social selling tips and tools for high velocity cold calling

Sales Acceleration Technology

“Social Selling Tips and Tools for High Velocity Cold Calling”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

ACQUIRETM

Social Selling

Strategy

A = AwarenessC = CuriosityQ = QualifyU = UnderstandI = InterestR = RelevancyE = Engage

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A = “Awareness”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Awareness starts with

YOU

#SocialSelling@insidesales @kenKrogue @sean_h_burke

What is YOUR

Purpose?

•Followers•Influencers•Leads•Prospects•Customers•Clients

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Mike Plante VP Demand

Gen

CONTENT LEVEL STRATEGY• Level 0 = Influencer• Level 1 = Industry• Level 2 = Company & Product

• Level 3 = Product Proof• Level 4 = Sales Message• Level 5 = Client Message

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Their Awareness Begins with PR & SocialCONTENT LEVEL STRATEGY•Level 0 = Influencer•Level 1 = Industry•Level 2 = Company & Product•Level 3 = Product Proof•Level 4 = Sales Message•Level 5 = Client Message

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Level 0:

Influencer Content

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Content Levels:

InfluenceIndustry

CompanyProduct

Proof

Moneyball: The Science of Sports

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This is the theatrical poster for Iron Man 3.The poster art copyright is believed to belong to the distributor of the film, Walt Disney Studios Motion Pictures, the publisher, Marvel Studios, or the graphic artist. – Wikipedia.org

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Sales Automation & Acceleration : Content Funnel

Sales

Ac

celer

ation

Influencer

Industry

Company

ProductProof

Client

Sales

Sales Automation & Acceleration:

CRM

Sales

Ac

celer

ation

YOU be ready…

Learn Social Selling Basics

InsideSales.com/eBooks

YOU learn how to:

ResearchConnect

LUVRespond

ConversePromote

Core Content

Model

“Death of SEO

(Part 2)”Ken Krogue

Forbes

Show some LUV

• Mention• Endorse • Recommend• Tweet• Re-Tweet• Favorite• Comment• Interview• Promote

The Golden

Rule

vs

The Platinum

Rule

Level 1:

Industry Content

•Why do I need this?•Research Marketing•Build your industry

Inside Sales SaaS Gamification Inbound Marketing Response

Predictive Analytics Sales Acceleration

Inbound Leads:

8x more likely to close than outbound

leads

Responses in the first five minutes =

100xmore likely to contact

21xmore likely to qualify

To rank high on Google, you need to do one thing: give Google what it wants. Google wants… good factual content. – Susan Greene

#SocialSelling@insidesales @kenKrogue @sean_h_burke

LinkedIn

Members First

Philosophy

At LinkedIn, we are focused on our “Members First” every day, helping each of you show the world who you are, make the most of who you know, and build upon what you know.

Q = “Qualify”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

BANTvs

ANUM vs

RANDUM

B=Budget

A=Authority

N=Need

T=Timing

A=Authority

N=Need

U=Urgency

M=Money

Level 2 Content

•Company•Product•Your story•Legends•Cool•Memorable

Keywords:

Twitter Tips, How to Use

Twitter, Twitter tools,

Twitter Best Practices,

Best Practices for Business

Qualified Contact

•Title Function•Title Level•Lead Source•Offer Type•Defined Need•Decision Maker Role•Degree of Influence•Sense of Urgency•Easy to Reach•Common Interest

Target Company

•Size•Users• Industry•Defined Function•Funding Capable•Location•Technology•Defined Timeline•Budgeted Funding

Prospect Scoring

Enhance the Data

Marketing’s Job

•Size•Industry•Growth•Technology•Funding•Buying Mode (Triggers)

U = “Understand”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

What Does this Do?

TeachTailorTake

Control

Image: 7.5” x 8.6 @ 96dpi

I = “Interest”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Interest is the Counterfeit of Need

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R = “Relevant”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Product Proof

Stories

by Vertical

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Why do I need this

NOW?

Value Propositio

nROI

Calculator

URGENCY

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Product Persona

s

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Circle of Influence

Image: 7.5” x 8.6 @ 96dpi

#SocialSelling@insidesales @kenKrogue @sean_h_burke

E = “Engage”

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Sales Messaging

•Needs Analysis•Product Demo•Solution Presentation•Overcome Obstacles•Close•Referrals

#SocialSelling@insidesales @kenKrogue @sean_h_burke

Influencer Scoring

Your Ideal Prospect

Text (It’s Personal)

IM (It’s Business)

Transactional (Trust & Value)

Phone (Recent/Frequent – Engagement)

Recent Collaboration (Relevancy, Engagement)

CRM (Qualify, Understand, Interest)

Marketing Automation (Curiosity)

Social (Awareness)

DATA

PROXIMITY

Connection Scoring

SocialWindow Concept

New User 2,500

Relationships

Ken Kroguekk@insidesales.com

linkedin/in/kenkrogueforbes.com/sites/kenkro

gue

Sean Burkesburke@kitedesk.com

Immediate Downloads and Links

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