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webinar Featuring:
Featuring: Ken Krogue, President and Founder at InsideSales.com and Koka Sexton, Social Selling Expert at LinkedIn
BEYOND COLD CALLING: BRIDGING SOCIAL SELLING WITH INSIDE SALES FOR A WINNING STRATEGY
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Koka SextonSocial Media & Content
LinkedInlinkedin.com/in/KokaSexton
Today’s Speakers
Ken KroguePresident & FounderInsideSales.com
linkedin.com/in/KenKrogue
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HOW THIS WILL WORK
• This webinar will last about an hour
• Type your questions in the Q&A box as you think of them
• Join the conversation using #InsideSalesWebinar
• This is being recorded… I’ll tell you how to access the
recording at the end
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POLL QUESTION
• Multiple Choice Answers
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WEBINAR RECORDING & FREE RESOURCES
• Tomorrow we will email you a link to today’s recorded webinar. Feel free to share it with your colleagues.
• Take advantage of the resources available for download.
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6
Agenda
• State of The Cold Call• Evolution of Inside Sales• The Opportunity for Social• Bridging the Gap• Takeaways
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STATE OF THE COLD CALL
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2013 “COLD CALLING
IS DEAD”
PAST WEBINARS12,346
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#1 ON FORBES.COM!
History thread of the Cold Calling & LinkedIn events:
• Steve Masters began with this article published on Business2Community (B2C).
• Ken Krogue replied on Forbes.• Article went viral over the weekend.• Ken Krogue hosted a live Google
Hangout.• Steve Masters replied to Ken Krogue's
Forbes & Google.
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EVOLUTION OF INSIDE SALES
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Contact Cadence• Impression Marketing
Mail à Call à Campaign
Call à Fax à Call
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UltimateMotorCycle.comArmChairGeneral.com
Specialization
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© 2004 Sales Team Automation, LLC. – Confidential and Proprietary
The Leverage of Multi-Media Contact Cadence
Impression MarketingTM
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer Increase
Calls
Contacts
Leads
Closes
(-----Generalist-------- Specialist)
It Started with Making Calls
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer Increase
Calls 50 200Contacts 10% 5 20Leads 25% 1.25 5Closes 20% .25 1 4 X
(-----Generalist-------- Specialist)
Specialization and the DialerProductivity Increased Fourfold
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer
Calls 50 200Contacts 10% 5 20Leads 25% 1.25 5Closes 20% .25 1
(-----Generalist-------- Specialist)
90%
Receptionist
Voicemail
But There was a New Idea…
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer
Calls 50 200Contacts 10% 5 20
Leads 25% 1.25 5Closes 20% .25 1
(-----Generalist-------- Specialist)
90%
Receptionist
Voicemail
Progress the Sale on Every Call
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer
Calls 50 200Contacts 10% 5 20Leads 25% 1.25 5Closes 20% .25 1
(-----Generalist-------- Specialist)
90%
ReceptionistCall-FAX-Call7:45 of Calling460 Dials298 Faxes11 Sales8 Sales = 6 weeks later
Leverage of ‘Fax Impressions’
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webinar Featuring:Call à FAX à Call
1st Month 2nd Month 3rd Month 4th Month 5th Month
1% 3.5%
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webinar Featuring:
Steve Tate20,000 Fax Numbers
20,000 @ 1% = 200 leads
Per month with no calling
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer
Calls 50 200Contacts 10% 5 20Leads 25% 1.25 5Closes 20% .25 1Media 50% 100
Leverage of ‘Media Impressions’
@ 5%
+5=10
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer
Calls 50 200Contacts 10% 5 20Leads 25% 1.25 5Closes 20% .25 1Media 50% 100VM 50% 100
Leverage of ‘Voice Impressions’
@ 5%
+5+5=15
@ 5%
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webinar Featuring:
© 2004, 2016 InsideSales.com – Confidential and Proprietary
Ratios Manual Dialer
Calls 50 200Contacts 10% 5 20
Leads 25% 1.25 5Closes 20% .25 1Social 50% 100VM 50% 100
Leverage of ‘Impressions’
@ 5%
+5+5=15
@ 5%
12XIncrease!
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THE BUYER HAS CHANGED
5.4 75% 90%key influencers in B2B
buying decisionof B2B buyers now use
social networks to be more informed on vendors
of decision makers say they never respond to cold outreach
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THE OPPORTUNITY FOR SOCIAL
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How do we define it?
SOCIAL SELLING
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SOCIAL SELLING MEASURES YOUR PERFORMANCE AGAINST FOUR ESSENTIAL ELEMENTS: CREATE A
PROFESSIONAL BRAND, FIND THE RIGHT PEOPLE, ENGAGE WITH INSIGHTS AND BUILD
RELATIONSHIPS
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Social buyers also make 61% more purchases on average than buyers who don’t use social
# of purchases made by non-social buyers
# of purchases made by social buyers
Source: IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience" #247829, April 2014 For all respondents, n = 760
EASILY IDENTIFY BUYERS
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Average spend of non-social buyers
Average spend of social buyers
Source: IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience" #247829, April 2014 For all respondents, n = 760
EASILY IDENTIFY BUYERS
Compared with other B2B buyers, buyers who use social media for purchasing spend 84% more per purchase
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SALES PROFESSIONALS CAN PARTNER MORE EFFECTIVELYWITH SOCIAL BUYERS BY INCREASING SOCIAL PROXIMITY, PRESENCE AND CAPITAL
Social proximity
Grow social networks and contribute to conversations.
Social presence
Manage a professional identity that is credible, authentic, accurate,
information-rich and service oriented.
Social capital
Do your social homework to ensure relevancy before you reach out and
facilitate peer-to-peer recommendations.
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SSI leaders create 45% more opportunities per quarter
than SSI laggards.
SSI leaders are 51% more likely to hit quota
than SSI laggards.
45%more opportunities
51%more likely to hit quota
WHY IS SOCIAL SELLING IMPORTANT?
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Sales reps that exceed quota engage with prospects 39% more than laggards
Sales reps that that exceed quota have their updates engaged 98% more than laggards
39%more engagement
98%Engagements received
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
WHY IS SHARING IMPORTANT?
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MOVING FROM ONLINE TO OFFLINE
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BRIDGING THE GAP
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Social Mediaà
Virtual Media à
Live Media
Digital Mediaà
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Man + Machine
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DON’T DROP THE BATON…
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ALIGNMENT
CONTEXT TRUMPS
CADENCE
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ALIGNMENT
• Social Alignment– Who are we connected with?– How are we connected?– What conversations have we had?
• Lead Sources– Where have you heard of me?
• Offer Type– What content have you seen?– What events have you been to?
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KEY TAKEAWAYS
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Prioritize your profile.
Follow key contacts and companies on LinkedIn for insights.
Look up and research prospects before dialing. Keep things personal.
Create a plan for building relationships online and offline.
4 THINGS YOU CAN DO TO START SOCIAL SELLING
42
Get Your SSI Scorehttps://www.linkedin.com/sales/ssi
1
2
3
4
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Q&A
Koka SextonSocial Media & Content
LinkedInlinkedin.com/in/KokaSexton
Ken KroguePresident & FounderInsideSales.com
linkedin.com/in/KenKrogue
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REGISTRATION NOW OPEN >
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Upcoming Webinars (use the links in the downloads tab to register)
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THANKSFOR JOINING US LIVE!