Ken Krogue and Steve Richard created an informative ebook on using LinkedIn for sales. They discuss how traditional cold calling is ineffective and LinkedIn allows salespeople to do research on prospects before calling. The ebook provides tips like using 3x3 research to learn about prospects, leveraging 2nd degree connections, joining relevant groups, and using the right call-to-action phrases. It also discusses tactics like double dialing, getting direct lines for executives, and using tools like ClearSlide to gain visibility into prospect engagement. The specialist sales model is recommended over the generalist model for improved results.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
What better way to kick off the holiday season than a massive SlideShare filled with the best SEO questions asked and answered from our popular AMAs. There's no shortage of expert insight with names like Rand Fishkin, Avinash Kaushik, Ann Smarty, Peep Laja and more!
SlideShare by HubSpot's @ninarstepanov.
LinkedIn for Selling - How to Generate Leads Using LinkedInAmanda Leeman
1. Brief overview of the benefits of LinkedIn for selling.
2. What to update in your personal profile to be found in search.
3. Four ways to generate leads using LinkedIn.
4. Tips to help you make your time on LinkedIn efficient.
Flexible Foam Company MDI Drops Pay-Per-Click and Saves Time with HubSpotHubSpot
Flexible Foam Company MDI dropped PPC and focused on organic search with HubSpot. The company now saves time capturing more targeted traffic and high-quality leads.
13 Ways to Make Selling Easy with LinkedInNoah Rickun
The document provides 13 ways to make selling easy using LinkedIn. The first way is to show up prepared for meetings with prospects by researching them on LinkedIn in advance. This includes finding connections, previous employment, education, interests and other details to ask engaging questions and find common ground. The second way is to allow your own reputation to precede you by optimizing your LinkedIn profile with a complete profile, good photo, recommendations and applications that provide more information about yourself to prospects.
Content is Key: Get Found and Generate Leads at Lower Cost - Online Marketing...HubSpot
The document summarizes a presentation given by Ellie Mirman at the Online Marketing Summit in Orlando, FL on August 3, 2010. The presentation discussed how content marketing can generate more website visitors and leads at a lower cost compared to outbound marketing. Specifically, it outlined a 5-step process for content marketing: 1) publish remarkable content across multiple channels, 2) optimize content for search engines, 3) engage with audiences on social media, 4) convert visitors to leads with landing pages and forms, and 5) nurture leads and convert them to customers by cultivating relationships with useful content over time. Metrics like website traffic, leads, and sales by channel and content were also presented.
How to Create an Effective Inbound Marketing CampaignVIEO Design
The document outlines six steps to creating an effective inbound marketing campaign: 1) Develop an offer, 2) Create a killer landing page, 3) Nurture leads with marketing automation, 4) Tell your tribe, 5) Promote your offer, and 6) Measure everything and troubleshoot. It provides tips for each step, such as focusing offers on the awareness, consideration or decision stage; keeping landing page forms short; segmenting leads in marketing automation; and benchmarking metrics like a 20% landing page submission rate. The document aims to teach how to attract and engage customers through quality content and conversion optimization.
How to Use Twitter to Generate Leads & SalesHubSpot
A presentation to the Albany, NY chapter of the American Marketing Association on using Twitter to generation leads and sales for you business. Presented in Albany on 1/14/10.
Why Enterprise Companies Need a New Marketing PlaybookHubSpot
Chief marketers are more accountable for revenue generation than ever before. Increasing sales-ready leads and ROI - all while aligning sales and marketing functions - is crucial for today's enterprise CMO. One of the most promising new approaches is Enterprise Inbound Marketing – digital marketing techniques and strategies to attract more qualified prospects and convert them into sales-ready opportunities.
What better way to kick off the holiday season than a massive SlideShare filled with the best SEO questions asked and answered from our popular AMAs. There's no shortage of expert insight with names like Rand Fishkin, Avinash Kaushik, Ann Smarty, Peep Laja and more!
SlideShare by HubSpot's @ninarstepanov.
LinkedIn for Selling - How to Generate Leads Using LinkedInAmanda Leeman
1. Brief overview of the benefits of LinkedIn for selling.
2. What to update in your personal profile to be found in search.
3. Four ways to generate leads using LinkedIn.
4. Tips to help you make your time on LinkedIn efficient.
Flexible Foam Company MDI Drops Pay-Per-Click and Saves Time with HubSpotHubSpot
Flexible Foam Company MDI dropped PPC and focused on organic search with HubSpot. The company now saves time capturing more targeted traffic and high-quality leads.
13 Ways to Make Selling Easy with LinkedInNoah Rickun
The document provides 13 ways to make selling easy using LinkedIn. The first way is to show up prepared for meetings with prospects by researching them on LinkedIn in advance. This includes finding connections, previous employment, education, interests and other details to ask engaging questions and find common ground. The second way is to allow your own reputation to precede you by optimizing your LinkedIn profile with a complete profile, good photo, recommendations and applications that provide more information about yourself to prospects.
Content is Key: Get Found and Generate Leads at Lower Cost - Online Marketing...HubSpot
The document summarizes a presentation given by Ellie Mirman at the Online Marketing Summit in Orlando, FL on August 3, 2010. The presentation discussed how content marketing can generate more website visitors and leads at a lower cost compared to outbound marketing. Specifically, it outlined a 5-step process for content marketing: 1) publish remarkable content across multiple channels, 2) optimize content for search engines, 3) engage with audiences on social media, 4) convert visitors to leads with landing pages and forms, and 5) nurture leads and convert them to customers by cultivating relationships with useful content over time. Metrics like website traffic, leads, and sales by channel and content were also presented.
How to Create an Effective Inbound Marketing CampaignVIEO Design
The document outlines six steps to creating an effective inbound marketing campaign: 1) Develop an offer, 2) Create a killer landing page, 3) Nurture leads with marketing automation, 4) Tell your tribe, 5) Promote your offer, and 6) Measure everything and troubleshoot. It provides tips for each step, such as focusing offers on the awareness, consideration or decision stage; keeping landing page forms short; segmenting leads in marketing automation; and benchmarking metrics like a 20% landing page submission rate. The document aims to teach how to attract and engage customers through quality content and conversion optimization.
How to Use Twitter to Generate Leads & SalesHubSpot
A presentation to the Albany, NY chapter of the American Marketing Association on using Twitter to generation leads and sales for you business. Presented in Albany on 1/14/10.
Selling Better Together - Webinar with Work.comHubSpot
Better sales performance means learning how to align sales teams around key goals, motivate them to achieve those goals, and provide ongoing feedback and coaching along the way.
Scoopit's Content Marketing Grader for ROIScoop.it
Are you on path to Content Marketing ROI?
Do you know how good is your Content Marketing?
These are not easy questions to answer. Yet, there are effective ways to measure if you're in the right direction with your content marketing strategy and if your efforts do or will pay off in the near future.
July 2008 presentation giving a checklist of 20 tips to improve your web marketing. These are practical best practice tips covering the top mistakes I see in web marketing.
Content marketing careers are constantly evolving, but one thing is certain: The power of LinkedIn for personal branding and career advancement is here to stay. Of course, because so many people rely on LinkedIn for professional networking these days, it’s essential to create a profile that will help you stand out and get noticed by the people who make hiring decisions in your industry. It’s not an easy task, but it can be
done – with the help of some pro-level tips for strengthening your LinkedIn presence and gaining an edge over the competition. If your “Who’s Viewed Your Profile” chart is flatlining week after week, the advice below will help breathe new life into your profile, improve your visibility in search results, generate more views, and impress your audience.
