Post on 28-Jul-2015
Inside Sales and Social Selling for Extreme Results
Ken KrogueFounder, President & Chief
Strategy OfficerInsideSales.com
Sales in the Cloud
BACKGROUND
12 Disruptive sales Trends
1. Inside Sales2. Cloud Computing3. Content Marketing4. Immediate
Response5. Gamification6. Predictive Analytics
7. Prescriptive Analytics
8. Big Data9. Sales Acceleration10. Social Selling11. Systems Consulting12. Predictive Hiring
Trend #1 – inside salesMarc Benioff, began his career as an inside sales rep at Oracle. Youngest VP at Oracle.
The next generation...
Man + machine
The sales revolution...
Leading indicators
(1st downs)
Move the levers…
Source: 2009 infoUSA/MIT Study
15x
2009 / 2013 Market study
Trend #2 – Cloud computing
Cloud Telephony Cloud Computing
Innovation
Applying what works in other worlds in yours…
The Assembly Line & Conveyor Belt
specialization
Trend #3 – Content Marketing
7 Content Levels1.Influencer2.Industry3.Company4.Product5.Proof6.Sales7.Client
The Boy Scout Blog – 97,000
Salt Lake Tribune – 102,691
But I don’t have time…
RepurposeCross linksExpand media
DIGITAL MEDIA RULES…
Why?
Immediate,Measurable,Results…
Jeffrey harmon
orabrush
How we apply the 7 levels
1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client
Famous peopleInside sales industryInsideSales.comImmediate responseMIT / HBR / Case StudiesWhy you need itHow it works
InInclue
TREND #4 - IMMEDIATE RESPONSE
http://bit.ly/lrmstudy
TREND #5 - GAMIFICATION…
TRENDS #6,7,8 –
PREDICTIVE, Prescriptive ANALYTICS
& Big Data
BRAD PITTMONEYBALL
BILLY BEANE – OAKLAND A’S
Recruit by the numbers
6’4” 200 lbs, 23rd pick 1st round
5’10” 160 lbs 314th pick 13th round
3x 3x All-StarAll-Star
World World Series Series ChampioChampionn
Silver Silver Slugger Slugger AwardAward
Cost per Win
TIMES ARE CHANGING
2012 2013
Trend #9 – Sales Acceleration
Trend #10 – Social
Selling
http://bit.ly/2015TrendsReport
Do people use Social Media to
sell?
What is social
actually being used
for?
• Recruiting• Awareness• Listening• Qualifying• Messaging• Prospecting• Lead Gen
SOCIAL CURRENCY
http://bit.ly/No1SocialCurrency
#2 social selling
influencerforbes
huffingtonpost
Source: Forbes & The Huffington Post
Cold calling is dead…
15X
Platforms
HIGH GROWTH MEDIA
Platform
Companies Using Social?• 43% No strategy in
place• 33% Unclear of value• 25% Not applicable• 18% Don’t have tools
Which Platforms for Demand?• 80% Facebook• 78% Twitter• 51% LinkedIn*
• *LinkedIn is 3X more effective for lead generationEloqua research study
Social media Certification
1. CORE2. Coach3. Curator4. Creator5. Collaborator6. Consultant
http://bit.ly/socialcert
Content Strategies
Social Nurturing A = AwareC = CuriosityQ = QualifyU = Understand I = InterestR = RelevancyE = Engage
Strategy #1
downloads
blog formsslideshare.net
(Pro)
Strategy #2
Job Postings
LinkedInMonster
CareerBuilderClassifieds
Strategy #3
Customer Referrals
#1 SAE
Strategy #4
Job Change Alerts
with linkedin & IFTTT
TREND #11 – SYSTEMS CONSULTING
Trend #12 - Predictive Hiring
Michael Cheney
Behavior At Work How You See Yourself How Others See You
Dominant Expressive Analytical Amiable
Overall
InsideSales.com
SalesClosers
engineering
Account management
@kenkroguekenkrogue.comkk@insidesales.comlinkedin.com/in/kenkrogueforbes.com/sites/kenkrogue
MY SLIDES ON LINKEDINSLIDESHARE.NET
Let’s Connect!
Q&A