insideview - sales velocity-2014 - get your customers’ attention with social selling
DESCRIPTION
Ralph Barsi, Sales Development Director, Achievers, with Will Spendlove, Vice President, Marketing, InsideViewTRANSCRIPT
Get Your Customers’ Attention With Social Selling5 Barriers Social Selling Will Help You Overcome
Ralph BarsiSenior Director
Sales Development
@rbarsi
Will SpendloveVice President
Content Marketing
@wspendlove
What is driving the Social Selling craze?
@wspendlove
1.75Billion
Social Media Users
70%of B2B decision makers
use Social Media sources
80%Online users regularly
interact with social
networks
of Social Media
Users are over the
age of 35
Social Selling uses three key sources
@wspendlove
Insights ConnectionsData
Accurate company
and contact
information
Latest news,
financial, social, and
personal
Company-wide
private connections
cloud
OBSCURITY
LACK of FOCUS
INACTIVITY
NO FLOW
FAILURE to IMPROVE
*They’re all self-imposed.
The 5 Barriers*
@rbarsi
Source: The Bridge Group, Matt Bertuzzi
How many reps miss quota?
Source: Inside Sales Experts (LinkedIn Group)
Why are they missing their quota?
@rbarsi
#1. OBSCURITYThe state of being unknown, inconspicuous, or unimportant.
Hint: It’s not just
about HAVING
a LinkedIn or Twitter
profile
Help prospects learn about you
@rbarsi
The goal is not to achieve social
media greatness, but rather to
achieve your goals by being great
at social media.
#KloutTip
@rbarsi
You’re always setting an example
You’re always setting an example
@rbarsi
@rbarsi
Want the best employees? Raise your standards. Strive to BE the
best.
Celebrate your company, team, and self
@rbarsi
#2. LACK of FOCUSIf you chase two rabbits, they will both escape.
Source: brendonburchard.com
Take ownership of your day
@rbarsi
List Your Top 3 PROJECTS5 big things I must do to move this project forward
PEOPLE I need to reach out to
todayNo matter what
PEOPLE I’m waiting onPeople you need something from, to move forward
PRIORITIESDO these before getting trapped in your inbox
Source: brendonburchard.com
Take ownership of your day
@rbarsi
You can’t win if you don’t keep score.
Measure daily, weekly, and quarterly progress: as an individual & as a team
NIMS = New Initial Meetings, OPPS = Sales Opportunities
Measure progress
@rbarsi
#3. INACTIVITYDon’t just stand there, do nothing!
You can’t take a fishing boat out and just
EXPECT fish to jump in the boat.
Photo: Anton Sulsky
#prospecting
Target AccountsTier 1 = The Top 25 prospective accounts;
the cream of the crop (Top drawer)
Tier 2 = The 75-100 next best prospective
accounts (2nd, 3rd drawer)
Ideal Customer ProfileTier 1 & 2 accounts must match
the ideal customer profile
Tier 1 & 2 accounts require
3-5 key contacts each
Put targeted prospects in drawers
@rbarsi
Consider a “bookends” approach to each week;
• Mondays & Fridays are admin days
• Tuesdays-Wednesdays-Thursdays are blocked for sacred prospecting
Contributing Source: VorsightBP
Calendar your prospecting
Sources: Speak2Leads, Velocify
Establish a follow-up cadence
Source: The Bridge Group, Matt Bertuzzi
Hit the phones!
@rbarsi
Source: @grantcardone
#4. NO FLOWWith one breath, with one flow, you will know…
synchronicity. - The Police
Source: Salesforce/ExactTarget, Chad White http://slidesha.re/1liQsgF
Concise subject lines that pop
Source: three.sentenc.es
Send brief emails
@rbarsi
Source: Barry Rhein, Selling Through Curiosity
How does this / that compare to what you’re ideally looking for?
How does this / that compare to your ideal situation?
Tell me about...
What do you mean...
How so...
Why is that...
What does that mean to you...
How would you…
Elaborate…
Give me some examples...
I don’t understand...
What other things...
What else...
What additional items...
What are some other reasons...
In what other ways…
Open-ended, conversational questionsStop asking yes/no questions!
@rbarsi
By Title
By Industry
By Location
By Source
By Company
By Offering
By Connection
By Event
Have the same conversationTo establish flow
@rbarsi
#5. FAILURE to IMPROVE Think training is hard? Try losing.
Master your craft?!
Master your craft!!
Thank you
Ralph BarsiSenior Director
Sales Development
@rbarsi
Will SpendloveVice President
Content Marketing
@wspendlove
Social Selling uses three key sources
@wspendlove
Insights ConnectionsData
Accurate company and contact information
Latest news, financial, social, and personal
Company-wide private connections cloud
InsideView DATA
Company &
contact data
Biography
News
Social
Find the right
contact and
company data
in one place.
@wspendlove
InsideView INSIGHTS
Keep watch on
your accounts
Prioritize your most
promising prospects
User alerts to track
events and news
Regularly track
what’s important
to your
prospects.
@wspendlove
InsideView CONNECTIONS
Personal Connection Cloud Team’s Connection CloudPrivate Connections Cloud
@wspendlove