[Webinar Slides] How to Keep Sales Cranking in the Second Half of the YearHubSpot
It's the middle of summer and you've called all the "good" prospects for the year. Worried about making quota next month? Think your pipeline isn't strong enough to meet your goals? Think again. LinkedIn Sales Solutions's Alex Wolin and HubSpot's Sales CRO Mark Roberge are combining forces, teaching you sales techniques to make your upcoming pipeline stronger than your first half of the year.
Access the on-demand webinar here: http://offers.hubspot.com/secrets-to-keep-sales-cranking
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...Jon Wuebben
Presented at Content Marketing World 2013, "Building Your Content Marketing Measurement Program From The Ground Up" - by Jon Wuebben, CEO of Content Launch and Author, Content is Currency: Developing Powerful Content for Web & Mobile
Google Grants: The Biggest Missed Opportunity in Non-Profit MarketingHubSpot
Google Grants is the nonprofit edition of AdWords, Google's online advertising tool. Google Grants empowers nonprofit organizations with in-kind AdWords advertising, to promote their missions and initiatives on Google.com. In this webinar, Cody Damon and Eric Facas of Media Cause will discuss how your organization can benefit from Google Grants and why you should consider it as part of your marketing strategy this year.
How to Plan for 2014: The 5 Recruiting Investments You Need to Make | WebcastLinkedIn Talent Solutions
This document provides a summary of a LinkedIn Talent Solutions webinar on improving recruiting strategies. It discusses six key steps to hire to win: 1) Get to know your audience by researching candidates and developing personas. 2) Build and amplify your talent brand on LinkedIn, social media and your careers page. 3) Get serious about pipelining by educating hiring managers and maintaining a pipeline. 4) Embrace mobile recruiting by optimizing for mobile. 5) Don't forget the talent under your nose through internal hiring. 6) Maximize productivity with your LinkedIn Talent Solutions account through custom searches and the mobile app. The document outlines the time and money investments required for each step.
ROI & Social webinar with Craig Rosenberg & Jason MillerViralheat
This webinar will discuss how to integrate social media into marketing efforts to drive results by mapping content to the buyer's journey, measuring efforts, and integrating social and marketing automation. Attendees will learn tactics for driving ROI with social media including how to measure the impact of social on other channels and how to leverage user generated content and visuals. The presenters are Craig Rosenberg, CEO of TOPO, and Jason Miller, Senior Manager of Content Marketing at LinkedIn.
6-Step Guide to B2B Content Marketing that WorksLinkedIn
70 percent of marketers report that they plan
to produce more content this year than last
year. At the same time, only 30% rate their
efforts as “effective” or “very effective.”
That means a lot of us still struggle with the
marketing aspect of content marketing. Use
the 6 steps in the following slides as a
blueprint of how to build a content strategy
that produces measurable results.
Although analyzing “big data” has the power to transform your business, the ease of doing so has been over-stated. In reality, harnessing big data is still a messy and labor-intensive business. We are incredibly excited by what we can do with data but also think some of the hype is doing brands a disservice, because it creates a false expectation of how easy this work is going to be. Most things in life that are important and worthwhile are difficult, and the analysis of Big Data is no different. Don’t believe these commonly heard myths…
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017LinkedIn
Looking for the fresh ideas driving B2B marketing forward in 2017 and beyond? We've got you covered.
Join LinkedIn brand strategist, Peter Weinberg, as he shares the below seven trends to practice in 2017:
1. The True Value of Thought Leadership
2. The Sustainable Profitability of “Content Franchises”
3. The Growing Need for Touchpoint Consistency
4. The Promising Arrival of Everyone-As-A-Marketer
5. The Sudden Death of Hyper-targeting
6. The New Principles of Brand Investing
7. The Economic Case for Cost-Per-Connection
We'll also reveal how you can act on each of these seven trends in your work today.
Marketo: The definitive-guide-to-lead-generation Jan 2014Brian Crotty
Here are the key points about defining a lead from the document:
- A lead is a qualified prospect that is starting to exhibit buying behavior.
- When defining a lead, companies should consider both demographic factors (e.g. title, company) and psychographic factors (e.g. needs, pain points).
- Sales and marketing must agree on a universal lead definition through open discussion. They should define what makes a "good" lead versus a "bad" lead.
- In addition to demographics, B2B companies also consider firmographics like company size, industry, and existing products when defining leads.
- Qualifying leads based on their BANT (budget, authority, need, timeline
This document provides guidance for vendors on how to effectively engage with CIOs. It outlines that CIOs are under tremendous pressure with conflicting goals around innovation and cost-cutting. Their time is extremely limited due to high demands. The document recommends that vendors thoroughly research a company's needs and demonstrate how their solution can directly address a business priority or drive ROI. Rather than relying on sales pitches, vendors should establish trust and credibility by forming long-term partnerships where risks and rewards are shared.
In this on-demand webinar, SilverTech’s Principal Strategist, Samantha Maltais, and Content Strategist, Ian Hughes, review the results of our industry-wide State of Digital Marketing survey. They discuss the main challenges and opportunities marketers face and share what they believe will be the most effective digital strategies of 2018.
Grow Your Business with the Power of Email Marketing Featuring Social Media E...Elizabeth Quintanilla, MBA
Grow Your Business with the Power of Email Marketing Featuring Social Media Engagement - A Constant Contact Presentation presented by Elizabeth Quintanilla, Marketing Gunslinger
This presentation provides 60 proven ideas to grow your business with email marketing and social media.
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...Distilled
Reputation is about more than displacing negative search results when your company or an executive makes a mistake. Reputation (when measured and strategically aligned with your vision and audience expectations) can drive exponential growth. Rhea will share tactics you can apply in your role today to help differentiate your site online, in search and in a competitive market. Reputation marketing enhances digital activities to produce a higher ROI and effectiveness for your hard work.
Media advertising for bollywood in goregaon global advertisersvivekglobalads9
The Indian media and entertainment industry grew 11.8% in 2012 to reach 918 billion rupees total billing and is projected to grow at a 14.2% CAGR to 1785.8 billion rupees by 2018. Global Advertisers, as an outdoor media provider, has played a key role in campaigns for Vishesh Films and offers bulk discounts, special packages, 24/7 support, buying and execution services, and prime hoarding sites across India.
The document discusses how audience feedback benefited a product. Specifically, it allowed the creator to:
1) Design an attractive and streamlined layout resembling the Tyne River to appeal to the target audience.
2) Include more celebrity gossip stories to attract a younger and more diverse female audience, rather than only football stories.
3) Change the image on page 2 to better suit the article and differentiate from the cover image. The new image focused on the subject during her time on a singing competition show.
This document summarizes Pope John Paul II's views on relationships and friendship. The Pope argues that people should not treat each other merely as a means to an end, but rather should pursue relationships centered around a common good or aim. He identifies three types of friendship - friendship of utility based on benefit, pleasant friendship based on pleasure, and virtuous friendship focused on moral pursuits. The highest form of relationship is virtuous friendship, which unites people through their commitment to virtues and moral life rather than self-interest. In marriage specifically, spouses should pursue the common aims of their union, serving one another, and raising children well.
Selling Better Together - Webinar with Work.comHubSpot
Better sales performance means learning how to align sales teams around key goals, motivate them to achieve those goals, and provide ongoing feedback and coaching along the way.
Scoopit's Content Marketing Grader for ROIScoop.it
Are you on path to Content Marketing ROI?
Do you know how good is your Content Marketing?
These are not easy questions to answer. Yet, there are effective ways to measure if you're in the right direction with your content marketing strategy and if your efforts do or will pay off in the near future.
July 2008 presentation giving a checklist of 20 tips to improve your web marketing. These are practical best practice tips covering the top mistakes I see in web marketing.
