Inside Sales and Social Selling for Extreme Results - Apttus Accelerate 2015 - by Ken Krogue
Ken Krogue, the Founder and President of InsideSales.com presents his most recent and detailed summary of Inside Sales and Social Selling for Extreme Results at Apttus Accelerate 2015 in San Francisco. (This is his entire slide deck complete with two video snippets from Les Brown and the Moneyball trailer.) Ken discusses the next generation of sales with the death of traditional sales and the definition of inside sales from his leading article in Forbes.com. He shares the origins of Marc Benioffs career as an inside sales rep at Oracle and the power of man plus machine with the Ironman metaphor. Inside sales is powered by specialization, leading indicators, and the ability to control the levers of success. Research includes the 2009 and 2013 market studies showing the growth of the inside sales industry as well as the landmark research by Dr. James Oldroyd while at MIT and in conjunction with Harvard Business Review. http://bit.ly/lrmstudy The in depth discussion continues with the principles of Billy Bean of the Oakland A's from the well known movie Moneyball and how it applies to the world of remote selling and social media. The primary obstacles faced by management in inside sales are discussed for the last several years and how Google has completely changed the world of marketing. Is social selling actually being used to sell? Or are there other areas of focus where social media is most effective. 2015 Trends Report by Barry Trailer of CSO Insights reveals something alarming that is happening for the first time in 15 years, CRM usage is actually declining. Ken shares the best practices that makes his 31 Twitter tips article on Forbes the top article globally on Twitter. http://bit.ly/31tips Also find why InsideSales.com was recently ranked the #1 company in the top 500 growth companies for social currency by the Huffington Post and Forbes.com... results. Learn while cold calling is dead because of LinkedIn and that high growth companies are using blogging coupled with additional social media platforms to publish their own content digitally. Ken shares one of his latest projects to help youth and adults become Social Media Certified with a national advisory board and 6 levels of social media certification through the Boy Scouts of American Utah National Parks Council. Also discussed are the 7 levels of content strategy used by InsideSales.com internally to generate nearly 1000 leads a day. Ken closes with 4 specific social selling strategies that the very top sales reps use to sell more. Ken can be reached at: @KenKrogue www.KenKrogue.com kk@insidesales.com linkedin/in/kenkrogue forbes.com/sites/kenkrogue
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Inside Sales and Social Selling for Extreme Results - Apttus Accelerate 2015 - by Ken Krogue
- 1. APTTUS ACCELERATE 2015 KEN KROGUE FOUNDER & PRESIDENT INSIDESALES.COM Inside Sales and Social Selling for Extreme Results
- 2. BACKGROUND
- 4. Definition of Inside Sales Inside Sales is Professional Sales Done Remotely
- 10. 2.00 2.25 2.50 2.75 3.00 3.25 3.50 3.75 2008 2009 2010 2011 2012 Millions Outside Sales Inside Sales Source: 2009 infoUSA/MIT Study 15x 2009 / 2013 Market study
- 13. BILLY BEANE – OAKLAND A’S
- 14. Recruit by the numbers 6’4” 200 lbs, 23rd pick 1st round 5’10” 160 lbs 314th pick 13th round 3x3x All-StarAll-Star WorldWorld SeriesSeries ChampionChampion SilverSilver SluggerSlugger AwardAward
- 15. Oakland A’s Annual Payroll 2013 http://www.sportingcharts.com
- 16. Oakland A’s Most Wins 2012-2013 http://www.sportingcharts.com
- 17. Cost per Win
- 18. TIMES ARE CHANGING 2012 2013
- 20. Is social media actually being used to sell?
- 21. I don’t think so
- 22. What is social actually being used for? • Recruiting • Awareness • Listening • Qualifying • Messaging • Prospecting • Lead Gen
- 26. Cold calling is dead…
- 27. 15X
- 29. Platform Companies Using Social? • 43% No strategy in place • 33% Unclear of value • 25% Not applicable • 18% Don’t have tools Which Platforms for Demand? • 80% Facebook • 78% Twitter • 51% LinkedIn* • *LinkedIn is 3X more effective for lead generationEloqua research study
- 30. Social media Certification 1. CORE 2. Coach 3. Curator 4. Creator 5. Collaborator 6. Consultant http://bit.ly/socialcert
- 31. The 6 Levels of Social Media The 6 C’s 1. Core 2. Coach 3. Curator 4. Creator 5. Collaborator 6. Consultant
- 32. 7 level content strategy 7 Content Levels 1.Influencer 2.Industry 3.Company 4.Product 5.Proof 6.Sales 7.Client
- 33. How we apply the 7 levels 1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client Famous people Inside sales industry InsideSales.com Immediate response MIT / HBR / Case Studies Why you need it How it works
- 34. Content Strategies Social Nurturing A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
- 35. Ask the right Question A = Aware…………………. C = Curiosity……………… Q = Qualify……………….. U = Understand………….. I = Interest……………….. R = Relevancy……………. E = Engage……................ Have you heard? Did you know? What do you do? What do we do? Is it cool? Do we need it? Shall we talk?
- 42. Strategy #4 Job Change Alerts with linkedin & IFTTT
Editor's Notes
- The revolution in sales. Fundamentally changing the way sales occur. Field sales is the incumbent, inside sales is the new heir apparent. Similar to the revolution we have seen in sports …
- Trish Bertuzzi at The BridgeGroup has been surveying inside sales groups for years In 2007 she found her average inside sales group was 5 reps, in 2009 it was 12 reps! That’s 140% growth