This document provides 21 tips for social selling and cold calling. Some key tips include automating outreach by scheduling emails to be received during quiet times, having relevant information pushed to you by following companies and people on social media, sending pre-emptive emails to prospects, attracting prospects by providing valuable content, and practicing constant improvement. The tips are presented by Ralph Barsi, Jamie Shanks, and Steve Richard and cover strategies for LinkedIn outreach, scheduling content posting, prospecting, and improving call productivity.

1. Social Selling and Cold Calling:
21 Tips You Don’t Know
Ralph Barsi
@rbarsi
Jamie Shanks
@james_t_shanks
Steve Richard
@srichardv
Vorsight webinar series:
Sponsors:

2. Steve Richard
Co-Founder &
Chief Content Officer

3. 3x3 Research
System 1 vs. System 2
@srichardv
#1

4. 3x3 Research
@srichardv
#1

5. @srichardv
3x3 Research#1

6. Share This

7. #2: Direct Line from VM Code
Audix = **6
Cisco = *#4
@srichardv
#2

8. Free JobChangeAlerts
@srichardv
#3

9. Call/Email Windows
@srichardv
#4

10. @srichardv

11. @srichardv

12. Boolean Search
AND
OR
NOT
“”
@srichardv
#5

13. Boolean Search
@srichardv
#5

14. Boolean Search
@srichardv
#5

15. Boolean Search
@srichardv
#5

16. Limiting Google to Time
@srichardv
#6

17. #Limiting Google to Time
@srichardv
#6

18. Limiting Google to Time
@srichardv
#6

19. Client Voice
@srichardv
#7

20. Client Voice
@srichardv
#7

21. Client Voice
@srichardv
#7

22. Jamie Shanks
MBA, Managing Partner

23. #8: Join right Groups, message for FREE
@james_t_shanks
#8

24. Share This

25. Use these Groups to build endless
Prospecting Lists
TIP – look for Decision-Makers new to their role and/or industry
@james_t_shanks
#9

26. New “Saved Search Updates”
= New to Role!
@james_t_shanks

27. Share specific content with 1 hot
prospect during the “DeadZone”
@james_t_shanks
#10

28. “Overcoming the DEAD ZONE”
Sent article every day for 3 weeks!
Win Account
@james_t_shanks

29. Use Hootsuite to schedule content
9
Track your success
BEST TIMES
9 AM
12 PM
5 PM
SUNDAYS
Post same content
multiple times!
Use different Headlines.
@james_t_shanks
#11

30. # LinkedIn Signal is your best friend
Trigger Events from:
1st, 2nd & 3rd degree connections
ANY COMPANY
ANY LOCATION in the world
• M&A
• 2nd connect starting
new roles
• Competitors sales reps
@james_t_shanks
#12

31. Example – “Time & Attendance”
Great Content
Prospects adjusting their
“Skills” – growing prospect list
@james_t_shanks

32. Example – “Global Mobility”
Do a keyword search, and select
“Profiles” under Update Type:
These are prospects adjusting their
LinkedIn profiles (many are new!)
@james_t_shanks

33. LinkedIn Signal SAVE & SHARE
SEARCHES!
@james_t_shanks

34. Use Hootsuite as your 360 view for
“TRIGGER EVENTS”
@james_t_shanks
#13

35. Use your client success stories “Sphere of
Influence” as leverage
@james_t_shanks
#14

36. @james_t_shanks

37. Example: Use Feedly to start a
“Why you, why you now”
Using articles to:
- Quote Consumer Insights leaders
- Quote the prospect “why you, why you now!”
- Prove a point with empirical evidence Meetings in first
24 hours
@james_t_shanks

38. Ralph Barsi
Inside Sales Manager

39. Automate Your Outreach
Focus on when your message is received, not sent.
Schedule emails to be received, for example, on Sunday mornings or late afternoons.
Use quiet time:
To store your emails in a delivery queue, and…
To be read during the recipient’s quiet time.
@rbarsi
#15

40. Automate Your Outreach
1. In the message, on the Options tab, in the More Options group, click Delay Delivery.
2. Click Message Options.
3. Under Delivery options, select the Do not deliver before check box, and then click
the delivery date and time that you want.
4. After you click Send, the message remains in the Outbox folder until delivery time.
@rbarsi
#15

41. Automate Your Outreach
@rbarsi
#15

42. Use three.sentenc.es
@rbarsi
#16

43. Use three.sentenc.es
Include a question mark in every email.
Think tweets & texts. Get to the essential point.
Include hyperlinks & postscripts.
It’ll likely be read from a mobile phone.
“I have only made this letter longer because
I have not had the time to make it shorter.”
–Blaise Pascal
@rbarsi
#16

44. Have Intel PUSHED to You
How much time are you wasting,
with 8+ browser windows open,
trying to spot a relevant piece of
information?
@rbarsi
#17

45. Have Intel PUSHED to You
Consolidate the
searches.
Let technology
gather the intel.
Engage the right
people at the right
time with the right
message.
Follow Companies
& People, & get
emailed when
something
happens.
@rbarsi
#17

46. Send Pre-Emptive Emails
@rbarsi
#18

47. Send Pre-Emptive Emails
Be brief & to the point (think mobile).
Give them a window of time (4-5pm).
Evoke a response (“Unless you
suggest…”).
Say why you’re calling.
Set expectations for a brief call.
@rbarsi
#18

48. Attract Prospects to You
(Give value to the marketplace!)
@rbarsi
#19

49. Make Rapid-Fire Calls
Create high-valued, high-volume target lists.
Have the same opening line by including the same title, or same event, or same city.
Follow-up on all overdue tasks.
Increase productivity, have more conversations per hour, and track it all!
The Pursuit of Happyness
@rbarsi
#20

50. Practice CANI!
Constant and Never-Ending Improvement
@rbarsi
#21

51. Ralph Barsi
@rbarsi
Jamie Shanks
@james_t_shanks
Steve Richard
@srichardv
QUESTIONS?
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