insideview effective social selling - ebook

8/19/2019 InsideView Effective Social Selling - eBook

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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 1

Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com

Social.

Selling.The Guide to Social Selling

with InsideView

1

http://www.insideview.com/




What this eBook is:

What this eBook isn’t:It’s not the ‘ultimate’ or ‘definitive’ guide to Social

Selling. It’s not a think-piece, it’s an execution piecedesigned to help you get in and win.

This guide is written to show sales teams how

to increase productivity by using Social Selling

techniques powered by InsideView.

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Contents.What is Social Selling?How to start Social Selling with InsideView:

1. Build a List

2. Listen and Engage

3. Connect and Win Pull it all together to Win

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What is

Social Selling?

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Social Selling Connects You to Your BuyerWhat is Social Selling?

Social Selling is the best way for sales teams to increase their chances of connecting

with today’s more informed, better connected, less responsive buyer.

Buyers are demanding relevance, and expecting sales people to know about them,their companies, and their needs before engaging. It’s no longer enough to just have

a connection to the buyer. The power of "who you know" is being trumped by "what

you know about who you know.”

Social Selling is about arming yourself with the wealth of information about your

prospects, and leveraging it to connect in the most timely, relevant and valuable way.

Social Selling requires intelligence that brings together both traditional data and

social media.

This guide will show you how to use InsideView to start effective Social Selling to

increase your engagement and win rates.

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10% of executives respond to cold calls or

unsolicited emails, yet

84%

will engage with a sales person when they

are connected through a friend or

colleague and offer value.

Social Selling works.

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How to start

Social Sellingwith InsideVIew

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Start Social Selling with InsideView.

Don’t have InsideView? No problem.Sign up for a free trial here. All you need is 2 minutes and an email address.

Once you’re logged-in, just follow along to start Social Selling.

# Build a list of prospects from our extensive database # Leverage relevant insights for your outreach # Discover professional connections that enable warm introductions.

Free Trial

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1 2 3Build a List.

Access our massive database ofcompanies and contacts and

take a slice for your prospect list.

Listen and Engage.

We monitor all relevant news,events and social buzz for you to

use to engage your prospect.

Connect and Win.

Set up warm introductions toget in, establish trust and win

deals.

Follow these 3 steps and learn how to use InsideView to:

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Start Social Selling with InsideView.





Step 1 Build a List

1. Build a List

1. Start by going to the Build a List tab tocreate a targeted list of prospects at the

Company or People level.

2. Listen and Engage 3. Connect and Win

Social Selling starts by finding the right person or companywith which to engage. InsideView helps you quickly find

people in your territory and build a list to immediately start

engaging with them.

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1. Build a List 2. Listen and Engage 3. Connect and Win

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Step 1 Build a List

1. Start by going to the Build a List tab tocreate a targeted list of prospects at theCompany or People level.

2. Building a Company List helps youfocus on the accounts that are

important to you. You can customizethis list by:

• Location• Company Size• Industry & Sub-industry• Business Type





1. Start by going to the Build a List tab to createa targeted list of prospects at the Companyor People level.

2. Building a Company List helps you focus onthe accounts that are important to you. You

can customize this list by:• Location• Company Size• Industry & Sub-industry• Business Type

3. The People List helps you identify keycontacts in your patch, making yourprospecting easier and more targeted.Filter this list by:

• Job Function & Level• Location• Company Size• Industry & Sub-industry• Business Type


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Step 1 Build a List





1. Hover over the company name to seea complete summary of your

prospects activity. Click on thecompany name for a full profile.


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Step 2 Listen and Engage

After you have identified your list of prospect companies andcontacts, you need a compelling reason to engage with

them. InsideView can help you find and monitor news,

events, and social buzz that directly impact your prospect.





1. Hover over the company name to see acomplete summary of your prospectsactivity. Click on the company name fora full profile.

2. On the profile page, use Smart

Agents to find relevant talking pointsand buying signals to act on.


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2. On the profile page, use Smart Agents to

find relevant talking points and buyingsignals to act on.

3. Scroll through the Smart AgentResults to quickly see what’shappening at the company.


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2. On the profile page, use Smart Agents to

find relevant talking points and buyingsignals to act on.

3. Scroll through the Smart Agent Resultsto quickly see what’s happening at thecompany.

4. Engage directly from the Buzz tab byreading and immediately respondingto key social activities.


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1. Start by identifying your connections

by hovering over a company name to

quickly see how many connections

you have.


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Step 3 Connect and Win

Building connections in order to win the deal is essential.

By leveraging your existing relationships to find new ones,

you can ensure you have all your bases covered.






1. Start by identifying your connections by

hovering over a company name to

quickly see how many connections you

have.

2. Click on the connections link to see a

list of people you are connected to.


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have.



3. You can filter connections by Job

Level, Function, or Connection Level

to quickly identify contacts important

to you.


20









have.



3. You can filter connections by Job Level,

Function, or Connection Level to

quickly identify contacts important to

you.

4. For a complete connection list click

Load More at the bottom of thePeople section.


21









have.






you.


Load More at the bottom of the People

section.

5. To the right of the contact’s name,

you will see how you are connected.


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have.






you.


Load More at the bottom of the People

section.

5. To the right of the contact’s name, you

will see if you are connected.

6. Use your mutual connections to

make a warm introduction and start

a conversation.


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Pull it all

together to win

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Now you know…

Who to call. What to say. How to connect and win.

1. Build a List 2. See the buying signals 3. Leverage your connections

Complete andaccurate contact

data delivereddirectly to you

Key events help you find relevantreasons to engage

Identifyinternal

connections

Follow yourcontacts throughsocial channels

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The bottom line:Social Selling with InsideView can increase sales

productivity and effectiveness.

Increase yourengagement rateby up to 84%with insights andconnections.

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Social Sellingwith InsideViewWritten by Will Spendlove

@wspendlove

As the VP of Product Marketing, Will brings over 15 years of marketing andsales experience and is a great storyteller. Prior to InsideView Will ran ProductMarketing for the Remedyforce product group at salesforce.com. Before thathe was Senior Director of Sales Enablement at Embarcadero Technologies, heran Sales Enablement for Vignette in Austin, TX, and even ‘carried a bag’ atSymantec. He held marketing roles at EMC/Legato, Digital Signature Trust/ Zions Bank, and was head anchor at KBYU news. Will holds an MBA from TheUniversity of Utah and a BA in Broadcast Communications from Brigham

Young University.

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https://twitter.com/wspendlove













We deliver the most complete, accurate, and

relevant prospect and customer information to

increase your sales and marketing productivity.

request demo free trialCall us: (415) 728-9340

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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 29Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com

Social.

Selling.The Guide to Social Selling

with InsideView

1


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