Beyond GlenGarry - Put social in your sales process and get to the next level April 29, 2010

Put social in your sales process and get to the next level

Thursday, April 29 at 9AM PT/12PM ET,

Join Andy Rudin, http://xeesm.com/andyrudin Expert in sales strategies for information technology products and services, Managing Principal at Outside Technologies, Inc and Axel Schultze, Founder and CEO of Xeequa, President of the Social Media Academy http://xeesm.com/axels for an engaging discussion around techniques that help you deal with twice as many people in half the time and increase sales by 20%
Why “tried and true” fails more frequently

Fast facts:
BtoB Buyer Transformation Study, CSO Insights and others
Where we want to go: Our basic business objectives didn’t change!
-Beat the competition
-Identify new opportunities
-Shorter sales cycles with better predictability
-Greater efficiency and productivity
Make lemonade with a new sales paradigm!

Questions to ask:
From initial query to purchase, what is the path that prospects expect?
What path do they actually take?
How do prospects use social media, and where do these fit in the buying process?
What must occur to ensure the buying process continues?
What new tools are available to professionally leverage the connection web
New sales strategies that embed social selling tools:

Some interesting cases
The EchoQuote case
The company found that high-value prospects wanted budgetary pricing information early in the buying cycle
Creating an action road map for the next 3 quarters

The new selling cook book
Social media monitoring – the new lead gen
Social networks – your new Rolodex
Social engagement – the new cold calling
Sharing and caring – the new nurturing process
Community management – the new reference selling
Mind share development – the new competitive edge
Advocates engagement – the new closing amplifier

Audience: Sales Management

Official Website: http://xeesm.com/_/site/index.php/events/beyond-glengarry/