Content marketing careers are constantly evolving, but one thing is certain: The power of LinkedIn for personal branding and career advancement is here to stay. Of course, because so many people rely on LinkedIn for professional networking these days, it’s essential to create a profile that will help you stand out and get noticed by the people who make hiring decisions in your industry. It’s not an easy task, but it can be
done – with the help of some pro-level tips for strengthening your LinkedIn presence and gaining an edge over the competition. If your “Who’s Viewed Your Profile” chart is flatlining week after week, the advice below will help breathe new life into your profile, improve your visibility in search results, generate more views, and impress your audience.
[Webinar Slides] How to Keep Sales Cranking in the Second Half of the YearHubSpot
It's the middle of summer and you've called all the "good" prospects for the year. Worried about making quota next month? Think your pipeline isn't strong enough to meet your goals? Think again. LinkedIn Sales Solutions's Alex Wolin and HubSpot's Sales CRO Mark Roberge are combining forces, teaching you sales techniques to make your upcoming pipeline stronger than your first half of the year.
Access the on-demand webinar here: http://offers.hubspot.com/secrets-to-keep-sales-cranking
#ContentMarketingWorld 2013 - Building Your Content Marketing Measurement Pro...Jon Wuebben
Presented at Content Marketing World 2013, "Building Your Content Marketing Measurement Program From The Ground Up" - by Jon Wuebben, CEO of Content Launch and Author, Content is Currency: Developing Powerful Content for Web & Mobile
Google Grants: The Biggest Missed Opportunity in Non-Profit MarketingHubSpot
Google Grants is the nonprofit edition of AdWords, Google's online advertising tool. Google Grants empowers nonprofit organizations with in-kind AdWords advertising, to promote their missions and initiatives on Google.com. In this webinar, Cody Damon and Eric Facas of Media Cause will discuss how your organization can benefit from Google Grants and why you should consider it as part of your marketing strategy this year.
How to Plan for 2014: The 5 Recruiting Investments You Need to Make | WebcastLinkedIn Talent Solutions
This document provides a summary of a LinkedIn Talent Solutions webinar on improving recruiting strategies. It discusses six key steps to hire to win: 1) Get to know your audience by researching candidates and developing personas. 2) Build and amplify your talent brand on LinkedIn, social media and your careers page. 3) Get serious about pipelining by educating hiring managers and maintaining a pipeline. 4) Embrace mobile recruiting by optimizing for mobile. 5) Don't forget the talent under your nose through internal hiring. 6) Maximize productivity with your LinkedIn Talent Solutions account through custom searches and the mobile app. The document outlines the time and money investments required for each step.
ROI & Social webinar with Craig Rosenberg & Jason MillerViralheat
This webinar will discuss how to integrate social media into marketing efforts to drive results by mapping content to the buyer's journey, measuring efforts, and integrating social and marketing automation. Attendees will learn tactics for driving ROI with social media including how to measure the impact of social on other channels and how to leverage user generated content and visuals. The presenters are Craig Rosenberg, CEO of TOPO, and Jason Miller, Senior Manager of Content Marketing at LinkedIn.
6-Step Guide to B2B Content Marketing that WorksLinkedIn
70 percent of marketers report that they plan
to produce more content this year than last
year. At the same time, only 30% rate their
efforts as “effective” or “very effective.”
That means a lot of us still struggle with the
marketing aspect of content marketing. Use
the 6 steps in the following slides as a
blueprint of how to build a content strategy
that produces measurable results.
Although analyzing “big data” has the power to transform your business, the ease of doing so has been over-stated. In reality, harnessing big data is still a messy and labor-intensive business. We are incredibly excited by what we can do with data but also think some of the hype is doing brands a disservice, because it creates a false expectation of how easy this work is going to be. Most things in life that are important and worthwhile are difficult, and the analysis of Big Data is no different. Don’t believe these commonly heard myths…
Get Smart on B2B Marketing with our 7 Emerging Trends for 2017LinkedIn
Looking for the fresh ideas driving B2B marketing forward in 2017 and beyond? We've got you covered.
Join LinkedIn brand strategist, Peter Weinberg, as he shares the below seven trends to practice in 2017:
1. The True Value of Thought Leadership
2. The Sustainable Profitability of “Content Franchises”
3. The Growing Need for Touchpoint Consistency
4. The Promising Arrival of Everyone-As-A-Marketer
5. The Sudden Death of Hyper-targeting
6. The New Principles of Brand Investing
7. The Economic Case for Cost-Per-Connection
We'll also reveal how you can act on each of these seven trends in your work today.
Marketo: The definitive-guide-to-lead-generation Jan 2014Brian Crotty
Here are the key points about defining a lead from the document:
- A lead is a qualified prospect that is starting to exhibit buying behavior.
- When defining a lead, companies should consider both demographic factors (e.g. title, company) and psychographic factors (e.g. needs, pain points).
- Sales and marketing must agree on a universal lead definition through open discussion. They should define what makes a "good" lead versus a "bad" lead.
- In addition to demographics, B2B companies also consider firmographics like company size, industry, and existing products when defining leads.
- Qualifying leads based on their BANT (budget, authority, need, timeline
This document provides guidance for vendors on how to effectively engage with CIOs. It outlines that CIOs are under tremendous pressure with conflicting goals around innovation and cost-cutting. Their time is extremely limited due to high demands. The document recommends that vendors thoroughly research a company's needs and demonstrate how their solution can directly address a business priority or drive ROI. Rather than relying on sales pitches, vendors should establish trust and credibility by forming long-term partnerships where risks and rewards are shared.
In this on-demand webinar, SilverTech’s Principal Strategist, Samantha Maltais, and Content Strategist, Ian Hughes, review the results of our industry-wide State of Digital Marketing survey. They discuss the main challenges and opportunities marketers face and share what they believe will be the most effective digital strategies of 2018.
Grow Your Business with the Power of Email Marketing Featuring Social Media E...Elizabeth Quintanilla, MBA
Grow Your Business with the Power of Email Marketing Featuring Social Media Engagement - A Constant Contact Presentation presented by Elizabeth Quintanilla, Marketing Gunslinger
This presentation provides 60 proven ideas to grow your business with email marketing and social media.
SearchLove Boston 2017 | Rhea Drysdale | Reputation Marketing Tactics to Driv...Distilled
Reputation is about more than displacing negative search results when your company or an executive makes a mistake. Reputation (when measured and strategically aligned with your vision and audience expectations) can drive exponential growth. Rhea will share tactics you can apply in your role today to help differentiate your site online, in search and in a competitive market. Reputation marketing enhances digital activities to produce a higher ROI and effectiveness for your hard work.
Media advertising for bollywood in goregaon global advertisersvivekglobalads9
The Indian media and entertainment industry grew 11.8% in 2012 to reach 918 billion rupees total billing and is projected to grow at a 14.2% CAGR to 1785.8 billion rupees by 2018. Global Advertisers, as an outdoor media provider, has played a key role in campaigns for Vishesh Films and offers bulk discounts, special packages, 24/7 support, buying and execution services, and prime hoarding sites across India.
The document discusses how audience feedback benefited a product. Specifically, it allowed the creator to:
1) Design an attractive and streamlined layout resembling the Tyne River to appeal to the target audience.
2) Include more celebrity gossip stories to attract a younger and more diverse female audience, rather than only football stories.
3) Change the image on page 2 to better suit the article and differentiate from the cover image. The new image focused on the subject during her time on a singing competition show.
This document summarizes Pope John Paul II's views on relationships and friendship. The Pope argues that people should not treat each other merely as a means to an end, but rather should pursue relationships centered around a common good or aim. He identifies three types of friendship - friendship of utility based on benefit, pleasant friendship based on pleasure, and virtuous friendship focused on moral pursuits. The highest form of relationship is virtuous friendship, which unites people through their commitment to virtues and moral life rather than self-interest. In marriage specifically, spouses should pursue the common aims of their union, serving one another, and raising children well.
