Putting Social Sellingto Work For YouSelling to People, Not Contacts

Resources• http://vorsight.com/prospecting• http://www.insideview.com• http://www.socialsellingu.com

Advice

• Test and Learn• Don’t Expect an immediate Give to Get• Use social/email to Connect and Learn about

prospects. Use the Phone and in-person to sell.

Agenda• Welcome• Who is InsideView?• The rising tide of Information overload• What can we do?

– Listen – Connect – Engage

• Great Social Selling Books• Next Steps• Twitter Hashtag #socialsellca

Brian BachofnerManager of Channel Development

INSIDEVIEW

Brian.bachofner@insideview.comtwitter: @bbachofner

About InsideView

• Founded in 2005• VC Funded• Vision: Increase productivity of customer-facing employees by delivering

relevant, timely insight about customers and prospects into CRM.• Today: 145,000+ users, 6,000 customers, 30 countries• Integrated with all major CRMs.• 100+ channel partners on 3 continents• 1st to Establish Non-Profit Social Source. http://www.socialsellingu.com

SalesLogix

2002

2012: Social Enterprise

2010: 35% of Canadians visit SM

once a day2011: 50% of Canadians visit SM

once a day

2009: 1% of Canadians on Twitter

2011: 20% of Canadians on Twitter

Source: www.webfuel.ca

Almost 2/3 of 35-54 year olds and over 40% of those

over the age of 55 in Canada are now actively using Social

Media.

More Data?

Welcome to the Age of Relevance…

Right MESSAGE

Right TIME

Right PERSON

leve

l of

bu

yer

act

ivit

y

“I’m just downloading

stuff”

“We have a project” “We’ve

made a decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online

“70% of the B2B buying process happens online”SiriusDecisions Inc.

92% of prospects never respond to

a cold call or email

Sell to People not Contacts

| SLIDE :14

…….more INTELLIGENCE

Will

iam

Haw

kins

III • William Hawkins III

• Founder of EA• Former Dir of

Strategy at Apple• Harvard Graduate

Bill

Haw

kins • Bill Hawkins

• CEO at Immucor• Director at Thoratec • Located in Atlanta• Duke Graduate

Trip

Haw

kins • Trip Hawkins

• trip@dc.com• Twitter @dchocgames• Currently works at

Digital Chocolate

Quiz Time: Are they the same person?Trip Hawkins: Steve Jobs and CreativityForbes – Jan 24, 2012

It was an ‘Act of betrayal’ as  Steve Jobs saw it when Trip Hawkins left Apple in 1982 to start game-maker, Electronic Arts. But the legendary Apple co-founder and the now founder/CEO of Digital Chocolate always had a twisted relationship.

Certainly a high-level of respect was involved. Sometimes Jobs simply had a funny way of showing it.

And the answer is …Bi

ll H

awki

ns • Bill Hawkins• CEO at Immucor• Director at Thoratec • Located in Atlanta• Duke Graduate Tr

ip H

awki

ns • Trip Hawkins• trip@dc.com• Twitter @dchocgames• Currently works at Digital

Chocolate

84%Of your prospects will respond to cold-calls or emails when you leverage connections

Kenan-Flagler School of Business University of Carolina

Where are your customers and prospects?

Customize headline

Add Websites

Add Twitter

Add Photo

Customize link

Share content

Connections accelerate your ability to get into an account.

• Reference accounts• Coworker relationships

• LinkedIn connections

The Forrester Social Ladder

Where B2B Sales Reps should be

Off to China to make sure our factories can meet the new product launch date

First day as the new VP at Chevron.

Looking forward to that big meeting with Intel. Vegas!

So we’re getting bought out by Clorox I guess…

Our supply chain is about to break. Man do I need a break…

Move to Ontario or lose my job. Well at least the kids can get a dog now.

Trigger Events Start the Conversation

Social Selling Delivers Relevance…

First day as the new

VP at Chevron.

Jane Smith is a connection from your days as her network supplier

She’s currently at Chevron and looking for a new resource

CLOUD TECHNOLOGY AGGREGATION & PROCESSING

Social Selling Books

5 Signs you might be ready for Social Selling1. You are buying “lists” for your sales team2. Social Selling is not a part of your sales cycle3. You are spending half of your day Researching4. You are not using Trigger Events, and see deals

enter the sales cycle at much later stages5. You’re not hitting your sales marks.

Google:

Wikipedia:

What’s Missing?

Tenet: a Canadian Heavy Metal Band, a healthcare company, a ethnic group in South Sudan, a former Director of the CIA….

CONTEXT!!

Tenets (plural of ten-et):

Noun: A principle, belief, or doctrine generally held to be true; especially : one held in common by members of an organization, movement, or profession

Merriam-Webster

Social Selling Context

It’s not:

It will:

• A replacement a broken sales process. Not a magic bullet

• A replacement for the PHONE or face-to-face• A broadcast channel for pitching

• Help you identify Sales Cycles that you may have missed

• Give you a competitive advantage• Help you accelerate sales cycles

Sell to People, not Contacts

| SLIDE :30

…….more INTELLIGENCE

User-Gen

Data

CRM

Social

More Data is not the Answer

Modify the Old Sales Playbook

-- Deals enter pipeline at very different stages

-- View “closeness” as a matter of proximity not geography

trigger events are events in a buyer’s work environment that will necessitate change

Own your Presence, and Be Present!Barb Giamanco’s Getting Started with Social Selling1. Be Compelling: Profiles2. Be Findable: Headlines3. Be Visible- share via Twitter

and LinkedIn4. Demonstrate Expertise: Join

Groups or even better, Create them

5. Engage with Content

Http://scs-connect.com

“InsideView makes it easy for us to use our 3x3 Research technique to quickly establish credibility with prospects, find new leads, and accelerate existing opportunities. We use InsideView for both our own sales team and for our clients.

- Steve Richard, Co-Founder and Chief Content Officer

1. How can we increase relevance with prospects quickly?2. How can we accelerate existing opportunities?Challenge:

Solution:

Impact:

Use InsideView for 3x3 research for selling Vorsight services to prospects. And use InsideView for manage and accelerate existing opportunities.

200% Qualified Lead

Volumes

50% Pre-call research

time

20%Opportunities

generated

Vorsight Essentials:• Industry: Sales Consulting• Arlington, VA, USA• Employees: 35• Sell to: SVP/VP Sales• InsideView Users: 25

• CRM: Salesforce.com

9 Ideas to Prospect and Land the Big Deal

Steve RichardCo-Founder

Recap9 ideas

#1: 3x3 Research

A&D ActivityExperience with VDRs

#2: ID Contact

#3: Direct Lines from VM

#4: Call Window

#5: Lead In

#6: Second Vendor Option

#7: Client Voice

#8: Questioning Skills

#9: Cell Phone