1. Use 3x3 Research to quickly establish credibility with prospects by learning about their industry, company, and recent activities from sources like InsideView. This increases relevance. 2. Identify the direct contact at prospects who is responsible for or influenced by the needs you can address. Connecting with the right person is important for progressing opportunities. 3. Reference recent client successes and use their voices to validate your value by highlighting what they achieved by working with you. Hearing directly from satisfied customers can help convince prospects.

1. Putting Social Selling
to Work For You
Selling to People, Not Contacts

2. Advice
• Test and Learn
• Don’t Expect an immediate Give to Get
• Use social/email to Connect and Learn about
prospects. Use the Phone and in-person to
sell.
Resources
• http://vorsight.com/prospecting
• http://www.insideview.com
• http://www.socialsellingu.com

3. Agenda
• Welcome
• Who is InsideView?
• The rising tide of Information overload
• What can we do?
– Listen
– Connect
– Engage
• Great Social Selling Books
• Next Steps
• Twitter Hashtag #socialsellca

4. INSIDEVIEW
Brian Bachofner
Manager of Channel
Development
Brian.bachofner@insideview.com
twitter: @bbachofner

5. About
InsideView
• Founded in 2005
• VC Funded
• Vision: Increase productivity of customer-facing employees by delivering
relevant, timely insight about customers and prospects into CRM.
• Today: 145,000+ users, 6,000 customers, 30 countries
• Integrated with all major CRMs.
• 100+ channel partners on 3 continents
• 1st to Establish Non-Profit Social Source. http://www.socialsellingu.com
SalesLogix

7. 2002

8. 2012: Social Enterprise

9. 2010: 35% of
2009: 1% of
Canadians visit SM
Canadians on Twitter
once a day 50% of
2011:
2011: 20% of
Canadians visit SM
Canadians on Twitter
once a day
Almost 2/3 of 35-54 year
olds and over 40% of those
over the age of 55 in Canada
are now actively using Social
Media.
Source: www.webfuel.ca

10. More Data?

11. Welcome to the Age of Relevance…
Right Right Right
PERSON MESSAGE TIME

12. “70% of the B2B buying process happens online”
SiriusDecisions Inc.
awareness consideration purchase
level of buyer activity
“We have a
project”
“I’m just
“We’ve
downloading
made a decision”
stuff”
“We’ve
shortlisted
vendors”
“I’m just browsing”

13. 92%
of prospects
never respond to
a cold call or email

14. Sell to People not Contacts
…….more INTELLIGENCE
| SLIDE :14

15. Quiz Time: Are they the same person?
Trip Hawkins:
Steve Jobs and Creativity
Forbes – Jan 24, 2012
It was an ‘Act of betrayal’
as Steve • Bill Hawkinsit when Trip • Trip Hawkins
Trip Hawkins
• William Hawkins III
William Hawkins III
Bill Hawkins
Jobs saw
• Founder of EA • CEO at Immucor
Hawkins left Apple in 1982 to • trip@dc.com
• Former Dir of start game-maker,atElectronic
• Director Thoratec • Twitter @dchocgames
Strategy at Apple Arts. But • Located in Atlanta Apple
the legendary • Currently works at
co-founder and the now
• Harvard Graduate Digital Chocolate
founder/CEO of Graduate
• Duke Digital
Chocolate always had a twisted
relationship.
Certainly a high-level of
respect was involved. Sometimes
Jobs simply had a funny way of
showing it.

16. And the answer is …
Bill Hawkins
Trip Hawkins
• Bill Hawkins • Trip Hawkins
• CEO at Immucor • trip@dc.com
• Director at Thoratec • Twitter @dchocgames
• Located in Atlanta • Currently works at Digital
• Duke Graduate Chocolate

17. Of your prospects will respond to cold-calls
or emails when you leverage connections
Kenan-Flagler School of Business University of Carolina

18. Where are your customers and prospects?

20. Add Photo
Customize
headline
Share content
Add Websites
Add Twitter
Customize link

21. Connections accelerate your
ability to get into an account.
• Reference accounts
• Coworker relationships
• LinkedIn connections

22. The Where B2B Sales Reps
should be
Forrester
Social
Ladder

23. Move to Ontario or lose my
job. Well at least the kids Off to China to make
can get a dog now. sure our factories can
meet the new product Looking forward to
Our supply chain is launch date that big meeting
about to break. Man do with Intel. Vegas!
I need a break…
First day as the new
VP at Chevron.
So we’re getting
bought out by
Clorox I guess…

24. Trigger Events Start the
Conversation

25. Social Selling Delivers Relevance…
CLOUD TECHNOLOGY
AGGREGATION & PROCESSING
Jane Smith is a
connection from your
days as her network
supplier
She’s currently at
Chevron and looking
for a new resource

26. Social Selling Books

27. 5 Signs you might be ready for Social Selling
1. You are buying “lists” for your sales team
2. Social Selling is not a part of your sales cycle
3. You are spending half of your day Researching
4. You are not using Trigger Events, and see deals
enter the sales cycle at much later stages
5. You’re not hitting your sales marks.

28. Tenets (plural of ten-et):
Noun: A principle, belief, or doctrine generally held to be true; especially : one
held in common by members of an organization, movement, or profession
Merriam-Webster
Google:
Wikipedia: Tenet: a Canadian Heavy Metal Band, a healthcare company, a ethnic group in
South Sudan, a former Director of the CIA….
What’s Missing? CONTEXT!!

29. Social Selling Context
• A replacement a broken sales process. Not a
It’s not: magic bullet
• A replacement for the PHONE or face-to-face
• A broadcast channel for pitching
It will: • Help you identify Sales Cycles that you may
have missed
• Give you a competitive advantage
• Help you accelerate sales cycles

30. Sell to People, not Contacts
…….more INTELLIGENCE
| SLIDE :30

31. More Data is not the Answer
Social
Data
CRM

32. Modify the Old Sales Playbook
-- Deals
enter pipeline at very
-- View “closeness” as a matter of
proximity not geography different stages
trigger events are events in a buyer’s work environment that will necessitate change

33. Own your Presence, and Be Present!
Barb Giamanco’s Getting
Started with Social Selling
1. Be Compelling: Profiles
2. Be Findable: Headlines
3. Be Visible- share via Twitter
and LinkedIn
4. Demonstrate Expertise: Join
Groups or even better,
Create them
5. Engage with Content
Http://scs-connect.com

34. “InsideView makes it easy for us to use our Vorsight Essentials:
3x3 Research technique to quickly • Industry: Sales Consulting
establish credibility with prospects, find • Arlington, VA, USA
new leads, and accelerate existing • Employees: 35
opportunities. We use InsideView for both • Sell to: SVP/VP Sales
our own sales team and for our clients. • InsideView Users: 25
• CRM: Salesforce.com
- Steve Richard, Co-Founder and Chief
Content Officer
1. How can we increase relevance with prospects quickly?
Challenge: 2. How can we accelerate existing opportunities?
Solution: Use InsideView for 3x3 research for selling Vorsight services to prospects. And
use InsideView for manage and accelerate existing opportunities.
200% 50% 20%
Impact: Qualified Lead Pre-call research Opportunities
Volumes time generated

35. 9 Ideas to Prospect and Land the Big Deal
Steve Richard
Co-Founder

36. Recap
9 ideas

37. #1: 3x3 Research
A&D Activity
Experience with VDRs

39. #2: ID Contact

41. #3: Direct Lines from VM

43. #4: Call Window

44. #5: Lead In

45. #6: Second Vendor Option

46. #7: Client Voice

47. #8: Questioning Skills

48. #9: Cell Phone