Sales Chapter 4 Exam 1

social selling

using social media and professional networks to connect with prospects, build relationships, and engage current/potential customers

one to many communication, educates a broad audience, measures likes, shares, comments

social media marketing

one to one communication, directly interacts with buyers, measures leads, oppurtunities, sales

social selling

Law of reciprocity

when you do something thoughtful for someone, they often want to return the kindess

who you help, what problem you solve, how you add value, your relevant expertise

Your profile should communicate

social listening

continuously monitoring social channels for brand mentions, keywords, customer feedback, etc.

Social CRM

combines social media and communication technology so the company can interact with customers across multiple channels

socially surrounding a buyer

finding the buyer, organizing relevant information about them, and taking sales action

sphere of influence

individuals and groups that are within one degree of separation from a prospect

content curation

continually finding, filtering, adding value, and sharing the most relevant existing content about an issue

5 posts of relevant content from other sources, 3 posts of useful non-sales focused content, 2 posts of personal and fun content

532 sharing rule

sales enablement

providing salespeople with the tools, information, and content needed to sell effectively

white paper

formal, research heavy, data focused document that educates readers about a topic/solution

product spec sheet

organized details about a product; components, handling, disposal, etc.

product comparison sheet

fair side by side comparison of alternative products/solutions

exposing buyers to rival solutions they may not have previously considered

what is the risk of product comparison sheets?

customer success story

case study/ testimonial showing a customer’s experience and results

key performance indicators (KPIs)

measurable metrics that show how effectively a company is meeting its objectives

process oriented, harder to measure, easier to influence

leading indicators

leading indicators

content engagement, website visits from socials, community growth

lagging indicators

revenue, closed deals, quota attainment

outcome oriented, easier to measure, harder to influence

lagging indicators

leading

when starting social selling, you should focus on ____ indicators

inbound connection

someone who finds you through content or mutual connections

social to real life conversion

online interaction leading to a phone call, meeting, or in-person conversation

buyers because of technology

do buyers or sellers have more control in modern sales process?