#inTC17

Social Selling 101 Workshop:

Your Sales Strategy for the Digital Age

Session 1 - Traditional Vs Modern Selling

Apurva Chamaria
Vice President & Head – Corporate Marketing
HCL Technologies
 India jumps 30 places Indians on avarage
Spend on Digital
India is in the ease global
ease of doing
India in 5 years will
be Rs1.13 trillion
spend 34 % of their
time on Search,

Becoming buisness index Social and

Messaging

Digital
E-commerce in
75 % of Millennial like to India 80% of India’s web
work remotely and are has shown 3x traffic is from Mobile
available on mobile 24x7 growth devices
on a YoY basis

Source : Forbes Deloitte Gen Y Survey Mary Meeker India Internet trends Adobe 2016 Work In progress report
 They are confident of Creating a Bringing together

The Indian their growth prospects

and are transforming
strategy that
works in a digital
man and machine

CxO’s to keep up world

Priorities are
Changing
81% of CxOs
think that it is important for them
to have digital skills

Source: PWC - 20th CEO Survey Being Fit for Growth

The Indian
Workforce 93% 88% 84%
behaviour
is also
changing Indians believe of business users of Millennial are
mobiles make them prefer apps to connected 24X7. They
productive at work access social media are leading India’s
from their mobiles Smartphone revolution

Source : Deloitte Gen Y Survey Mary Meeker India Internet trends Adobe 2016 Work In progress report
Meet Ankit !
are connected 24X7.
46% of the workforce
is made of Millennial.
Anatomy of a Millennial
Decision Maker
LI is a multichannel
tool for Millennial .
This integrates email,
meeting, calendar, file-
sharing, IM, social update,
and video-chats.
84% of Millennial
75 % of Millennial would like
to work from home thus digital
mediums work best to reach out
to them.
Millennial judge the
performance of a business on
what it does. 6
in 10
judge quality of its
products over anything.
But Our
Sales
Approach
Remains
The Same...
 Focused on the Hard push strategy with
sale a sales script

Lets call this person Rohan !

Anatomy
of Indian
Salesperson
A traditional salesperson works
Relies on cold calling Unreliable Data and
on effort intensive sales pitch
Intelligence
which focuses on a quick
return in a short period of time
 There is no prize in sales for second place.
It’s win or nothing. The masters know this and
strive for – they fight for - that winning edge.
 Listening &
What is the Planning
Advising
Missing Listening
Puzzle Planning &
Advising
Problem
Solving
Piece?
Problem
Solving
Who will
win the
Sales Battle
A perspective
 Anatomy of a
Hard push statergy
Social High Initial
Investment
to
the sales
Salesperson Establishes a
messaging
professional brand
Finds the right
online
prospects and
customers

Random Contacts
Rely on Cold
calling
Depends on
Intelligence -
Builds trusted,
Engages with
professional
Insights
relationships

Meet Shreya !
 Social selling expands
on the age-old basics of getting to know your
customers and meeting their needs.

This is what Shreya believes

Shreya is very active on social media.

She actively connects to people on

LinkedIn

She is an active participant in her

industry.

This leads to more inquiries from

prospects.

#SellLikeShreya
In the sales world, ABC stood for always be
closing. Now, ABC means always be connecting,
because your connections lead to your next hire,
your next job, your next lead, and your next close.
Jill Rowley
Social Selling Evangelist
Shreya find and connect with
prospects online

She often talks to them online

and understands their needs
first

She only meets highly

interested prospects

Her leads have a much higher

conversion rate

Selling to people who actually want to hear

#SellLikeShreya from you is more effective than
interrupting strangers that don’t.
Seth Godin
Founder of Squidoo.com
Shreya often shares relevant industry
content with her network .

She comments on news alert, she also

actively connects with industry leaders

People trust her because they think she

has relevant insights

This leads to more opportunities.

#SellLikeShreya
Listening is the new
prospecting
John Jantsch
Author of “Duct Tape Selling”
Shreya is very helpful on
social media

She often shares her

perspective and provides
relevant information to people

She focuses on the needs of her

prospects first and selling
second
#SellLikeShreya
People trust her
Help the people in your network. And let them
help you
Reid Hoffman
Co-Founder of LinkedIn
How to Identify Crafting a Creating, collating
personas Messages for & Publishing
Start Maximum Impact content

Social
Selling

Identifying the Listening to Approaching a

prospects topics that Prospect
interest the
prospects
 Sales professionals using social selling have the following:

The Sales 16% 2x 51%

Transformation
Gain in YoY More likely to get More likely to Exceed
Revenue Promoted Sales Quota

Report by Aberdeen Group

LinkedIn Report on Social Selling 2013
LinkedIn Report on Social Selling 2013
Thanks
Any Questions?