Social Selling Tips and Tools for High Velocity Cold Calling

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Join Ken Krogue and Sean Burke to learn how to use social selling to increase your revenue.
Learn to use the ACQUIRE method of Social Selling. Understand how to use LinkedIn the way it was designed to be used. Score your prospects so you always work the most qualified opportunities, Find the relationships you have to refer you to any decision maker.

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  • The purpose of this Platform Overview is to share the big picture of what ISDC does for Sales Automation and Acceleration. Our mission, simply put, is to unlock the potential of sales organizations by transforming the way they communicate. How? By effectively doubling or tripling the number of sales interactions their reps have with leads and qualified prospects.

    Since we’re keeping this high-level, I prefer to share the ISDC story by starting off at the “Why?”
  • So Why Sales Acceleration?

    Because, in the words of our CEO Dave Elkington “Science has the power to radically transform and accelerate sales.”


  • There is probably no better example of science unlocking human potential than the story behind the movie Moneyball. Have you seen it? Great. I choose “Moneyball” for my example because between baseball fans and Brad Pitt fans I capture a pretty wide demographic.

    The story centers around Billy Beane, the general manager of the Oakland Athletics who was facing the challenge of building a winning team for an organization with one of the smallest budgets in MLB. [click]

    Long story short, Beane turned the traditional method of recruiting on it’s head when he partnered up with an Ivy League Statistician (played here by Jonah Hill) and they took a scientific approach to assessing and selecting players they could afford.

    By testing past data to understand inputs and outputs, the Oakland A’s were able to increase output – which is to say, offensive success – by understanding the most important inputs. Make sense?

    This application of scientific research completely revolutionized baseball when the A’s made it to the World Series that year, and when two years later the Boston Red Sox won their first World Series since 1918 using the same “Moneyball” approach. Teams today in New York, St Louis, San Diego, Cleveland and Arizona all use Moneyball to remain competitive.
    I also use this example because essentially, InsideSales.com com has taken a “Moneyball” approach to the science of sales, and in the process, we’ve transformed literally thousands of sales organizations.
  • To help you visualize where InsideSales.com fits within the sales automation technology space, we start with a market map illustrated by this sales funnel. [click]

    Today’s automated marketing needs - which is to say, our inputs – are served by firms in the e-mail and lead nurturing space – giving us companies like Eloqua, Marketo and ActOn (all three of whom incidentally are clients of ours). [click]

    Inevitably when prospects become clients, their records and relationship are managed in the CRM space, where players like Salesforce and Oracle facilitate real-time company-wide execution, communication and transparency. Today’s market of informed buyers and fierce competition keeps sales organizations pushing themselves for continually better efforts and results. [click]
    However, it’s the lack of tools around minimizing response times, maximizing lead ROI and conversion, and shortening the sales cycles that has given rise to the Sales Acceleration Platform [click]
    – a powerful blend of technology and science with a proven track record of transforming sales organizations.
  • To help you visualize where InsideSales.com fits within the sales automation technology space, we start with a market map illustrated by this sales funnel. [click]

    Today’s automated marketing needs - which is to say, our inputs – are served by firms in the e-mail and lead nurturing space – giving us companies like Eloqua, Marketo and ActOn (all three of whom incidentally are clients of ours). [click]

    Inevitably when prospects become clients, their records and relationship are managed in the CRM space, where players like Salesforce and Oracle facilitate real-time company-wide execution, communication and transparency. Today’s market of informed buyers and fierce competition keeps sales organizations pushing themselves for continually better efforts and results. [click]
    However, it’s the lack of tools around minimizing response times, maximizing lead ROI and conversion, and shortening the sales cycles that has given rise to the Sales Acceleration Platform [click]
    – a powerful blend of technology and science with a proven track record of transforming sales organizations.
  • The third major finding of our study measured the time it took to contact inbound leads from the web.
    [CLICK]

    Statistically speaking, Inbound leads are about eight times more likely to close than outbound leads, so maximizing this resource is an absolute no-brainer.

    However, the average sales organization we surveyed takes more than 39 hours to get back to their inbound leads. For those who’ve taken that response time to under an hour, there isn’t much reason to pat themselves on the back just yet. Our data shows that the first five minutes are bar none the most critical time window for contacting and qualifying inbound web leads. In our age of instant access to information, that first five minutes after a web customer shows interest is your one best shot to contact and qualify a prospect while you
    have their full attention, and
    before they’ve spoken to the competition.

