1. Social.Selling.The Guide to Social Sellingwith InsideViewSocial Selling. The Guide to Social Selling Social Selling. The Guide to Social Sellin gw withit hIn IsnidseidVeieVwie.w. SShhaarree tthhiiss eeBBooookk iinnssiiddeevviieeww..ccoomm 11

2. Contents.What is Social Selling?How to start Social Selling with InsideView:1. Build a List2. Listen and Engage3. Connect and WinPull it all together to WinSocial Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com2 3. What is Social Selling?Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com3 4. What is Social Selling?Social Selling Connects You to Your BuyerSocial Selling is the best way for sales teams to increase their chances of connectingwith todays 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. Its no longer enough to just havea connection to the buyer. The power of "who you know" is being trumped by "whatyou know about who you know.Social Selling is about arming yourself with the wealth of information about yourprospects, and leveraging it to connect in the most timely, relevant and valuable way.Social Selling requires intelligence that brings together both traditional data andsocial media.This guide will show you how to use InsideView to start effective Social Selling toincrease your engagement and win rates.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com4 5. Social Selling works.!10%of executives respond to cold calls orunsolicited emails, yet!!84%will engage with a sales person when theyare connected through a friend orcolleague and offer value.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com5 6. How to startSocial Sellingwith InsideVIewSocial Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com6 7. Social Selling.Powered by InsideView.InsideView powers Social Selling with three key components.DataInsideView offers the most accurate,extensive database of companiesand employees. Use this to build alist of prospects and to update theones you already have withaccurate data.InsightsWe monitor over 30,000 news andsocial sources to provide you withrealtime insights on the news andsocial activity of your prospects. Weeven categorize the informationbased on relevance to you and alertyou of key events.ConnectionsWe build a comprehensive networkof your connections from acollection of social networks,including LinkedIn, Facebook,Outlook and others. The result is amore extensive and usable networkthat is private to you and yourcolleagues, not your competitors.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com7 8. Start Social Selling with InsideView.Dont have InsideView? No problem.Sign up for a free trial here. All you need is 2 minutes and an email address.!!Free Trial!!Once youre 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.!!Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com8 9. Follow these 3 steps and learn how to use InsideView to:1 2 3Build a List.Listen and Engage.Access our massive database ofWe monitor all relevant news,companies and contacts andevents and social buzz for you totake a slice for your prospect list.use to engage your prospect.Connect and Win.Set up warm introductions toget in, establish trust and windeals.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com9Start Social Selling with InsideView. 10. 1. Build a ListStep 1Build a List2. Listen and Engage 3. Connect and WinSocial Selling starts by finding the right person or companywith which to engage. InsideView helps you quickly findpeople in your territory and build a list to immediately startengaging with them.1. Start by going to the Build a List tab tocreate a targeted list of prospects at theCompany or People level.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com10 11. 1. Build a List 2. Listen and Engage 3. Connect and WinSocial Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com11Step 1Build a List1. 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 areimportant to you. You can customizethis list by: Location Company Size Industry & Sub-industry Business Type 12. 1. Build a List 2. Listen and Engage 3. Connect and Win1. 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. Youcan 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 TypeSocial Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com12Step 1Build a List 13. 1. Build a List 2. Listen and Engage 3. Connect and Win1. Hover over the company name to seea complete summary of yourprospects activity. Click on thecompany name for a full profile.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com13Step 2Listen and EngageAfter you have identified your list of prospect companies andcontacts, you need a compelling reason to engage withthem. InsideView can help you find and monitor news,events, and social buzz that directly impact your prospect. 14. 1. Build a List 2. Listen and Engage 3. Connect and Win1. 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 SmartAgents to find relevant talking pointsand buying signals to act on.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com14Step 2Listen and Engage 15. 1. Build a List 2. Listen and Engage 3. Connect and Win1. 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 tofind relevant talking points and buyingsignals to act on.!3. Scroll through the Smart AgentResults to quickly see whatshappening at the company.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com15Step 2Listen and Engage 16. 1. Build a List 2. Listen and Engage 3. Connect and Win1. 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 tofind relevant talking points and buyingsignals to act on.!3. Scroll through the Smart Agent Resultsto quickly see whats happening at thecompany.!4. Engage directly from the Buzz tab byreading and immediately respondingto key social activities.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com16Step 2Listen and Engage 17. 1. Build a List 2. Listen and Engage 3. Connect and Win1. Start by identifying your connectionsby hovering over a company name toquickly see how many connectionsyou have.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com17Step 3Connect and WinBuilding 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. 18. 1. Build a List 2. Listen and Engage 3. Connect and WinStep 3Connect and Win1. Start by identifying your connections byhovering over a company name toquickly see how many connections youhave.!2. Click on the connections link to see alist of people you are connected to.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com18 19. 1. Build a List 2. Listen and Engage 3. Connect and Win1. Start by identifying your connections byhovering over a company name toquickly see how many connections you! have.2. Click on the connections link to see alist of people you are connected to.!3. You can filter connections by JobLevel, Function, or Connection Levelto quickly identify contacts importantto you.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com19Step 3Connect and Win 20. 1. Build a List 2. Listen and Engage 3. Connect and Win1. Start by identifying your connections byhovering over a company name toquickly see how many connections you! have.2. Click on the connections link to see a! list of people you are connected to.3. You can filter connections by Job Level,Function, or Connection Level toquickly identify contacts important toyou.!4. For a complete connection list clickLoad More at the bottom of thePeople section.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com20Step 3Connect and Win 21. 1. Build a List 2. Listen and Engage 3. Connect and Win1. Start by identifying your connections byhovering over a company name toquickly see how many connections you! have.2. Click on the connections link to see a! list of people you are connected to.3. You can filter connections by Job Level,Function, or Connection Level toquickly identify contacts important to! you.4. For a complete connection list clickLoad More at the bottom of the People! section.5. To the right of the contacts name,you will see how you are connected.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com21Step 3Connect and Win 22. 1. Build a List 2. Listen and Engage 3. Connect and Win1. Start by identifying your connections byhovering over a company name toquickly see how many connections you! have.2. Click on the connections link to see a! list of people you are connected to.3. You can filter connections by Job Level,Function, or Connection Level toquickly identify contacts important to! you.4. For a complete connection list clickLoad More at the bottom of the People! section.5. To the right of the contacts name, you! will see if you are connected.6. Use your mutual connections tomake a warm introduction and starta conversation.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com22Step 3Connect and Win 23. Pull it all together to winSocial Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com23 24. 1. Build a List 2. See the buying signals 3. Leverage your connectionsNow you knowWho to call. What to say. How to connect and win.Complete andaccurate contactdata delivereddirectly to youKey events helpyou find relevantreasons to engageIdentifyinternalconnectionsFollow yourcontacts throughsocial channelsSocial Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com24 25. The bottom line:Social Selling with InsideView can increase salesproductivity and effectiveness.Increase yourengagement rateby up to 84%with insights andconnections.Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com25 26. We deliver the most complete, accurate, andrelevant prospect and customer information toincrease your sales and marketing productivity.request demo free trial Call us: (415) 728-9340Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com26 27. Social.Selling.The Guide to Social Sellingwith InsideViewSocial Selling. The Guide to Social Selling Social Selling. The Guide to Social Sellin gw withit hIn IsnidseidVeieVwie.w. SShhaarree tthhiiss eeBBooookk iinnssiiddeevviieeww..ccoomm 271