As Social Selling grows more common within the enterprise, leading companies are moving beyond individual skills and deploying applications that scale, provide management reporting, and integrate with existing marketing automation and CRM systems. Three social selling vendors have released significant new products in the past month. •InsideView Open - for social intelligence •LinkedIn Sales Navigator - for social prospecting •PeopleLinx 3.0 - for social sales management

1. Enterprise
Social Selling
Apps Review

2. • Trained thousands since 2011
• Former VP of Sales
• Former SFDC consultant
Kurt Shaver
@kurtshaver

3. Agenda
 Social Selling Overview
 Apps Review
 Team Assessment

4. Social Selling is Prospecting
Listen Search Connect

5. Social Selling is Content Sharing
Post Measure Integrate

7. What is it?
Social Intelligence App
Listen Search Connect

8. What does it do?

13. What makes it so cool?
 30,000 sources of information
 Delivers contact information
 Open API

14. What makes it so cool?

15. What does it cost?
Subscription: $1,200/pp/year
Per API Call: $0.10
Cost for 300 Sales Reps = $360,000*

17. What is it?
Social Prospecting App
Sales Navigator
Listen Search Connect

18. What does it do?
Sales Navigator
• Lead Recommendations
• Account and Contact Import from SFDC
• Premium Search with Lead Builder
• Account Pages
• TeamLink
• Out-of-Network Profile Unlocks
• Real-Time Updates

19. What does it do? (cont.)
Sales Navigator
• Expanded Who’s Viewed Your Profile*
• Premium Profile*
• InMail Messages*
* Common to all (10+) Premium versions of LinkedIn

23. What makes it so cool?
Sales Navigator
• No. 1 social network for business
• User-supplied personal data + [Newsle] info
• Powerful analytics for finding and connecting

24. What does it cost?
Sales Navigator
Subscription: $1,200/pp/year
Cost for 300 Sales Reps = $360,000*
http://business.linkedin.com/sales-solutions

26. What is it?
Corporate Social Selling System
Listen
Search
Connect Post
Measure
Integrate

27. Stages of Corporate Social Selling
Managed
Strategy
and Formal
Training
Every Rep for
Themselves

28. Stages of Corporate Social Selling
Managed
Strategy &
Formal
Training
Every Rep for
Themselves

29. Stages of Corporate Social Selling
System
Strategy &
Formal
Training
Every Rep for
Themselves

30. PeopleLinx Overview
John Q. Sales
Sales Associate
YourCo Corporation
What is does
Learn
strategies
Optimize
profiles Share
content
Monitor
buyers
Connect
with customers
A solution to grow leads, build relationships & close deals on social.

31. Optimize

32. Share Content

33. What it does
Gamification Drives Adoption

34. 1. MarCom Supplies Content for
Employees’ to Share
Company
2. Employees Share to Their
LinkedIn/Twitter Networks
3. MarCom Tracks Results to
Optimize Social Engagement

35. Slash Online Ad $s
B2B CPC $2-$5
300 Reps X 500 Cnxns/rep X 225 Shares/year
33M shares/year
If 1% click through…
$1M of Clicks for FREE!

36. Slash Online Ad $s
Boo-Yah!

37. What makes it so cool?
“The most comprehensive solution
for enabling adoption of employee-driven
social business.”

38. What does it cost?
• $60,000/year for single rule set
• $1,000 for add’l rule sets
Cost for 300 Sales Reps = $60,000
Cost for 3,000 Sales Reps = $60,000

39. Swag Shoot Out
USB
Memory
Stick

40. Custom Social Selling Assessment
 Benchmark Current Status
 Identify Opportunities
 Compare with Industry Averages
www.thesalesfoundry.com
Kurt Shaver @kurtshaver
Free through October for B2B companies with 50+ sales reps

41. Summary
 Lots of Enterprise social selling tools
 Vendors and features change rapidly
 I can help your company find the best fit
Kurt Shaver
@kurtshaver