Koka Sexton's social selling methodology for identifying, connecting and engaging with decision makers.

1. Keys to Deploying an Effective
Digital Selling Strategy
Koka Sexton
@kokasexton
Join the conversation using #SocialSelling

2. Today’s fragmented customer journey
Join the conversation using #SocialSelling

3. Social Maturity
Non-participants Social Novices Social Experts Social Superstars
UsersWithinOrganization
Organisations need to activate employees
differently based on individual maturity

4. Privacy settings
Connection philosophy
Profile
optimization
Updates
Omnipresent: Something or someone that is everywhere all at once.
Visibility creates opportunity

5. Trigger events
Create saved searches
Bucket the
information
Engage
member
● Trigger events
● Social capital
● Leverage connections
Relationships matter

6. Your network is your net worth

7. Collect
Distribute
Engage
Take
offline
● Blogs
● Research
● PR
● Entertainment
Content is the fuel of social selling

8. Seamlessly transition from social to offline communication
Sales Funnel Benefits
Share relevant content to build brand presence
Be seen as an expert in your space
Reach more leads
Import your CRM contacts to follow them on Twitter
Set up social signals to listen in on relevant conversations
Engage with contacts to build and nurture relationships
Use UTM parameter tracking to attribute leads back to Amplify
Prepare for calls with customer insights
Track social activity in CRM to see which opportunities
were influenced by social
Generate More Leads
Build Authentic
Relationship
Drive
Revenue

9. Move online to offline
Identify interest
Make contact
Build social
capital
Take
offline
● More focused
● Social capital
● Ask for the meeting
● Disqualify quickly

10. Thank you!
Koka Sexton
@kokasexton