Check out our wide range of home theater room design and choose from the best one that suits your personality and taste. We are a leader in providing the best designs in the region.
The document discusses decreasing prosecution for drug possession and proposes a health-focused response rather than criminalization. It argues that the war on drugs has endangered lives, spread disease, and failed. The document advocates treating drug users rather than imprisoning them and notes the Obama administration moved to lighter sentences and early prisoner releases.
The document is a presentation about using social media for illustration. It discusses why social media is important for illustrators, provides tips on getting started and using key platforms like Twitter, LinkedIn, Tumblr and Flickr. It also covers trends in social media and mobile use, and how illustrators can leverage digital opportunities like augmented reality. The presentation emphasizes starting small with social media and persevering over time.
Punto Offices Vila da Penha Imovel ViavelImovel Viavel
A empresa de tecnologia anunciou um novo produto revolucionário que combina hardware, software e serviços em nuvem. O dispositivo é pequeno, portátil e permite acesso a aplicativos e dados em qualquer lugar. A nova oferta promete transformar a forma como as pessoas vivem e trabalham.
El documento describe varias barreras tecnológicas utilizadas para la conservación de alimentos, incluyendo la atmósfera modificada, la refrigeración, el envasado, la reducción de la actividad de agua, la adición de sal, el ahumado, y la combinación de múltiples barreras. Explica que la aplicación de barreras múltiples de manera sinérgica es importante para interrumpir la homeostasis de los microorganismos y preservar la calidad y seguridad de los alimentos.
Este documento describe los fenómenos magnéticos y cómo se producen. Explica que los fenómenos magnéticos surgen de campos magnéticos creados por cargas eléctricas en movimiento o dipolos magnéticos intrínsecos. También describe varios tipos de levitación magnética, incluida la que usa imanes, la superconductividad y el diamagnetismo. Además, explica las propiedades de los campos magnéticos y las leyes que rigen el magnetismo.
El documento describe las propiedades del benceno, un hidrocarburo aromático volátil e inflamable con fórmula molecular C6H6. Explica que cada átomo de carbono forma parte de un anillo hexagonal regular y comparte su electrón libre con toda la molécula, dándole gran estabilidad. También describe usos comunes del benceno como disolvente y en la fabricación de productos derivados como el nylon, el linóleo y algunos fármacos.
Este documento describe los diferentes tipos de enlaces atómicos, incluyendo enlaces primarios como iónicos, covalentes y metálicos, así como enlaces secundarios más débiles como los de hidrógeno y las fuerzas de van der Waals. Explica que los enlaces atómicos mantienen unidos los átomos y moléculas a través de interacciones electrostáticas y compartición de electrones.
This document discusses strategies that biopharmaceutical companies can use to transform scientific discoveries into successful businesses. It begins with an overview of the complex and dynamic biopharmaceutical industry. It then explores why transforming science into a business has been challenging, with scientific discoveries not always leading to commercial successes. The document proposes that biopharmaceutical companies can disrupt the industry's dominant logic by employing mechanisms like new value propositions, network orchestration, technological discontinuities, and business model portfolios. This may help science-based startups better capture value from their innovations.
This document discusses various topics related to finding meaning and purpose in life and work. It addresses questions about what constitutes an adult, world views, hierarchies of needs, and the importance of diversity and nature. Customer service, goal-setting, training, and personal development are also examined. Key ideas are that life involves answering questions on a journey, diversity is nature's perfection, and the hardest thing is controlling oneself.
1. The document discusses how nanobiotechnologies could disrupt the dominant logic of the drug industry by challenging the focus on one drug for one large market.
2. It presents two scenarios - continuity, where nanotechnologies follow the same path as previous innovations, and rupture, where they enable personalized, predictive, preventative, and participatory medicine through new business models and value propositions.
3. For rupture to occur, technological innovations must create new value propositions, attract large diversifying companies from other industries, and develop new value chains and network types.
CPA Congress Sydney 2015 - Day Two Wrap Up CPA Australia
Michael Blythe explored the economic opportunities and pressure points for Australia and other economies over the next five years. All forecasters expect continued Australian economic growth, though below average. Unemployment is peaking at just over 6%. The rise of middle income consumers in Asia is expected to reach 1.25 billion by 2020 and demand more goods and services. There is debate that potential GDP growth rates may be lower than the assumed 3.25%, which would mean less spare capacity and less need for policy stimulus.
Rand Fishkin discusses why content marketing often fails and provides 5 key reasons: 1) Unrealistic expectations of how content marketing works, 2) Creating content without a community to amplify it, 3) Focusing on content creation but not amplification, 4) Ignoring search engine optimization, and 5) Giving up too soon and not allowing time for content to gain traction. He emphasizes that content marketing is a long-term process of building relationships and that most successful content took years of iteration before gaining significant reach.
When you think about brand marketing, which social platforms come to mind?
If you said Facebook, Instagram, and Twitter, you’ wouldn't be wrong, however, there’s another platform that’s often overlooked as a powerhouse selling machine: LinkedIn.
Here are four sure-fire ways to make your LinkedIn business networking account do double duty as a brand engagement channel.
This document summarizes and promotes a LinkedIn training session called "Linked VIP" conducted by Sarah Hughes. It describes how the intensive half or full-day session will help attendees optimize their LinkedIn profile, build their network, target prospects, generate leads, and achieve sales results. Testimonials from past attendees are provided who secured new prospects, meetings, and contracts from applying the strategies learned in Linked VIP. The document outlines what is included in the session, the benefits of working with Sarah as an expert in LinkedIn lead generation, and how the training can rapidly help businesses reach more prospects and clients.
This document provides 7 tips for using LinkedIn and social media for sales. It discusses using your LinkedIn profile effectively, engaging in groups, connecting with others, communicating regularly by sharing valuable content, and using social media for sales intelligence and pipeline generation. Some key stats include that 79% of sales reps that used social selling achieved their quota, and positive tweets can increase sales more than traditional advertising. The tips encourage personalizing outreach, speeding up the sales cycle, searching for leads, and contributing to existing conversations to open doors without cold calling.
Build your business with Linkedin for Fraser Valley ExecutiveAnyssa Jane
This document provides tips for using LinkedIn effectively for business purposes. It discusses setting up an optimized profile on LinkedIn, including choosing a relevant job title and headline, writing an impactful summary, and selecting a professional photo. The document also provides seven key tasks that LinkedIn can help CEOs with, such as managing demands on their time, hiring smarter, and gaining market insights. Overall, the document outlines best practices for crafting a LinkedIn profile and leveraging the professional networking platform to benefit one's business goals.
Power Point Using Social Media In Your BusinessFred Burkhardt
This document discusses using social media in business. It provides tips on listening, connecting and publishing on social media platforms. It also discusses using social media to drive traffic to a website and the importance of email marketing and online surveys for customer loyalty. The key platforms discussed are YouTube, LinkedIn, blogs, Twitter and Facebook.
LinkedIn is a powerful business tool if used strategically. The document outlines 7 mistakes to avoid when using LinkedIn and tips for success. It recommends setting goals for your LinkedIn activities aligned with your overall business strategy. It also suggests building a large, engaged network; creating an appealing profile that clearly communicates value; and integrating LinkedIn with other business development activities.
Learn the 3 Secrets You Need to start generating leads using LinkedIn. Leverage new and existing networks to find referrals and ideal clients. Find out how here. For more information connect with us at https://www.growthfinderpro.com/casestudy
The document provides guidance on using LinkedIn and the LinkedIn Sales Navigator tool effectively for social selling. It discusses that the Sales Navigator learning curve is short, that it provides easier access to leads through a salesperson's network on LinkedIn, and that it allows salespeople to systematically implement a proven social selling process. The document encourages salespeople to create a compelling 30-second "elevator pitch" about what they do and optimize their LinkedIn profile with a photo, customized URL, and filling out most of the profile fields.
