Social Selling with the Sharks Sharing the BEST Social Selling Stories of 2013

September 25, 2013

Agenda

• Event Hashtag • Our Sponsors • Meet the Sharks • Rules & Procedures • Story Submissions & Discussion • Announcement of Winners • Wrap-Up

#SocialSharks Event Hashtag

Thank You to our Sponsors!

www.linkedin.com www.contactmonkey.com

www.insideview.com www.salesloft.com

www.crushpath.com www.social123.com

www.socedo.com www.nimble.com

Follow The Sharks!

Barbara Giamanco Social Centered Selling @barbaragiamanco www.linkedin.com/in/barbaragiamanco

Jill Rowley Oracle @jill_rowley www.linkedin.com/in/jillrowley Kurt Shaver The Sales Foundry @salesfoundry www.linkedin.com/in/kurtshaver Brandon Uttley Sales Performance International @solutionselling www.linkedin.com/in/brandonuttley

Jon Ferrara Nimble.com @jon_ferrara www.linkedin.com/in/jonvferrara Ken Krogue InsideSales.com @kenkrogue www.linkedin.com/in/kenkrogue Kyle Porter Sales Loft @salesloft www.linkedin.com/in/kyleporter Anneke Seley Reality Works Group @salesloft www.linkedin.com/in/annekeseley Amar Sheth (The Moderator)

Sales for Life @amarsheth http://www.linkedin.com/in/amarsheth

Rules & Procedures

• This presentation will be available to everyone with links to all story submissions.

• Panelists will be judging each story based on: – Originality

How innovative are their sales methods? – Scalability

Can other sales professionals replicate their methods? – Effectiveness

Have their methods resulted in new business? – Inspiring

Have their sales methods inspired others on their team to emulate?

And Now…the Stories

Submission #1: Islem Yezza

http://ca.linkedin.com/in/islemyezza

Secret Sauce • Using LinkedIn Groups • Ranking high in Google organic results Results • $3M deal • $1.5M opportunity in the pipeline • Video Link:

http://www.youtube.com/watch?v=4D5hC2ZaNDY

Submission #2: Jennifer MacAskill

http://ca.linkedin.com/in/jennifermacaskill

Secret Sauce • Using LinkedIn to share success stories with similar prospect. Results • Advanced dialogues with prospect and pipeline growth. • Video Link: http://www.youtube.com/watch?v=odTSsS43Hmk

Submission #3: Elio Gatto

http://ca.linkedin.com/in/eliogatto

Secret Sauce • Uses LinkedIn to find prospects • Uses InMails to target them

Results • New prospect meeting and $25K in business • Video Link: http://www.youtube.com/watch?v=VDMIbTXXQ3o

Submission #4: Jon Birdsong

http://www.linkedin.com/in/birdsong

Secret Sauce • Practices social listening to uncover opportunities Result • New customer doing a trial • Video Link: http://www.youtube.com/watch?v=kwMnKKHKHo0

Submission #5: Sander Biehn

linkedin.com/pub/sander-biehn/0/9b5/406

Secret Sauce • Find key stakeholders using LinkedIn • Share tailored content • Participate in group conversations Results • $47M in new business from Fortune 100 client • “We were predisposed to win.” • Video Link: http://www.youtube.com/watch?v=e45bTXIXaOI

Submission #6: Yehuda Cagen

www.linkedin.com/in/yehudacagen Secret Sauce • Tailored & targeted content and blogs • Resource guides Results • $100K+ in business! • Video Link: http://www.youtube.com/watch?v=f9finfGwotU

Submission #7: Brian Lipp

http://ca.linkedin.com/in/lippbrian

Secret Sauce • Identify & Connect with new stakeholders in new market. • Share original and influencer content. Results • $688K in new business • Video Link:

http://www.youtube.com/watch?v=yUQi9KGoAiY&feature=youtu.be

• ca.linkedin.com/in/lippbrian

Submission #8: Doug Lehman

www.linkedin.com/in/douglehman

Secret Sauce • Videos and Video Blogging Results • Closed an 8 month contract with a Prospect. • Leveraged that success story to land a few more clients. • Video Link:

http://www.youtube.com/watch?v=F2KsaZ60HxI&feature=youtu.be

Announcement of Winners

Brian Lipp 1st Place

Jon Birdsong Runner-up

Follow The Sharks!

Barbara Giamanco Social Centered Selling @barbaragiamanco www.linkedin.com/in/barbaragiamanco

Jill Rowley Oracle @jill_rowley www.linkedin.com/in/jillrowley Kurt Shaver The Sales Foundry @salesfoundry www.linkedin.com/in/kurtshaver Brandon Uttley Sales Performance International @solutionselling www.linkedin.com/in/brandonuttley

Jon Ferrara Nimble.com @jon_ferrara www.linkedin.com/in/jonvferrara Ken Krogue InsideSales.com @kenkrogue www.linkedin.com/in/kenkrogue Kyle Porter Sales Loft @salesloft www.linkedin.com/in/kyleporter Anneke Seley Reality Works Group @salesloft www.linkedin.com/in/annekeseley Amar Sheth (The Moderator)

Sales for Life @amarsheth http://www.linkedin.com/in/amarsheth

Wrap-Up

Parting messages: • Contact any one of the Sharks via LinkedIn

with questions/help/guidance! • Use social. It’s not difficult, it’s different. • These success stories are a testament to

what’s possible.

See you at the next event!