Social Selling Business Case: Impact & Solutions
Implementing social selling strategies in a competitive market to differentiate and engage customers effectively. Harness the power of employee advocacy for increased brand visibility, lead generation, and strategic decision-making. Drive high-quality leads by leveraging social media tools and supporting teams in digital transformation.
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Presentation Transcript
Social Selling Business Case APPLY YOUR BRAND S PRESENTATION TEMPLATE OR ADD YOUR LOGO HERE
Agenda Social Selling Impact at [YOUR COMPANY] Internal Support for Social Media Tools Social Selling ROI Potential Requirements Vendor Recommendations Project Blueprint
Social Selling Impact #1 Business Challenge: Business Value Added: Increasing competition in the financial services and insurance space Create differentiation in a competitive market by engaging customers on the channels of their choice Gather customer and competitive insights to make strategic sales and marketing decisions How Social Selling Helps: Evidence: Increases brand visibility Company branded messages reach 561% further when shared by employees versus branded channels. Leads generated through social selling or employee advocacy are 7x more likely to close compared to other leads. Social media has a 100% higher lead-to-close rate than outbound marketing.
Social Selling Impact #2 Business Challenge: Business Value Added: Changing demographics means it s harder to engage current and prospective clients Help teams connect with digital natives where they are on social media Enable digital transformation of sales and marketing teams by providing them tools to use safely How Social Selling Helps: Evidence: Drives more high-quality leads 3.2 billion people use social media, meaning it has a global penetration of 45%. 78% of social sellers outperform peers who don t use social media and are 51% more likely to reach quota. 78% of millennials use social selling tools and 63% say social selling is crucial for their business. 21% increase in pipeline velocity when salespeople are active on social media.
Social Selling Impact #3 Business Challenge: Business Value Added: Managing the risks posed by new forms of digital engagement Implement employee social media programs like social selling, advocacy, or social customer care that support an employee s ability to be authentic in their communications while managing risk and staying compliant. How Social Selling Helps: Evidence: Social media management solutions have built-in compliance Investing in compliance technologies and processes yields a 271% return through the avoidance of penalties and business disruption.
Social Selling Impact #4 Business Challenge: Business Value Added: How Social Selling Helps: Evidence:
Survey Findings Survey Result #1 Survey Result #2 Survey Result #3 Survey Result #4
Potential ROI = # of advisors or salespeople in your organization adoption rate revenue lift percentage social selling impact (the average social selling program adoption rate in financial services is 50%) (salespeople who use social media achieve 18% more revenue) (return on investment before the cost of the program is considered)
Social Selling Program Requirements
Social Selling Program Requirements People Processes Technology Program managers in sales, corporate marketing, advisor marketing, digital marketing, or distribution teams. Social selling implementation, training, and success metrics. Social selling technology, social listening, content curation, built-in compliance, and integrations with CRM, marketing automation, and other BI tools.
People Role Department Title Name New Hire (Y/N) N Responsibilities Time Commit (%) 5% Executive Sponsor Social Selling Program Manager Marketing CMO Name Budget owner Digital marketing Technology Manager, Agent Digital Experience Name N Overseeing the people, processes, technology, training, and day-to-day management of the program. 50% TBC TBC
Processes Process What is available What is required How to bridge the gap Content Blogs Press releases HR updates Industry news Thought leadership Third-party content curation (for example,, via Hootsuite and UpContent) Compliance Compliance team Automated compliance Social media management with built-in real-time compliance Education Existing internal training Social media processes and training Social selling training Monthly check-ins Social media management vendor with supportive education programs to ensure success Measurement CRM metrics Technology to measure the impact of social media on lead generation and revenue Integration of social media platforms, CRM, and other BI tools to prove ROI
Technology Social selling technology Social listening Content curation Built-in compliance Integrations with CRM, marketing automation, and other BI tools
Justifications Strong partner ecosystem: Hootsuite, Proofpoint, and UpContent integrate seamlessly to deliver the safest, most effective social selling solution for financial services. Our sellers can confidently engage on social media with prospects and customers, while meeting regulatory compliance and mitigating risk. World-class training and professional services: Hootsuite Academy courses like the Hootsuite Social Selling Certification and Foundations of Social Advocacy Certification guide end users to increase their skill and comfort level on social media and set us up for success. End-to-end risk management: Hootsuite s real-time compliance is powered by Proofpoint Content Patrol. Everything in one place: Onboarding, content management and curation, real-time compliance, analytics. Established leader in the space: 200,000+ customers and millions of users worldwide; 400+ finance, insurance, and banking customers worldwide.
Blueprint Summary Stage 1 Stage 2 Stage 3 Encourage Social Novices Enable Social Experts Activate Social Superstars Requirements Pilot Phase General Rollout Business Review