Ever wondered why your social media isn't making you enough money? You're probably doing it wrong.
No worries, Bob Marsh explains 6 ways that you can utilize to guarantee a boost in sales through your social media channels!
10 real-world tips for building relationships and closing more on LinkedInMicrosoft
The document provides 10 tips for using LinkedIn effectively for social selling and sales productivity. It recommends establishing a solid company LinkedIn page, using features like the "who's viewed your profile" to start conversations, and leveraging LinkedIn groups, @mentions and InMail messages. It also suggests applying the 4-1-1 content sharing rule and getting other employees involved to build personal brands and share relevant content.
This document provides guidance on leveraging LinkedIn for lead generation. It discusses understanding your target market and customers, searching LinkedIn to find target companies and individuals, and using the data from LinkedIn searches. It includes case studies of clients who increased conversion rates, response rates, and built large sales pipelines using LinkedIn data for campaigns. The document advises being specific about your target market to get valuable results from LinkedIn searches.
LinkedIn Profile & Social Best PracticesCraig Canton
This document provides 10 tips for optimizing a LinkedIn profile to drive business relationships and sales opportunities. It recommends adding a professional photo, compelling headline, public profile URL, and contact information. It also suggests telling your career story in the summary, showcasing current and past positions, education, and media. Additionally, the document advises proactively developing your network by personalizing connection requests, gathering intelligence on others, and participating in groups. It highlights best practices for status updates, commenting, following companies, and always being available on LinkedIn.
The recruitment landscape is changing – fast. The power and reach of social media has seen recruiters go from Rolodexes and cold calling to engaging warm candidates within minutes of finding them online. At the same time, candidates have more career choices, clients have more channels to research potential partners and competition for great talent is stiff.
How can you stay ahead in this new context? The answer lies in leveraging the enormous possibilities of social recruiting. And to do this, you need the right tools at your fingertips.
With more than 364 million members worldwide and tools designed specifically for recruiters, LinkedIn is the modern recruiter’s essential partner.
Right now is the perfect time to start using LinkedIn to grow your business. View the SlideShare now for a snapshot introduction to LinkedIn Talent Solutions. Learn:
• How the recruitment landscape has changed.
• How recruiters can use social networks to their advantage.
• How LinkedIn works – profiles, Company Pages and Career Pages explained.
• How you can use LinkedIn to successfully grow your business.
The Recruiting Firm's LinkedIn Field Guide: lnkd.in/fieldguide
6 Steps to Building Your Recruiter Brand on LinkedIn: lnkd.in/rb
Talent Brand Index: lnkd.in/TBI
Content Marketing Guide for Talent Acquisition: lnkd.in/cm
LinkedIn Career Pages: lnkd.in/cp
The Employer Brand Playbook: lnkd.in/EBPlaybook
Recruiter Professional Services: lnkd.in/rps
12 Tips to Build a Stunning Talent Pipeline: lnkd.in/ppl
Business Development on LinkedIn: The Staffing Professional’s Guide: lnkd.in/bd
The Recruiter’s Guide to Writing Effective LinkedIn InMails: lnkd.in/SSInMailGuide
The recruitment landscape is changing – fast. The power and reach of social media has seen recruiters go from Rolodexes and cold calling to engaging warm candidates within minutes of finding them online. At the same time, candidates have more career choices, clients have more channels to research potential partners and competition for great talent is stiff.
How can you stay ahead in this new context? The answer lies in leveraging the enormous possibilities of social recruiting. And to do this, you need the right tools at your fingertips.
With more than 364 members worldwide and tools designed specifically for recruiters, LinkedIn is the modern recruiter’s essential partner.
Right now is the perfect time to start using LinkedIn to grow your business. View the SlideShare now for a snapshot introduction to LinkedIn Talent Solutions. Learn:
• How the recruitment landscape has changed.
• How recruiters can use social networks to their advantage.
• How LinkedIn works – profiles, Company Pages and Career Pages explained.
• How you can use LinkedIn to successfully grow your business.
How To Modernize Your Sales Approach To Drive Business Growth in Cyber SecurityJane Frankland
This document provides guidance on modernizing a sales approach and driving sales in cyber security. It discusses the need to attract more leads and convert more of the leads into sales. It recommends developing an inbound lead generation plan that involves building a personal brand on social media to attract prospects, engaging in conversations to build relationships, and eventually converting connections into leads and clients. The document emphasizes listening to prospects, adding value through helpful content, and focusing on relationships over quick sales pitches in order to build trust and make the sale. It also stresses the importance of online perception and presenting oneself professionally as a personal brand.
This document provides tips and strategies for using social media and social selling. It defines social selling as leveraging your professional brand to fill your pipeline with the right people, insights, and relationships. It discusses establishing a professional personal brand on social networks like LinkedIn. It also explains how social media has transformed cold calls into warm introductions by providing insights into prospects. The document recommends using LinkedIn to search for prospect information and engage with prospects to build relationships and a robust sales pipeline.
The document provides guidance on social selling. It defines social selling as leveraging one's professional brand to fill the sales pipeline with the right people, insights, and relationships. It discusses how social selling has evolved from a concept that many sales executives were skeptical of, to one that is seen as fundamental to success. Examples are given of companies that have increased revenue and hit quotas by implementing social selling strategies that utilize platforms like LinkedIn. Tips are provided on building one's personal brand on social networks and engaging with prospects in a thoughtful, non-salesy manner.
This document provides guidance on social selling. It defines social selling as leveraging a professional brand to fill the sales pipeline with the right people, insights, and relationships. The document outlines how social media has changed B2B sales by allowing salespeople to learn more about prospects and build rapport even without face-to-face interactions. It also shares statistics on how social sellers tend to outperform peers who do not use social media for sales. The document provides tips for social sellers, such as focusing on industry trends and using tools like LinkedIn Sales Navigator to improve workflow and sales performance.
Maximising your brand power online for HunterNetHeidi Pollard
This document discusses maximizing brand power online through social media and LinkedIn. It notes that social media allows for quick, efficient, and cheap communication to a wide audience. It recommends that businesses create a LinkedIn profile to connect with other professionals and improve search engine optimization. The document provides tips for using LinkedIn such as adding a professional photo and job description, joining relevant groups, creating updates, and using LinkedIn for research.
TACKLING ILLEGAL LOGGING: PROBLEMS AND CHALLENGESAJHSSR Journal
ABSTRACT: Illegal logging poses significant environmental, economic, and social challenges worldwide. This
research explores the problems associated with illegal logging in the present and future, shedding light on the
multifaceted nature of this issue and the accompanying challenges faced by governments, organizations, and
communities. The study employs a comprehensive literature review to analyze the current state of illegal
logging, its causes, and its consequences. It examines the environmental impact of deforestation, including
biodiversity loss, habitat degradation, and climate change. The researchers identify the challenges faced in
combating illegal logging in the present and anticipate future obstacles. It considers illegal logging networks'
complex and elusive nature, the limited enforcement capacity, and the need for international cooperation and
coordination. The study also examines the adoption and effectiveness of policies, regulations, and technological
advancements in curbing illegal logging practices in Davao City.
Keywords -Problems and Challenges, Cultural Disruptions, Anticipate future problems.
