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Get In the Door with InsideView Connections and Social Media

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Explore ways of using InsideView Connections to target new prospects, using InsideView People Watchlists to introduce new products, and social media to connect with buyers. From Amy Arndt and Megan …

Explore ways of using InsideView Connections to target new prospects, using InsideView People Watchlists to introduce new products, and social media to connect with buyers. From Amy Arndt and Megan Coughlin's presentation at The Insider Summit 2013.

Published in: Business, News & Politics
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  • 1. GET IN THE DOOR WITH INSIDEVIEWCONNECTIONS AND SOCIAL MEDIAMegan Coughlin, Account Executive @megancoughlinAmy Arndt, Customer Success Manager @auarndt
  • 2. AGENDA• The Challenge– Earning the buyer’s attention and trust• The Solutions– Using InsideView Connections to target new prospects– Using InsideView People Watchlists to introduce new products– Using Social Media to connect with buyers• Conclusion– Summary and Q&ASlide #2
  • 3. THE CHALLENGESources: Kenan-Flagler Business School at UNC, 2005, DMA Response Rate Report, 2010• 92% of buyers deflect incoming cold calls and emails• Inbound Overload: Buyers get an email every 4 minutesEarning the buyer’s attention and trustBuyers respond to people they know, people whocome recommended and people with whom theyhave something in common.
  • 4. HOW TO USE INSIDEVIEW TO TARGET NEW PROSPECTSSlide #4
  • 5. PEOPLE WATCH LIST
  • 6. TAKE ACTIONDoug, good afternoon,I loved your recent Tweet and the NYT article you shared (Brain, Interrupted http://t.co/rUvCilyRZg - i made it 1/3the way through and got distracted). It’s the story of our lives these days, isn’t it?Could I distract you for 20 minutes or so in the coming weeks to introduce myself as your company’s dedicated CSMat InsideView? Beyond how your sales team uses InsideView, we’re also bringing exciting things to market withInsideView for Marketing.I’d like to spend a bit of time talking about lead enrichment, marketing automation, and your goals as Courion’s newCMO.Let me know a convenient time. I look forward to meeting soon.Best,Amy
  • 7. HOW SNOOP DOGG (NOW SNOOP LION, FYI) HELPEDME GET MY FOOT IN THE DOORChallenge:How do I engagewith a busyVP of Sales?
  • 8. WE HAVE MORE IN COMMON THAN SALES: OUR KIDSLIKE SNOOP DOGG.By using this social media connection andhaving fun, I was able to engage with the VPof Sales in a memorable way.My kids andour friend
  • 9. HOW TO USE SOCIAL MEDIA TO CONNECT WITH BUYERSSlide #9
  • 10. HOW TO USE SOCIAL MEDIA TO CONNECT WITH BUYERSSlide #10
  • 11. THANK YOU!MeganAmy

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