    In fact, waiting just ten minutes drops the likelihood of contact by 400% compared to five minutes. So if there’s anything you take away from this study, commit this fact to memory: [CLICK] Responses in the first five minutes are 100x more likely to contact, and 21x more likely to qualify than responses at the 30 minute mark.
  • The last observation we’ll highlight from the study went over the average number of attempts made for every lead in the subjects’ database. Does it surprise you that over 30% of the leads were never contacted at all?

    While some leads were called a dozen times, the average lead got less than three attempts. By making just a few more attempts, sales reps can experience up to a 70% increase in contact rates.

    These findings do more than shape the strategy of today’s most efficient sales organizations, they form the very backbone of how our Sales Acceleration Platform is designed to work intelligently with your sales organization and your leads. Just a little fun fact, there’s a poster of this study posted on the sales floor of Salesforce.com’s San Francisco office.
  • Social Selling Tips and Tools for High Velocity Cold Calling

    1. 1. Sales Acceleration Technology
    2. 2. “Social Selling Tips and Tools for High Velocity Cold Calling” #SocialSelling@insidesales @kenKrogue @sean_h_burke
    3. 3. A = Awareness C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage #SocialSelling@insidesales @kenKrogue @sean_h_burke
    4. 4. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    5. 5. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    6. 6. •Followers •Influencers •Leads •Prospects •Customers •Clients #SocialSelling@insidesales @kenKrogue @sean_h_burke
    7. 7. CONTENT LEVEL STRATEGY • Level 0 = Influencer • Level 1 = Industry • Level 2 = Company & Product • Level 3 = Product Proof • Level 4 = Sales Message • Level 5 = Client Message #SocialSelling@insidesales @kenKrogue @sean_h_burke
    8. 8. CONTENT LEVEL STRATEGY •Level 0 = Influencer •Level 1 = Industry •Level 2 = Company & Product •Level 3 = Product Proof •Level 4 = Sales Message •Level 5 = Client Message #SocialSelling@insidesales @kenKrogue @sean_h_burke
    9. 9. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    10. 10. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    11. 11. This is the theatrical poster for Iron Man 3. The poster art copyright is believed to belong to the distributor of the film, Walt Disney Studios Motion Pictures, the publisher, Marvel Studios, or the graphic artist. – Wikipedia.org #SocialSelling@insidesales @kenKrogue @sean_h_burke
    12. 12. Sales Automation & Acceleration : Content Funnel Influencer Industry Company Product Proof Client Sales
    13. 13. Sales Automation & Acceleration: CRM
    14. 14. • Mention • Endorse • Recommend • Tweet • Re-Tweet • Favorite • Comment • Interview • Promote
    15. 15. •Why do I need this? •Research Marketing •Build your industry Inside Sales SaaS Gamification Inbound Marketing Response Predictive Analytics Sales Acceleration
    16. 16. Inbound Leads: 8x more likely to close than outbound leads Responses in the first five minutes = 100x more likely to contact 21x more likely to qualify
    17. 17. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    18. 18. At LinkedIn, we are focused on our “Members First” every day, helping each of you show the world who you are, make the most of who you know, and build upon what you know.
    19. 19. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    20. 20. B=Budget A=Authority N=Need T=Timing A=Authority N=Need U=Urgency M=Money
    21. 21. •Company •Product •Your story •Legends •Cool •Memorable
    22. 22. •Title Function •Title Level •Lead Source •Offer Type •Defined Need •Decision Maker Role •Degree of Influence •Sense of Urgency •Easy to Reach •Common Interest
    23. 23. •Size •Users •Industry •Defined Function •Funding Capable •Location •Technology •Defined Timeline •Budgeted Funding
    24. 24. Marketing’s Job •Size •Industry •Growth •Technology •Funding •Buying Mode (Triggers)
    25. 25. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    26. 26. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    27. 27. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    28. 28. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    29. 29. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    30. 30. URGENCY #SocialSelling@insidesales @kenKrogue @sean_h_burke
    31. 31. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    32. 32. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    33. 33. #SocialSelling@insidesales @kenKrogue @sean_h_burke
    34. 34. •Needs Analysis •Product Demo •Solution Presentation •Overcome Obstacles •Close •Referrals #SocialSelling@insidesales @kenKrogue @sean_h_burke
    35. 35. Your Ideal Prospect Text (It’s Personal) IM (It’s Business) Transactional (Trust & Value) Phone (Recent/Frequent – Engagement) Recent Collaboration (Relevancy, Engagement) CRM (Qualify, Understand, Interest) Marketing Automation (Curiosity) Social (Awareness) D A T A P R O X I M I T Y
    36. 36. #SocialSelling@insidesales @kenKrogue @sean_h_burke

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