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Facebook Fan Page Profits to boost your profits today!Rohit Gupta
Discover how to turn your Facebook Fan Page into a powerful tool for generating profits! Whether you're an entrepreneur, marketer, or small business owner, learn proven strategies to engage your audience, increase followers, and monetize your fan page effectively. From content creation and engagement tactics to advertising and conversion optimization, unlock the secrets to maximizing your business's success on Facebook. Start leveraging your fan page to boost your profits today!
Using Playlists to Increase YouTube Watch TimeSocioCosmos
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CYBER SECURITY ENHANCEMENT IN NIGERIA. A CASE STUDY OF SIX STATES IN THE NORT...AJHSSR Journal
ABSTRACT: Security plays an important role in human life and endeavors. Securing information and
disseminating are critical challenges in the present day. This study aimed at identifying innovative technologies
that aid cybercrimes and can constitute threats to cybersecurity in North Central (Middle Belt) Nigeria covering
its six States and the FCT Abuja. A survey research design was adopted. The researchers employed the use of
Google form in administering the structured questionnaire. The instruments were faced validated by one expert
each from ICT and security. Cronbach Alpha reliability Coefficient was employed and achieved 0.83 level of
coefficient. The population of the study was 200, comprising 100 undergraduate students from computer science
and Computer/Robotics Education, 80 ICT instructors, technologists and lecturers in the University and
Technical Colleges in the Middle Belt Nigeria using innovative technologies for their daily jobs and 20 officers
of the crime agency such as: Independent Corrupt Practices Commission (ICPC) andEconomic and Financial
Crimes Commission (EFCC). Three research purposes and questions as well as the hypothesis guided the study
on Five (5) point Likert scale. Data collected were analyzed using mean and standard deviation for the three
research questions while three hypotheses were tested using t-test at 0.05 level of significance. Major findings
revealed that serious steps are needed to better secure the cybers against cybercrimes. Motivation, types, threats
and strategies for the prevention of cybercrimes were identified. The study recommends that government,
organizations and individuals should place emphasis on moral development, regular training of its employees,
regular update of software, use strong password, back up data and information, produce strong cybersecurity
policy, install antivirus soft and security surveillance (CCTV) in offices in order to safeguard its employees and
properties from being hacked and vandalized.
KEYWORDS: Cybersecurity, cybercrime, cyberattack, cybercriminal, computer virus, Virtual Private Networks
(VPN).
On Storytelling & Magic Realism in Rushdie’s Midnight’s Children, Shame, and ...AJHSSR Journal
ABSTRACT: Salman Rushdie’s novels are humorous books about serious times. His cosmopolitanism and
hybrid identity allowed him access to multiple cultures, religions, languages, dialects, and various modes of
writing. His style is often classified as magic realism, blending the imaginary with the real. He draws
inspiration from both English literature and Indian classical sources. Throughout his works, there is a lineage of
‘bastards of history’, a carnival of shameful characters scrolling all along his works. Rushdie intertwines fiction
with reality, incorporating intertextual references to Western literature in his texts, and frequently employing
mythology to explore history. This paper focuses on Rushdie’s three novels: Midnight’s Children, Shame, and
Haroun and the Sea of Stories, analyzing his postmodern storytelling techniques that aim to explore human
vices and follies while offering socio-political criticism.
KEYWORDS : Magic Realism, Rushdie, Satire, Storytelling, Transfictional Identities
Welcome to our captivating YouTube channel, where the past comes alive with intriguing history, fascinating fun facts, and inspiring motivational content. Join us on a journey through time as we unravel the mysteries of the past, share delightful nuggets of knowledge, and ignite the spark of motivation within you. Get ready to explore the depths of history, uncover hidden gems of information, and embark on a quest for personal growth and inspiration. Subscribe now for a blend of education, entertainment, and empowerment that will leave you enlightened and uplifted after every video.
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COLD CALLING - CALLING LinkedIn !!
1. COLD CALLING IS DEAD,
Thanks to LinkedIn
Steve Richard
Co-Founder
Vorsight
Ken Krogue
President Founder
InsideSales.com
2. Page 2
Introduction
It’s amazing how powerful a simple idea
can be. Ken Krogue, president and founder
of InsideSales.com, and Steve Richard,
co-founder of Vorsight, created a webi-
nar called “The Science of Using LinkedIn,
Technology, Social Selling for Cold Call-
ing.” The two well-known sales leaders
teamed up to share little-known tips that
are generating big results right now.
Before the webinar went live, it sparked
some unexpected controversy. UK-based
journalist Steve Masters published an
article on the Business 2 Community web-
site titled “No, LinkedIn Is Not a Source
for Your Cold Calling.” He got hung up on
the term “cold calling” and just couldn’t
see past it. He hadn’t even seen the
webinar yet.
LinkedIn’s Head of Marketing for Sales
Solutions, Ralf VonSosen, caught wind of
this criticism and contacted InsideSales.
com. Krogue told him that the webinar
was going to show salespeople how to
use LinkedIn the right way, so they would
never have to cold call again.
Then Krogue invited VonSosen to partici-
pate in a Google Hangout that followed the
webinar. VonSosen jumped at the chance
to share LinkedIn’s perspective on this
important topic.
It turned out to be the most successful
webinar InsideSales.com and Vorsight have
ever done. A total of 5,648 people reg-
istered to learn how to use LinkedIn and
technology for sales.
Krogue later wrote an article about the
webinar that quickly climbed to No. 1 on
Forbes.com, racking up 66,749 views.
The concept created so much buzz in the
sales community that we decided to turn
it into this ebook. We’re pleased to pres-
ent these tips to help you make smarter
sales calls.
Ralf VonSosen
Head of Marketing for
Sales Solutions
LinkedIn
Share this eBook:InsideSales.com | Vorsight
4. Page 4
Table of Contents
The 7 Keys to Achieving Better Contact Rates���������������������������������� 15
Key #1: Immediacy������������������������������������������������������������������������������������ 16
Key #2: Persistency���������������������������������������������������������������������������������� 17
Key #3: Optimize Calls�����������������������������������������������������������������������������18
Key #4: Time of Day��������������������������������������������������������������������������������� 19
Key #5: Day of Week�������������������������������������������������������������������������������20
Key #6: Direct-Dial Numbers������������������������������������������������������������������ 21
Key #7: Leverage Dialer Technology��������������������������������������������������� 22
Traditional Cold Calling is Dead…��������������������������������������������������������� 24
Free Resources for Sales Pros�������������������������������������������������������������� 24
Summary Credits��������������������������������������������������������������������������������� 24
Share this eBook:InsideSales.com | Vorsight
5. Page 5
About the Authors
Steve Richard, co-founder of Vorsight, has
been featured in The Harvard Business
Review, The Washington Business Journal,
The Washington Post, CNN/Money and CNBC.
Vorsight has been recognized as the Sales
Training Provider of the Year four years in a
row by the American Association of Inside
Sales Professionals.
Connect with Steve on LinkedIn, Google+ and
Twitter. Find out more about his sales training
services at Vorsight.com.
Steve Richard
Co-Founder
Vorsight
—
www.vorsight.com
Ken Krogue
President and Founder
InsideSales.com
—
www.kenkrogue.com
Ken Krogue, president and founder of
InsideSales.com, is a results-driven sales
leader and visionary for the inside sales
industry. The research and data-driven
approach he uses has led to best prac-
tices for contacting and closing leads. He
pioneered the powerful sales automation
PowerDialer™, a tool that increases the
effectiveness and efficiency of inside sales
professionals. Ken is also a regular contribu-
tor to Forbes.com.
Connect with Ken on LinkedIn, Google+ and
Twitter. Find out more about how to wring
the most value out of your leads by visiting
InsideSales.com.
Share this eBook:InsideSales.com | Vorsight
6. Page 6
What you really have to do now is warm up
the conversation with research.
