Explore ways of using InsideView Connections to target new prospects, using InsideView People Watchlists to introduce new products, and social media to connect with buyers. From Amy Arndt and Megan Coughlin's presentation at The Insider Summit 2013.

1. GET IN THE DOOR WITH INSIDEVIEW
CONNECTIONS AND SOCIAL MEDIA
Megan Coughlin, Account Executive @megancoughlin
Amy Arndt, Customer Success Manager @auarndt

2. AGENDA
• The Challenge
– Earning the buyer’s attention and trust
• The Solutions
– Using InsideView Connections to target new prospects
– Using InsideView People Watchlists to introduce new products
– Using Social Media to connect with buyers
• Conclusion
– Summary and Q&A
Slide #2

3. THE CHALLENGE
Sources: Kenan-Flagler Business School at UNC, 2005, DMA Response Rate Report, 2010
• 92% of buyers deflect incoming cold calls and emails
• Inbound Overload: Buyers get an email every 4 minutes
Earning the buyer’s attention and trust
Buyers respond to people they know, people who
come recommended and people with whom they
have something in common.

4. HOW TO USE INSIDEVIEW TO TARGET NEW PROSPECTS
Slide #4

5. PEOPLE WATCH LIST

6. TAKE ACTION
Doug, good afternoon,
I loved your recent Tweet and the NYT article you shared (Brain, Interrupted http://t.co/rUvCilyRZg - i made it 1/3
the way through and got distracted). It’s the story of our lives these days, isn’t it?
Could I distract you for 20 minutes or so in the coming weeks to introduce myself as your company’s dedicated CSM
at InsideView? Beyond how your sales team uses InsideView, we’re also bringing exciting things to market with
InsideView for Marketing.
I’d like to spend a bit of time talking about lead enrichment, marketing automation, and your goals as Courion’s new
CMO.
Let me know a convenient time. I look forward to meeting soon.
Best,
Amy

7. HOW SNOOP DOGG (NOW SNOOP LION, FYI) HELPED
ME GET MY FOOT IN THE DOOR
Challenge:
How do I engage
with a busy
VP of Sales?

8. WE HAVE MORE IN COMMON THAN SALES: OUR KIDS
LIKE SNOOP DOGG.
By using this social media connection and
having fun, I was able to engage with the VP
of Sales in a memorable way.
My kids and
our friend

9. HOW TO USE SOCIAL MEDIA TO CONNECT WITH BUYERS
Slide #9

10. HOW TO USE SOCIAL MEDIA TO CONNECT WITH BUYERS
Slide #10

11. THANK YOU!
Megan
Amy