discoverorg social selling

Social Selling Sales Alerts That Will Change Your Business Forever

Jamie Shank Henry Schuck

Quick Bio

• Social Selling expert

• Built the world’s largest Social Selling training program using “crowdsourcing”

• Social Selling curriculum used by many Fortune 500 companies around the globe.

What Trigger Events are key?

Your biggest competitor is “Path Dependency” = Status Quo

Your hot buyer has a change of decision-maker!

http://Bit.ly/salestrigger

@DiscoverOrg

Tree falls, and no one hears

Corporate Name

Some key competitors

Macro Buzzwords

Clients

Hot Prospects

RFP’s

Industry Opportunities / Trends

Trigger Events

Marketing

Sales Rep

#1 Save your searches

TIP – great opportunity for identifying new decision-makers to a job

@DiscoverOrg

3 for FREE

“Advocate Marketing”Listening for your customers leaving to new companies

“Appointed Leaders into your hot accounts”

Listening few new champions inside named accounts

“Being Opportunistic”

Listening for new Decision-Makers starting you’re your territory

@Discoverorg

New Job Alerts & Follow-up Alerts

DiscoverOrg

• Social Selling with in the database• How to identify Real-Time Triggers• Create saved searches

@DiscoverOrg

Success Story – Monitor your past clients

“Hello, we missed you”

Uses Competitor

Look to fire incumbent

Opportunity Steal

User of Cision

#2 Breakdown contacts

Narrow down the list to80 “VP Sales” that you can concentrate on.

“New” Connections

Success: Tata Communications

Meetings Booked

#1 – Who at Tata is a 1st degree to a connection into his accounts.

#2 – Who within his network is a 500+ “Connector”

@DiscoverOrg

#3 LinkedIn Mobile App

#4 OFUNNEL for Intelligence

www.ofunnel.com

Thank you all!

Jamie Shankjamie@salesforlife.com

@james_t_shanks

Henry Schuckhschuck@discoverorg.com

@DiscoverOrg