LinkedIn is the single most powerful tool
on the planet for doing effective pre-call
research and for tapping into your exist-
ing relationships.
One technique Vorsight teaches is called
3x3 Research*. It’s based on the concept
that you need to wake up your prospect’s
brain. You do that by learning something
about your prospect before the call.
But there’s a fine line between doing too
much research and not doing enough.
There are two types of sales reps: librar-
ians and cowboys. Librarians spend all
day researching and they don’t make
enough calls. Cowboys are so gung ho
about dialing for dialers that they never do
any research.
Pre-Call Research
Use LinkedIn
for Pre-Call Research
The original definition of cold calling was
reaching out to somebody you don’t know
anything about and trying to sell them
something. Anybody who does that these
days is an idiot.
But you’d also be a fool to stop making
unexpected sales calls. DisoverOrg sur-
veyed more than 1,000 senior executives
and found that 75 percent have taken an
appointment or attended an event based
on an unexpected sales call or email.
The key difference between making unex-
pected sales calls and cold calling is that
when you’re making unexpected sales calls,
you actually know something about your
prospect and can clearly demonstrate how
you’re bringing value to the conversation.
Neither of these approaches is ideal.
You want your sales reps to do some
quick and dirty research and then dial
like the wind.
Find three pieces of relevant information
about your prospect in three minutes.
That’s why it’s called 3x3 Research.
Here are some things to look for:
• Online content that features
your prospect.
• Previous employers.
• Competitors your prospect is
currently using.
Vorsight dug into the data. They discov-
ered that when the sales rep has access
to 3x3 Research, the conversion rate
from initial prospects to appointments
increases 16.7 percent.
* 3x3 Research is a Vorsight term
Share this eBook:InsideSales.com | Vorsight
7. Page 7
The Power of TeamLink
Use TeamLink to Mine Second-Degree
LinkedIn Connections
Vorsight found that if a salesperson contacts someone who is not
at least a second-degree LinkedIn connection, it converts into an
appointment 32 percent of the time.
If you have a second-degree connection, the conversion rate
rises to 50 percent.
Use TeamLink, one of LinkedIn Sales Navigator’s features, to
identify hidden work connections in your 3rd degree network.
TeamLink instantaneously connects users with their co-workers.
Any time you do a search, you will see if that person is connected
to you or to anyone at your company.
Rather than contacting the prospect, contact your co-worker who
is connected to your prospect on LinkedIn.
Your co-worker can introduce you to the prospect, eliminating
the need for cold calling.
Sales Navigator
TeamLink
Fill your pipeline with the best prospects
Share this eBook:InsideSales.com | Vorsight
8. Page 8
With LinkedIn Groups
Set More Appointments
Leverage LinkedIn
Groups to Set More
Appointments
LinkedIn groups are a wonderful venue to
engage in meaningful conversations with
those who have similar interests. Groups
allow professionals to understand what the
hot topics are in their area, socialize with
colleagues, ask questions and give help-
ful answers.
There are many groups for sales pros. For
example, the Inside Sales Experts, Sales
2.0 Best Practices and Salesforce Chatter
groups all serve specific communities.
You are 70 percent more likely to
get an appointment with someone on
an “unexpected sales call” if you are
in a common LinkedIn group than if
you aren’t.
WARNING: Do NOT join groups just to
spam them and share your content. You
have to be engaged in the dialogue.
A test was conducted at a call center
in Tampa, Florida. The researchers first
used a typical cold call strategy on 1,000
numbers. On the second 1,000 dials, they
started the conversation with, “I under-
stand we share a common LinkedIn group.”
Just using that simple statement increased
the number of appointments set by
70 percent.
Inside Sales Professionals
Created: April 3, 2009
Type: Professional Group
Members: 7,969
Owner: Larry Reevers
About: Group profile
Group Statistics
8,015 members Join
Share this eBook:InsideSales.com | Vorsight
9. Page 9
Hosted By
The Right Call-to-Action
Are You Using the Right
Calls-to-Action?
Salespeople can steal a page from the
marketer’s playbook by using effective
calls-to-action. Asking for a meeting right
off the bat isn’t always the best approach.
Point me to the right person.
Email the CEO or a very senior person
in the company. Use the call-to-action:
“Send me to the right person.” When that
email is forwarded internally, you have a
much higher likelihood that the person
will respond because it comes from the
boss. If you see something coming from
your boss, you’re much more likely to take
action on it.
Meet our CEO at the trade show.
Executives at other companies might jump
at the chance to meet your CEO at a trade
show, especially if you’re growing fast and
doing innovative things. This is a better
call-to-action than saying, “Come meet
with me, the salesperson.”
Attend a webinar or a live event.
If you go straight for the appointment, you
might get shot down. But that same pros-
pect might bite on an educational offer.
Webinars and live events work really well.
For example, more than 15,000 sales pros
registered for the Inside Sales Virtual
Summit. InsideSales.com brought together
62 of the top minds in sales to speak on
the same day. It was a blast.
Share this eBook:InsideSales.com | Vorsight
Watch Now
10. Page 10
Double Dial Technique
Double Down on the Double Dial
Have you ever called a prospect and had him not pick up?
Of course you have. That’s just part of being in sales.
Here’s a little trick called the double dial. Call a prospect. If she doesn’t pick
up, immediately call her back. The second time the phone rings, it will pique
her curiosity. “This must be important. They’re calling back.”
This tactic works even better if you’re using LocalPresence. LocalPresence is
a feature of InsideSales.com’s software that allows you to show up as a local
number on the other person’s CallerID, even when you’re calling from a dif-
ferent state.
If you double dial, you will reach 18 percent more of your list, according to
Vorsight’s research.
CAUTION: Double dialing takes longer. So, don’t double dial if you must
quickly plow through a huge list. The best time to double dial is when you
have a shorter list of key targets.
Get Direct Lines for
Senior-Level Execs
Vorsight studied how long it takes to reach an execu-
tive through a switchboard versus direct dialing. What
they found was fascinating.
If you dial a list of switchboard numbers, it will take
you 22.2 minutes to get a VP level executive on the
phone. However, if you dial through a similar list of
direct lines, it will only take 5.5 minutes.
You are 46 percent more likely to reach somebody
at the director level if you call a direct line. And
your chances are 147 percent better at the VP level.
KEY TAKEAWAY: If you’re calling senior-level execu-
tives, it doesn’t make sense to use switchboard
numbers. You’ll be far better off with direct-
dial numbers.
Share this eBook:InsideSales.com | Vorsight
11. Page 11
Gain Email Visibility
75 percent of their time looking at Page
4, and that page is all about how you dif-
ferentiate your technology from another
vendor, bring that up when you call them
back. You don’t have to say that you saw
how much time they spent on that page.
But you should weave that topic into your
conversation.
Vorsight is seeing a 7.5 percent bump in
appointments while using ClearSlide.
Some Quick Sales Math
Vorsight’s research reveals that 32 per-
cent of its sales conversations turn into
appointments. So, for every 3.14 conversa-
tions, it sets one appointment.
Vorsight offers a wonderful free resource
on its website called 5 Steps to Building a
Team of Rock Star Sales Hunters.
Gain Visibility Into Your
Emails With ClearSlide
ClearSlide is technology that lets you
email a presentation to a prospect and
see if they open it, when they open it, how
long they spend looking at a particular
page, etc.
PRO TIP: When somebody opens your
document, call them immediately. Strike
while the iron is hot. Call them while
they’re thinking about you.
InsideSales.com’s research shows that if
you call a lead within five minutes, your
odds of contacting will be 100 times higher
than if you wait 30 minutes. So, immediate
response is crucial. And the same principle
applies when you’re using ClearSlide.
