The document summarizes the shift towards digital and social selling in India. It notes that the Indian workforce, including millennials, are increasingly digital and connected via mobile. Traditional sales approaches relying on cold calls are less effective, while social selling allows salespeople to build trusted relationships by actively engaging with prospects online and helping others. The document uses the example of Shreya, a social salesperson who finds prospects by sharing industry content online and listening to customers, leading to more opportunities and higher conversion rates than traditional sales approaches.

1. Apurva Chamaria
Vice President & Head – Corporate Marketing
HCL Technologies
Session 1 - Traditional Vs Modern Selling
#inTC17
Social Selling 101 Workshop:
Your Sales Strategy for the Digital Age

2. India is
Becoming
Digital
India jumps 30 places
in the ease global
ease of doing
buisness index
75 % of Millennial like to
work remotely and are
available on mobile 24x7
E-commerce in
India
has shown 3x
growth
on a YoY basis
Spend on Digital
India in 5 years will
be Rs1.13 trillion
Indians on avarage
spend 34 % of their
time on Search,
Social and
Messaging
80% of India’s web
traffic is from Mobile
devices
Source : Forbes Deloitte Gen Y Survey Mary Meeker India Internet trends Adobe 2016 Work In progress report

3. The Indian
CxO’s
Priorities are
Changing
Source: PWC - 20th CEO Survey Being Fit for Growth
81% of CxOs
think that it is important for them
to have digital skills
They are confident of
their growth prospects
and are transforming
to keep up
Creating a
strategy that
works in a digital
world
Bringing together
man and machine

4. Indians believe
mobiles make them
productive at work
93%
of business users
prefer apps to
access social media
from their mobiles
88%
of Millennial are
connected 24X7. They
are leading India’s
Smartphone revolution
84%
The Indian
Workforce
behaviour
is also
changing
Source : Deloitte Gen Y Survey Mary Meeker India Internet trends Adobe 2016 Work In progress report

5. 46% of the workforce
is made of Millennial.
84% of Millennial
are connected 24X7.
75 % of Millennial would like
to work from home thus digital
mediums work best to reach out
to them.
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.
Millennial judge the
performance of a business on
what it does. 6 in 10
judge quality of its
products over anything.
Meet Ankit !

6. But Our
Sales
Approach
Remains
The Same...

7. A traditional salesperson works
on effort intensive sales pitch
which focuses on a quick
return in a short period of time
Focused on the
sale
Anatomy
of Indian
Salesperson
Relies on cold calling
Hard push strategy with
a sales script
Unreliable Data and
Intelligence
Lets call this person Rohan !

8. 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.

9. PlanningWhat is the
Missing
Puzzle
Piece?
Listening &
Advising
Problem
Solving
Planning
Listening
&
Advising
Problem
Solving

10. A perspective
Who will
win the
Sales Battle

11. Anatomy of a
Social
Salesperson
High Initial
Investment
Establishes a
professional brand
online
Hard push statergy
to
the sales
messaging
Finds the right
prospects and
customers
Rely on Cold
calling
Builds trusted,
professional
relationships
Random Contacts
Depends on
Intelligence -
Engages with
Insights
Meet Shreya !

12. Social selling expands
on the age-old basics of getting to know your
customers and meeting their needs.
This is what Shreya believes

13. 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 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

14. Selling to people who actually want to hear
from you is more effective than
interrupting strangers that don’t.
Seth Godin
Founder of Squidoo.com
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
#SellLikeShreya

15. Listening is the new
prospecting
John Jantsch
Author of “Duct Tape Selling”
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

16. Help the people in your network. And let them
help you
Reid Hoffman
Co-Founder of LinkedIn
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
People trust her
#SellLikeShreya

17. How to
Start
Social
Selling
Identify
personas
Crafting a
Messages for
Maximum Impact
Creating, collating
& Publishing
content
Identifying the
prospects
Listening to
topics that
interest the
prospects
Approaching a
Prospect

18. More likely to get
Promoted
Gain in YoY
Revenue
More likely to Exceed
Sales Quota
16% 2x 51%The Sales
Transformation
Report by Aberdeen Group
LinkedIn Report on Social Selling 2013
LinkedIn Report on Social Selling 2013
Sales professionals using social selling have the following:

19. Any Questions?
Thanks