker” or “economic buyer” but the actual user or beneficiary of the product or solution. As such the sales teams failed to convince the “buyer” to advocate the product. But the actually users already talked about it here and there.

Personal Sales Engagement
The above “crowd based” support in the sales process is equally the support of the buying process. That alignment made all the difference. Once the prospect feels well in the “community” the actual selling process is less of a convincing from the sales team but more a guidance selecting the right options, service components or other variations then the old “SELLING” that almost always put seller and buyer into a confrontational position were both FIGHT for the best deal. Still in the end the negotiation will happen but both parties are now in a very different position and highly educated position. A mutually profitable deal is simply more likely to happen.

The new day to day inside sales job
The inside sales teams are now spending 2 hours a day with prospects in the social web. They visit between 40 and 100 prospects daily on Facebook, LinkedIn, SlideShare, YouTube, Google and Yahoo Groups  (very much depending on where their customers are). They know what’s on their customers mind and know when there is a time to be helpful and when there is the time to contact by phone or making an appointment. In one case it started as an experiment with two out of 23 inside sales people doing this for 20 minutes a day. From 8:00am to 8:20 am – we have the social minutes window; a concept we just publicly launched this week for everybody to experiement with. Over time more people joined and today it is about two hours a day visiting a total of 2,000 clients per week. It is still an experiment but we see early successes because the team is reaching more people faster and more easily and the number of confirmed appointments is twice as high as it was in the past. Those appointments seem to have a higher close rate. But it is a bit too early to draw a definitive conclusion. Both companies are on the B2B side of the world with sales cycles in the 3 – 5 month range.

Axel

http://xeesm.com/AxelS

<img class=”alignnone” style=”border: 0pt none; margin: 10px;” title=”Xeesm Sales Process Model” src=”http://socialmedia-academy.com/assets/images/scrm-disconnect.jpg” border=”0″ alt=”Xeesm Sales Process Model” width=”570″ height=”360″ />


