This document provides social selling tips and alerts that can change a business. It discusses using trigger events like leadership changes at competitor companies or within prospective accounts to find new sales opportunities. It also recommends saving LinkedIn searches to identify new decision makers, monitoring past clients for potential client losses, and using tools like DiscoverOrg to find connected contacts and gather sales intelligence. The document is from a social selling expert and promotes using social platforms and sales intelligence databases to stay informed of events to generate new prospects and sales.

1. Social Selling Sales Alerts That Will Change Your
Business Forever
Jamie Shank
Henry Schuck

2. Quick Bio
• Social Selling expert
• Built the world’s largest Social
Selling training program using
“crowdsourcing”
• Social Selling curriculum used
by many Fortune 500
companies around the globe.

3. What Trigger Events are key?
Your biggest competitor is “Path Dependency” = Status Quo
Your hot buyer has a change of decision-maker!
http://Bit.ly/salestrigger
@DiscoverOrg

4. Tree falls, and no one hears
Marketing
Corporate Name
Some key competitors
Macro Buzzwords
Clients
Hot Prospects
RFP’s
Industry Opportunities / Trends
Trigger Events
Sales Rep

5. #1 Save your searches
TIP – great opportunity for identifying new
decision-makers to a job
@DiscoverOrg

6. 3 for FREE
“Advocate Marketing”
Listening for your customers leaving to new companies
“Appointed Leaders into your hot accounts”
Listening few new champions inside named accounts
“Being Opportunistic”
Listening for new Decision-Makers starting you’re your territory
@Discoverorg

7. New Job Alerts & Follow-up Alerts

8. DiscoverOrg
• Social Selling with in the database
• How to identify Real-Time Triggers
• Create saved searches
@DiscoverOrg

9. Success Story – Monitor your past clients
User of Cision
Uses Competitor
Look to fire incumbent
“Hello, we missed you”
Opportunity Steal

10. #2 Breakdown contacts
Narrow down the list to
80 “VP Sales” that you
can concentrate on.

11. “New” Connections

12. Success: Tata Communications
Meetings Booked
#1 – Who at Tata is a 1st degree to a connection into his accounts.
#2 – Who within his network is a 500+ “Connector”
@DiscoverOrg

13. #3 LinkedIn Mobile App

14. #4 OFUNNEL for Intelligence
www.ofunnel.com

15. Thank you all!
Jamie Shank
jamie@salesforlife.com
@james_t_shanks
Henry Schuck
hschuck@discoverorg.com
@DiscoverOrg