This document discusses social selling and the new methodology of sales. It outlines 5 reasons for applying a social selling methodology, including statistics showing increases in sales opportunities and performance for salespeople and teams that properly utilize social selling. It then covers the evolution of customers and need to have a personal and professional digital brand. The new sales process is outlined, focusing on relationship building, engaging customers through valuable content, and turning communities into customers through social networks.

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SOCIAL SELLING
THE NEW METHODOLOGY OF SALES
© SafeCreative.org Nº 2002053025625

2. edu.speedmethodology.institute socialselling.es
David Martinez Calduch
www.davidmcalduch.com
www.linkedin.com/in/davidmcalduch
The new methodology of salesSocial Selling

3. edu.speedmethodology.institute socialselling.es© SafeCreative.org Nº 2002053025625
LinkedIn Empresa
Marketing
Talento
LinkedIn H2H
Social Selling
Embajadores de Marca
Grupos

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5 REASONS
WHYYOU NEED TO APPLY
THE SOCIAL SELLING METHODOLOGY
Social Selling in Numbers

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Increase 45% the opportunities
of sales
5 / 5Social Selling in Numbers
- LinkedIn

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One seller who applies
social selling correctly
increases his sales by 20-25%
4 / 5Social Selling in Numbers
- LinkedIn

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Sales teams that use
social selling correctly
increase their sales by 10-13%
3 / 5Social Selling in Numbers
- LinkedIn

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The team of sellers who have applied social
selling have increased their sales by 160%
2 / 5Social Selling in Numbers

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2 / 5Social Selling in Numbers
Key factors
✔Social Selling Methodology
✔Free full version of LinkedIn
✔Full version of LinkedIn Sales Navigator
✔CRM

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1 / 5Social Selling in Numbers
93% of Sales Executives do not receive
any type of social selling training

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Beginings The client
The new
Sales process
What is the new customer like?How doing business has been
done so far?
What is the right way of doing
business now?

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1ST
PART
Beginings
How business has been done so
far

13. edu.speedmethodology.institute socialselling.es100 years hasn’t changed

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Contact Client
Qualify Lead
Show Demo
Send a Proposal
Close Deal
Pre
analysis
New sales funnelWhere we come from

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Today, customers have already made the purchase
decision before contacting the sales dept.
B2C 57%
New sales funnelWhere we come from

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In B2B it is even greater and in both cases they are reported
digitally.
B2B 70%
New sales funnelWhere we come from

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SOCIAL MARKETING SOCIAL SELLING
New sales funnelWhere we come from

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Beginings The client
The new
Sales process
What is the new customer like?How doing business has been
done so far?
What is the right way of doing
business now?

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The client
What is the new customer like?
Evolution of clientsThe new client
2ND
PART

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XYZT
Evolution of clientsThe new client

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Evolution of clientsThe new client

22. EDU.davidmcalduch.com futureof.work
Baby boomer 1945 - 1964 75 56
Generation X 1965 - 1979 55 41
Generation Y 1980 - 1995 40 25
Generation Z 1995 - 2009 25 11
Generation T 2010 - 2025 10 -5

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Market informationThe new client
MARKET INFORMATION

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90% DOESN’T WORK
Market informationThe new client

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Beginings The client
The new
Sales process
What is the new customer like?How doing business has been
done so far?
What is the right way of doing
business now?

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The new
Sales process
What is the right way of doing
business now?
3RD
PART

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New sales funnelWhere we come from

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Personal Professional
Where should we be?The new client

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SALE BYATTRACTION
StartThe new sales process
1.PERSONAL & PROFESSIONAL DIGITAL BRAND
2.PUBLISH VALUABLE CONTENT
3.BUILD RELATIONSHIPS

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CONVERSATION
LETTHE CLIENT SPEAK
Type of contentThe new sales process

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Engagement
Unidirectional
Communication
Talk with them
Type of contentThe new sales process

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“WE DON’T HAVE A CHOICE
ON WHETHER WE DO SOCIAL MEDIA,
THE QUESTION IS HOW WELLWE DO IT.”
- ERIK QUALMAN
Sales funnelThe new sales process

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“TURN COMMUNITIES INTO CUSTOMERS”
@Jon_Ferrara
Sales funnelThe new sales process

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COMMUNITY
LEADS
CUSTOMERS
Sales funnelThe new sales process

35. edu.speedmethodology.institute socialselling.esNIKE CEO
"Connecting used to be, 'Here's some product, and
here's some advertising.We hope you like it,'“
he says: "Connecting today is a dialogue."

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SOCIAL
NETWORKS
EDUCATING ENGAGING
COLD
CALLS
SHOW
DEMOS
QUALIFY
LEADS
OLD SALES MODEL NEW SALES MODEL
SOCIAL SELLING
Sales funnelThe new sales process

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Starting your new startThe new sales process
1247 en 90 días = 5.400 al año (1 persona)
15 personas de tu equipo = 81.000 al año
25 persona de tu equipo = 135.000 al año

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Starting your new startThe new sales process
1015 en una semana = 52.780 al año (1 persona)
15 personas de tu equipo = 791.700 al año
25 persona de tu equipo = 1.319.500 al año

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linkedin.com/sales/ssi
Starting your new startThe new sales process

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Establece una presencia profesional en LinkedIn con un perfil
completo:
▪ Perfil completo
▪ Contenido multimedia
▪ Imagen de fondo
▪ Aptitudes y validaciones
▪ Publicaciones y seguidores de tus artículos
2525
2525
Encuentra a las personas adecuadas Interactúa ofreciendo información
Establece tu marca profesional Crea relaciones
Índice de
Social Selling
100Prospección efectiva a través de:
▪ Búsquedas de clientes
▪ Lead Builder / Búsquedas Avanzadas
▪ Prospección de perfiles vistos
▪ Visualizaciones de tu perfil
▪ Clientes guardados
▪ Días activos
Descubra y comparta información valiosa para
iniciar o mantener una relación/conversación:
▪ Interacciones dadas y recibidas
▪ Interacciones dadas de publicaciones
▪ Compartir
▪ Mensajes enviados y tasa de respuesta InMail
▪ Participación en grupos
▪ Empresas guardadas
▪ Visualizaciones de publicaciones
Amplía tu red para llegar a tus posibles clientes y los que pueden
presentarte a tus prospectos:
▪Nuevas conexiones
▪Nuevas conexiones grado CEO
▪Contactos existentes
▪Tasa de aceptación de solicitudes de conexión
enviadas

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amazon.com/author/davidmcalduch
ResourcesThe new sales process

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Los analfabetos del siglo XXI no serán
aquellos que no saben leer y escribir,
serán aquellos que no pueden aprender,
desaprender y reaprender.
Alvin Toffler