BONUS TIP: Talk about the pages they
spend the most time viewing. If they spend
Share this eBook:InsideSales.com | Vorsight
12. Page 12
Specialist and Generalist Model
Specialist Model Outsells
the Generalist Model
The Kellogg Survey that was done by Dr.
James Oldroyd in 2007 showed a higher
close rate for companies that break their
sales model into specialties.
The generalist sales model makes sales
reps responsible for the entire end-to-end
sales process: finding leads, qualifying
leads, closing sales.
The specialist sales model allows different
teams to focus on different stages of the
sales process. So, for example, you might
have a team of business development reps
who qualify leads and set appointments for
your closers.
InsideSales.com has experienced incred-
ible success using the specialist model
and recommends it for other sales
organizations.
If you specialize, you can do more pre-call
research so you don’t have to cold call.
The specialist model also provides a 7-point
bump above a generalist model.
GENERALIST MODEL
Combined Appointment Setters,
Closers, and Account Managers
Dedicated Account Managers
Dedicated Appointment Setters
Dedicated Lead Researcher
Dedicated Closers
SPECIALIST MODEL
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13. Page 13
Your Calls and Emails
Making the Most of
Sales leaders across the country often ask InsideSales.com three cru-
cial questions:
1. How many calls should I make?
2. How many voicemails should I leave?
3. How many emails should I send?
Well, this is the model. It has been validated by research.
• You should call each person on your list about six times. That’s about
what it takes to reach a busy decision-maker.
• On your 1st call, send a voicemail and an email.
• Don’t leave voicemails or emails on calls 2 and 3.
• On your 4th call, send a voicemail and email.
• And on your last call, send a voicemail and email.
PRO TIP: Right between two and three voicemails is where it’s obvious that
leaving more voicemails becomes a negative -- and, at that point, you’re
becoming a pest.
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14. Page 14
Improve Your Sales
Process With the
CLOSER Model
InsideSales.com has discovered six vari-
ables you need to test to improve your
sales process in a scientific, systematic
way. We call it the CLOSER Model.
CLOSER Model
C
L
O
S
E
R
Campaign = Test Strategy
List/Leads = Test Sources
Offer = Test Offers
Skill = Test Approaches
Effort = Test Contact Rates
Reporting = Test Results
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15. Page 15
Achieving Better Contact Rates
The 7 Keys to
InsideSales.com provides technology based on research and best
practices to help inside sales teams dramatically improve their results.
We’ve developed seven strategies that are proven to boost contact
rates. It’s our secret sauce.
We shared it with our good friends at Marketo, and the first thing
they said was, “What did you guys do? Everybody’s answering
our calls.”
And now we’re sharing these seven insanely effective
strategies with you.
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16. Page 16
Research shows that a lead called within
5 minutes is 100 times more likely to be
contacted than a lead called in 30 minutes,
and 21 times more likely to become a
qualified lead.
Key #1: Immediacy
CONTACTS MADE FROM FIRST DIALS
CONTACTED/QUALIFIEDLEADS
RESPONSE TIME
5 MIN 10 MIN
Qualified
Leads That Become:
Contacted
15 MIN 20 MIN 25 MIN 30 MIN
100 X Higher chance of contacting
21 X Higher chance of qualifying
WITHIN 5 MINUTES
AFTER 5 MINUTES
Chance of contacting
drops significantly
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17. Page 17
The average sales rep only makes 1.3
phone calls per lead before giving up. If
you only call a lead once, you wring 37
percent of the value from your lead. Ide-
ally, sales reps should be calling each lead
six times. With six calls, you get 90 percent
of the value from your leads.
Key #2: Persistency
% OF SALES BY CALL ATTEMPT
NUMBER OF CALLS
0%
20%
40%
60%
80%
100%
1ST
37%
2ND
61%
3RD
73%
4TH
82%
5TH
85%
6TH
90%
7TH
91%
8TH
92%
9TH
93%
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18. Page 18
As a best practice, ask your leads when
is the best time to contact them. This can
save sales reps a lot of wasted time. If a
lead wants to be contacted, that lead will
tell you when is most convenient.
Key #3: Optimize Calls
First Name:
Last Name:
Email:
Phone:
Ext.
When is the best time to call you?
8:00am - 12:00pm 12:00pm - 5:00pm
Submit
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19. Page 19
The best times to contact a lead are
between 8 a.m. and 9 a.m. or 4 p.m. and 5
p.m. The worst time of day to attempt con-
tact is during the lunch hour. Make sure
your sales reps are being most productive
during these times.
Key #4: Time of Day
Best Times to Contact 8-9 AM and 4-5 PM
0
500
1,000
1,500
2,000
2,500
3,000
3,500
7-8 8-9 9-10 10-11 11-12 12-1 1-2 2-3 3-4 4-5 5-6
CONTACTS MADE FROM FIRST DIALS
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20. Page 20
Wednesdays and Thursdays are the best
days of the week for contacting leads.
Tuesdays are the worst. When should
you hold sales meetings? Tuesdays
during lunchtime.
Key #5: Day of Week
2,500
2,000
1,500
1,000
M T FW TH
CONTACTS MADE FROM FIRST DIALS
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21. Page 21
Vorsight’s research that appears earlier in
this ebook confirms that reps who gather
direct-dial numbers schedule dramatically
more appointments. It seems obvious, but
many sales reps still aren’t doing this.
Key #6: Direct-Dial Numbers
REPRESENTATIVE
AVERAGE MEETINGS PER
MONTH (LAST 3)
% DIRECT LINES ON CON-
TACT LIST
1 11 51%
2 13 45%
3 20 76%
4 22 74%
5 29 87%
6 33 97.6%
Source Vorsight
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22. Page 22
Technology has dramatically increased the
effectiveness of sales teams. One feature
of InsideSales.com’s technology is called
LocalPresence. If you’re calling a lead in
New York from San Jose, LocalPresence
will display a New York area code on your
lead’s CallerID. InsideSales.com’s research
has shown that displaying a local number
increases the odds of getting your calls
answered by 57.8 percent.
Leverage Dialer Technology
57.8%MORE LIKELY TOANSWER PHONE
FROM A LOCAL NUMBER
BEST
WORST
TOLL
TOLL FREE
BLOCKED
Key #7:
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23. Sales Acceleration Technology
Improve sales through science with InsideSales.com.
• Contact the right prospects, in the right
way, at the right time.
• Work smarter by predicting which leads
you are most likely to contact, qualify,
and close.
• Motivate your sales team by making the
sales process visual, competitive, and fun.
• Bring your sales data to the forefront by
making it visual, meaningful,
and actionable.
Data VisualizationPredictionGamificationCommunications
Demo Now
24. Page 24
Summary Credits
Traditional Cold Calling is Dead…
Traditional cold calling is dead, thanks to tools such as LinkedIn.
However, contacting people you don’t already know is still
essential to sales.
Fortunately, the initial connection doesn’t have to be cold anymore.
Use social selling tools to make a connection before the call. Make
sure your product would actually benefit your prospect. Have
someone introduce you. Doing this changes the sales process. It
takes the cold out of cold calling.
Free Resources for Sales Pros
Grab these valuable sales resources.
They’ll help you sell more — and they’re free.
27 LinkedIn Tips: LinkedIn Best Practices For Entrepreneurs
31 LinkedIn Tips — How to Use LinkedIn Best Practices for B2B
Prospecting
42 LinkedIn Inside Sales Tips — Ebook
Quick Question Voicemail
Power Player Voicemail
5 Steps to Building a Team of Rock Star Sales Hunters
CONTENT
Ken Krogue |
kenkrogue.com
Steve Richard |
vorsight.com/blog
WRITERS/COPY EDITORS
Leo Dirr |
Brittany Griffin |
DESIGNER
Scott Humphries |
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