Today’s SpeakersJamie ShanksJamie is one of the leading inside sales experts advocating SocialSelling & Sales 2.0. Inside sales and lead generation is Jamie’spassion, and Jamie has built inside sales teams and models innearly every technology sector, ranging from start-up to Fortune500s. Jamie is also the Toronto chapter President of theAmerican Association of Inside Sales Professionals.
Today’s SpeakersMike PugliaMike is Vice President of Marketing for TimeTrade. Mike joinedTimeTrade from Salesforce.com, the world’s leading CRM andenterprise cloud computing vendor, where he led the integration ofreal-time collaboration technologies into Salesforce’s Chatter SocialEnterprise platform. Prior to his role at Salesforce, Mr. Puglia was VPof Marketing at Dimdim, a provider of cloud-based collaborationand web conferencing capabilities which was acquired by Salesforcein 2010.
Social SellingDriving New Business via Linkedin Social Selling Training via Linkedin Social Selling – Lead Generation
ROI of Social SellingMost sales reps are still hunting with2 Tools – Phone & EmailYET – Linkedin has imperial evidence…7x open rate over traditional emailCompanies like IBM increasing sales by 400%12% - 20% Linkedin Message-to-Booked Appointment HOW???
Get Sales Meetings• Study – On average it takes 6.2 exchanges over 9 business days to get a meeting with an interested party• TimeTrade makes it quick and easy to get sales appointments with the right people
#1 The Secrets within GroupsWhat groups do I join?1. That gather competitive intelligence2. Verticalize – groups that “Skills” would join3. Buyer Persona – think like your buyerWhat will I gain from this?1. Free messages to all members2. Follow hot prospects like 1st degrees
Save your InMailsIdentify HOT prospects you areconnected with through aGroupClick on that Groups’ linkunder “Groups your share withPerson X”Search for that same prospectin “Search Members”Scroll your mouse over theprospects name – and “SendMessage” will appearSend a winning message!
“Hot Prospects” in GroupsGo to Search Members, andclick Advanced.Remember to select “MORE”,which will allow you to filtercurrent roles and get verygranular!TIP: In the title, you can entermultiple titles + use Boolean(quoted/AND/OR/””) toseparate the search. You canalso include a Keyword. Startbroad and add filters to maketargeted lists!
Follow “Hot Prospects” in 1st DegreeTIP – You can follow 5,000 prospects EXACTLY like a 1st Degree connection!Their updates are now 100% viewable in your updates.
#2 Timing – within FollowersIf I cold call you, I have no idea you are at your desk…If I email you, my email is amongst 100 other emails…But if I use Linkedin as a TIME TRIGGER – I know EXACTLY whenyou are MOST LIKELY to be available.I WILL CALL YOU RIGHT NOW!
Timing – within SignalsThis is Google Alerts on Steroids!Imagine monitoring all conversationsin Linkedin, based on keywords &trigger events very relevant to you.You can travel 3rd degrees ofseparation!- Competitive Intelligence- Prospects seeking answers- Conversations to add valueCreate numerous searches andmonitor daily for opportunities.
#3 Attack FollowersFollow all of your past client success stories.The most receptive prospects to yourmessage are following your clients – here’sthe Social Dynamics:3 TYPES OF FOLLOWERS1. Human Capital Intelligence, who are theyhiring? Why?2. Competitive Emulation – either as a directcompetitor and/or selling into likemindedverticals, they want to see best practices.3. They’ve done business with this clientbefore, and would be trusting of theiropinions.
Client Insights – More Prospects10 more hot prospectsThey will be most receptiveto your success story!