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46 Gratitude Quotes to be Thankful for!46 Gratitude Quotes to be Thankful for!Daily, I make sure that I openly acknowledge the things in my life that I am grateful for, and over the years I have collected a number of fantastic famous Gratitude Quotes. I hope you like them…Including famous quotes of gratitude that might inspire you and move you world of tanks blitz hack cheats tool towards manifesting your destiny too, this collection has been put together after searching to find the finest. There are hundreds of gratitude quotes, but I have selected the best so that you don’t have to plough through pages to find a gem.Find a Famous Quotation of GratitudeQuotes on gratitude can be inspirational and helpful when you are feeling grateful – and when you are not, and maybe need a nudge. Perhaps this one from William A. Ward is one of the best from my list:-“God gave you a gift of 86,400 seconds today.Have you used one to say “thank you?””Inspirational Quotes of GratitudeIf you have seen The Secret movie many times, then you may even be able to quote from some of the teachers. Here are a couple that stand out:“Whatever we think about and thank about we bring about”Dr John F Demartini“Gratitude is absolutely the way to bring more into your life”Marci ShimoffTo Express Gratefulness Famous Quotes helpIt is true that the more you are thankful and express your gratefulness for your life and everything in it, the more you add energy to the vibrations you are sending out – and the more the Universe sends back to you. Here is a famous quote of gratitude from one of my favourite old books: The Science of Getting Rich.“The more gratefully we fix our minds on the Supreme whengood things come to us, the more good things we will receive,and the more rapidly they will come; and the reason simplyis that the mental attitude of gratitude draws the mind intocloser touch with the source from which the blessings come”Wallace D WattlesGratitude Quotes“Gratitude is a quality similar to electricity: it must be produced and discharged and used up in order to exist at all”William Faulkner“If you want to turn your life around, try thankfulness. It will change your appnana cheats ios life mightily”Gerald Good“Gratitude is the fairest blossom which springs from the soul”Henry Ward Beecher“Gratitude is the heart’s memory “Jean Baptiste Massieu“The Pilgrims made seven times more graves than huts. No Americans have been more impoverished than these who, nevertheless, set aside a day of thanksgiving”H.U. Westermayer“Grace isn’t a little prayer you chant before receiving a meal. It’s a way to live”Jackie Windspear“Silent gratitude isn’t much use to anyone”G.B. Stern“It’s been such a powerful exercise, every morning to get up and say thank you, every morning …… what am I grateful for …… and I’m not just thinking about them …… real racing 3 hack tool online I’m feeling the feelings of gratitude”James Arthur Ray“If the only prayer you said in your whole life was, “thank you,” that would suffice”Meister Eckhart“When we were children we were grateful to those who filled our stockings at Christmas time. Why are we not grateful to God for filling our stockings with legs?”G.K. Chesterton“If you count all your assets, you always show a profit”Robert Quillen“As each day comes to us refreshed and anew, so does my gratitude renew itself daily. The breaking of the sun over the horizon is my grateful heart dawning upon a blessed world”Adabella Radici“You say grace before meals. All right. But I say grace before the concert and the opera, and grace before the play and pantomime, and grace before I open a book, and grace before sketching, painting, swimming, fencing, boxing, walking, playing, dancing and grace before I dip the pen in the ink”G.K. Chesterton“For each new morning with its light,For rest and shelter of the night,For health and food, for love and friends,For everything Thy goodness sends.”Ralph Waldo Emerson“Praise the bridge that carried you over”George Colman“I would maintain that thanks are the highest form of thought; and that gratitude is happiness doubled by wonder”G.K. Chesterton“If a fellow isn’t thankful for what he’s got, he isn’t likely to be thankful for what he’s going to get”Frank A. Clark“He is a wise man who does not grieve for the things which he has not, but rejoices for those which he has”Epictetus“Gratitude is the best attitude”Author Unknown“We can only be said to be alive in those moments when our hearts are conscious of our treasures”Thornton Wilder“Gratitude is the least of the virtues, but ingratitude is the worst of vices.”Thomas Fuller“There is not a more pleasing exercise of the mind than gratitude. It is accompanied with such an inward satisfaction that the duty is sufficiently rewarded by the performance”Joseph Addison“I feel a very unusual sensation – if it is not indigestion, I think it must be gratitude”Benjamin Disraeli“Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart”Henry Clay“Who does not thank for little will not thank for much”Estonian Proverb“The hardest arithmetic to master is that which enables us to count our blessings”Eric Hoffer“Power takes as ingratitude the writhing of its victims”Rabindranath Tagore“Gratitude unlocks the fullness of life. It turns what we have into enough, and more. It turns denial into acceptance, chaos into order, confusion into clarity…. It turns problems into gifts, failures into success, the unexpected into perfect timing, and mistakes into important events. Gratitude makes sense of our past, brings peace for today and creates a vision for tomorrow.”Melodie Beattie“I awoke this morning with devout thanksgiving for my friends, the old and the new”Ralph Waldo Emerson“We often take for granted the very things that most deserve our gratitude.”Cynthia Ozick“Gratitude is merely the secret hope of further favors”François Duc de La Rochefoucauld “As we express our gratitude, we must never forget that the highest appreciation is not to utter words, but to live by them”John Fitzgerald Kennedy“Grow flowers of gratitude in the soil of prayer”Verbena Woods“Most human beings have an almost infinite capacity for taking things for granted”Aldous Huxley“When eating bamboo sprouts, remember the man who planted them”Chinese Proverb“Thanks are justly due for boons unbought”Ovid“In this world of sin and sorrow there is always something to be thankful for; as for me, I rejoice that I am not a Republican”H.L. Mencken“Feeling gratitude and not expressing it is like wrapping a present and not giving it”William Arthur Ward“Let us be grateful to people who make us happy; they are the charming gardeners who make our souls blossom.”Marcel Proust“Gratitude is not only the greatest of virtues, but the parent of all the others.”Cicero“Happiness cannot be traveled to, owned, earned, worn or consumed. Happiness is the spiritual experience of living every minute with love, grace and gratitude.”Denis Waitley“Appreciation can make a day, even change a life. Your willingness to put it into words is all that is necessary.”Margaret CousinsI hope you can use some of these wonderful Gratitude Quotes as inspiration and a reminder of the how blessed we really are.46 Gratitude Quotes to be Thankful for!Daily, I make sure that I openly acknowledge the things in my life that I am grateful for, and over the years I have collected a number of fantastic famous Gratitude Quotes. I hope you like them…Including famous quotes of gratitude that might inspire you and move you world of tanks blitz hack cheats tool towards manifesting your destiny too, this collection has been put together after searching to find the finest. There are hundreds of gratitude quotes, but I have selected the best so that you don’t have to plough through pages to find a gem.Find a Famous Quotation of GratitudeQuotes on gratitude can be inspirational and helpful when you are feeling grateful – and when you are not, and maybe need a nudge. Perhaps this one from William A. Ward is one of the best from my list:-“God gave you a gift of 86,400 seconds today.Have you used one to say “thank you?””Inspirational Quotes of GratitudeIf you have seen The Secret movie many times, then you may even be able to quote from some of the teachers. Here are a couple that stand out:“Whatever we think about and thank about we bring about”Dr John F Demartini“Gratitude is absolutely the way to bring more into your life”Marci ShimoffTo Express Gratefulness Famous Quotes helpIt is true that the more you are thankful and express your gratefulness for your life and everything in it, the more you add energy to the vibrations you are sending out – and the more the Universe sends back to you. Here is a famous quote of gratitude from one of my favourite old books: The Science of Getting Rich.“The more gratefully we fix our minds on the Supreme whengood things come to us, the more good things we will receive,and the more rapidly they will come; and the reason simplyis that the mental attitude of gratitude draws the mind intocloser touch with the source from which the blessings come”Wallace D WattlesGratitude Quotes“Gratitude is a quality similar to electricity: it must be produced and discharged and used up in order to exist at all”William Faulkner“If you want to turn your life around, try thankfulness. It will change your appnana cheats ios life mightily”Gerald Good“Gratitude is the fairest blossom which springs from the soul”Henry Ward Beecher“Gratitude is the heart’s memory “Jean Baptiste Massieu“The Pilgrims made seven times more graves than huts. No Americans have been more impoverished than these who, nevertheless, set aside a day of thanksgiving”H.U. Westermayer“Grace isn’t a little prayer you chant before receiving a meal. It’s a way to live”Jackie Windspear“Silent gratitude isn’t much use to anyone”G.B. Stern“It’s been such a powerful exercise, every m

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