InsideView - Sales Velocity-2014 - Get your Customers’ Attention with Social Selling
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Ralph Barsi, Sales Development Director, Achievers, with Will Spendlove, Vice President, Marketing, InsideView
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InsideView - Sales Velocity-2014 - Get your Customers’ Attention with Social Selling
- 2. Get Your Customers’ Attention With Social Selling 5 Barriers Social Selling Will Help You Overcome Ralph Barsi Senior Director Sales Development ralph@achievers.com @rbarsi Will Spendlove Vice President Content Marketing will.spendlove@insideview.com @wspendlove
- 3. What is driving the Social Selling craze? @wspendlove 1.75 Billion Social Media Users 70% of B2B decision makers use Social Media sources 80% Online users regularly interact with social networks of Social Media Users are over the age of 35
- 4. Social Selling uses three key sources @wspendlove Insights ConnectionsData Accurate company and contact information Latest news, financial, social, and personal Company-wide private connections cloud
- 5. OBSCURITY LACK of FOCUS INACTIVITY NO FLOW FAILURE to IMPROVE *They’re all self-imposed. The 5 Barriers* @rbarsi
- 6. Source: The Bridge Group, Matt Bertuzzi How many reps miss quota?
- 7. Source: Inside Sales Experts (LinkedIn Group) Why are they missing their quota? @rbarsi
- 8. #1. OBSCURITY The state of being unknown, inconspicuous, or unimportant.
- 9. Hint: It’s not just about HAVING a LinkedIn or Twitter profile Help prospects learn about you @rbarsi
- 10. The goal is not to achieve social media greatness, but rather to achieve your goals by being great at social media. #KloutTip @rbarsi
- 11. You’re always setting an example
- 12. You’re always setting an example @rbarsi
- 13. @rbarsi
- 14. Want the best employees? Raise your standards. Strive to BE the best. Celebrate your company, team, and self @rbarsi
- 16. #2. LACK of FOCUS If you chase two rabbits, they will both escape.
- 18. Source: brendonburchard.com Take ownership of your day @rbarsi
- 19. List Your Top 3 PROJECTS 5 big things I must do to move this project forward PEOPLE I need to reach out to today No matter what PEOPLE I’m waiting on People you need something from, to move forward PRIORITIES DO these before getting trapped in your inbox Source: brendonburchard.com Take ownership of your day @rbarsi
- 20. You can’t win if you don’t keep score. Measure daily, weekly, and quarterly progress: as an individual & as a team NIMS = New Initial Meetings, OPPS = Sales Opportunities Measure progress @rbarsi
- 21. #3. INACTIVITY Don’t just stand there, do nothing!
- 22. You can’t take a fishing boat out and just EXPECT fish to jump in the boat. Photo: Anton Sulsky #prospecting
- 23. Target Accounts Tier 1 = The Top 25 prospective accounts; the cream of the crop (Top drawer) Tier 2 = The 75-100 next best prospective accounts (2nd, 3rd drawer) Ideal Customer Profile Tier 1 & 2 accounts must match the ideal customer profile Tier 1 & 2 accounts require 3-5 key contacts each Put targeted prospects in drawers @rbarsi
- 24. Consider a “bookends” approach to each week; • Mondays & Fridays are admin days • Tuesdays-Wednesdays-Thursdays are blocked for sacred prospecting Contributing Source: VorsightBP Calendar your prospecting
- 25. Sources: Speak2Leads, Velocify Establish a follow-up cadence
- 26. Source: The Bridge Group, Matt Bertuzzi Hit the phones! @rbarsi
- 28. #4. NO FLOW With one breath, with one flow, you will know… synchronicity. - The Police
- 29. Source: Salesforce/ExactTarget, Chad White http://slidesha.re/1liQsgF Concise subject lines that pop
- 30. Source: three.sentenc.es Send brief emails @rbarsi
- 31. Source: Barry Rhein, Selling Through Curiosity How does this / that compare to what you’re ideally looking for? How does this / that compare to your ideal situation? Tell me about... What do you mean... How so... Why is that... What does that mean to you... How would you… Elaborate… Give me some examples... I don’t understand... What other things... What else... What additional items... What are some other reasons... In what other ways… Open-ended, conversational questions Stop asking yes/no questions! @rbarsi
- 32. By Title By Industry By Location By Source By Company By Offering By Connection By Event Have the same conversation To establish flow @rbarsi
- 33. #5. FAILURE to IMPROVE Think training is hard? Try losing.
- 36. Thank you Ralph Barsi Senior Director Sales Development ralph@achievers.com @rbarsi Will Spendlove Vice President Content Marketing will.spendlove@insideview.com @wspendlove
- 37. Social Selling uses three key sources @wspendlove Insights ConnectionsData Accurate company and contact information Latest news, financial, social, and personal Company-wide private connections cloud
- 38. InsideView DATA Company & contact data Biography News Social Find the right contact and company data in one place. @wspendlove
- 39. InsideView INSIGHTS Keep watch on your accounts Prioritize your most promising prospects User alerts to track events and news Regularly track what’s important to your prospects. @wspendlove
- 40. InsideView CONNECTIONS Personal Connection Cloud Team’s Connection CloudPrivate Connections Cloud @wspendlove