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The value of Social Selling has led many corporations to increasingly value social leads over traditional lead-gen, a trend that's part of a new generation of sales strategy dubbed Sales 2.0. Yet with any major paradigm shift, all the chatter may amount to nothing if the underlying structure of the sales organization remains unchanged.

The traditional sales structure (Sales 1.0) follows a model of clearly defined roles, segmented responsibilities, and specialization. Social selling necessitates greater flexibility and the ability to develop relationships throughout the sales process.

Join us to learn how to optimize your team for social selling:

  • Create roles for your team and accountability structures that facilitate the challenges and opportunities of social selling.
  • Maximize your team’s follow up on social leads.
  • Establish best practices for the cultivation of relationship with your customers.
  • Foster a culture of listening within your sales team.

About the Panel:



ImageAnneke Seley, CEO and Founder, Reality Works Group and Coauthor, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology, has a vision for Sales 2.0. It includes revenue -generating teams working together using insights about customers and business return, enabled by technology, to improve the buying/selling experience and results for both the buyer and the seller. She and her team at Reality Works Group work hands-on with clients to build or improve sales team performance with inside sales and social selling. Reality Works Group (formerly Phone Works) is a modern global sales strategy and implementation services for today's Sales 2.0 reality. Anneke was hired by Larry Ellison as the 12th employee at Oracle and was the designer of the company’s now multibillion USD global inside sales organization. She is an honored recipient of several industry awards, including AA-ISP’s (American Association of Inside Sales Professionals) Lifetime Achievement Award, AA-ISP’s Top 25 Most Influential Inside Sales Professionals and SLMA’s Twenty Women to Watch in Sales Lead Management.  For more information about Anneke, Reality Works Group and their thinking, see http://www.linkedin.com/in/annekeseley, join her on Twitter (@annekeseley) or read: http://www.sales20book.com/wp/blog/.

ImageSandy Carter, IBM General Manager, Ecosystem Development and Social Business Evangelist and Author, is responsible for IBM’s worldwide relationship with independent software vendors (ISVs), which contribute to approximately one-third of IBM’s revenue.  She also manages the key partnerships with the development, academic, and venture capital communities which comprise IBM’s industry-leading ecosystem of influencers, and is focused on critical areas of business ecosystems like big data, cloud, mobile, social, and analytics.  It is estimated that these segments represent in excess of half a trillion dollars of opportunity by 2015.  Prior to her current position, Sandy was IBM Vice President, Social Business Evangelism and Sales, where she was responsible for setting the direction for IBM’s Social Business initiative, a $200B market opportunity.Sandy is an avid social business evangelist, blogger and community builder.   Visit Sandy at: http://www.socialbusinesssandy.com.

 

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Jill Rowley. After six years in Consulting and thirteen years in Sales at Salesforce.com and at Eloqua, Jill made an about-turn in her career: She now leads Oracle’s Social Selling and Social Business initiatives. Jill is currently responsible for evangelizing and enabling Oracle's global sales team on the Why, What, and How of Social Selling. As an award winning, top selling sales executive, Jill utilized social media in her selling process. She mastered the art, and as a result is one of the most referenced experts in today's shifting world of B2B sales and marketing. @jill_rowley 

ImagePaul Dunay, moderator, is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and creating buzz for leading technology, consumer products, financial services and professional services organizations. Paul is the Global Vice President of Marketing for Maxymiser, a leader in web optimization and analytics, and author of five “Dummies” books: Facebook Marketing for Dummies (Wiley 2009), Social Media and the Contact Center for Dummies (Wiley Custom Publishing 2010), Facebook Advertising for Dummies(Wiley 2010), Facebook Marketing for Dummies 2nd Edition (Wiley 2011) and Facebook Marketing for Dummies 3rd Edition (Wiley 2012).