discoverorg social selling
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Social Selling Sales Alerts That Will Change Your Business ForeverTRANSCRIPT
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
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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
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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
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New Job Alerts & Follow-up Alerts
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• Social Selling with in the database• How to identify Real-Time Triggers• Create saved searches
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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”
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#3 LinkedIn Mobile App
