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
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
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”
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
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…
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
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
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
Thank you for your interest in InsideView, the leader in social selling. I appreciate the opportunity to give you an overview, followed by a brief demo so you can see InsideView in action.
Facebook, Twitter, LinkedIn didn’t existTimes were tough in silicon valleySteve 1. He’s doing this with just 2 papers? And by hand? How inefficient and limited! 2. Why aren’t are our other reps doing the same? TimeInsideView
Social EnterpriseBut Steve now has a few problemsOverwhelming
Person: NHR Message: RelevantTime: Customer Success ManagersFar cry from Steve
The bar has been raised. The commoditization of contact information Email marketing engines
Industry similarity between EA and DChoc… Immucor/Thoratec are medicalTrip is a nickname for IIIBill located in Georgia… EA & Apple are located in CA, @dchocgames in CANext: trigger harvest of DChoc Leadership page. Trip = CEO and confirm bio details.
Business change is unparalleledCompetition is fierce, So what’s the answer?
We believe it’s all about being relevant, saying the right thing to the right person at the right time.
But how do you get there? How can you make sense of all the data flying around in your company, in the news, in the social networks, in the “cloud”?The amount of data being created is staggering and it would be more than a full-time job for you to try to take on this task yourself.Every 60 seconds – 100,00 tweets are sent, 700,000 FB Updates, and over 1,500 new blog posts. Are you kidding me?
