Marketing & Social Media SIG: Saying Goodbye To Persuasive Selling - Giving Customers What They Really Want

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Description

  • Sales in the Age of Social Media: What has changed and how can you meet the new challenges?

    Throughout the '80s and '90s, SPIN Selling and Solution Selling were the #1 and #2 guides to technical sales. Recent research has revealed that in the age of social media, two big changes are having a major impact:

    1. Buyers engage sales professionals far later in the sales cycle.
    2. Buyers don't like persuasive sales methods and the resulting buyer push back is even supported by neurological reasons

    In this talk you'll learn about a non-persuasive method called Insight Selling, and how it's especially effective for introverts, engineers, and people who don't have formal sales backgrounds.

    Take-aways will include:

    1. Why customers that encounter you in social media don't really like persuasive selling.

    2. What you can do about it > social selling strategies that DO work.

    3. How to get customers to have "insight moments" based on listening and curiosity.

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    The Speaker

    Adam Metz, Principal at  The Social Concept.

    Metz is a technology sales executive known for delivering above quota, by using social sales and demand generation solutions.

    Recently, Metz built the reseller sales channel at UberConference (Firespotter Labs) and he began his career at CDW Computer Centers. Previous sales and demand-generation consulting clients have included Lynda.com, San Francisco Convention & Visitor’s Bureau, Infusionsoft, Hershey’s Chocolate, POMCO Insurance, Mighty Leaf Tea, and Pirate’s Booty.

    Metz is the author of "The Social Customer" (#1 Amazon internet marketing & advertising best-seller, 2011) & "There Is No Secret Sauce", as well as 8 more sales and marketing eBooks.

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    Thanks to our sponsor Nixon Peabody for their generous support.

    REMINDER: If you are not a current SVForum Member, admission will cost $20. You can pay in advance at REGISTER NOW or become a member for $145 and we'll waive $20 admission. Membership allows you FREE entry into ALL SIG meetings and discounts for other SVForum events. Join now.

    Location:
    Detati Digital Marketing
    265 Caspian Drive
    Sunnyvale, CA 94089

    Cost:
    $20 at the door for non-SVForum members
    No charge for SVForum members

     

    Thanks to Wente Vineyards for being a wine sponsor for this event!

    Agenda:

    6:30 - 7:00 p.m. Registration / Networking / Refreshments
    7:00 - 7:15 p.m. Announcements and Introductions
    7:15 - 8:30 p.m. Presentation and Discussion
    8:30 - 8:45 p.m. Wrap-up / Networking