Social Selling with LinkedIn
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Transcript of Social Selling with LinkedIn
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Social Selling with LinkedIn
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Today’s Speakers
Jamie Shanks
Jamie is one of the leading inside sales experts advocating Social Selling & Sales 2.0. Inside sales and lead generation is Jamie’s passion, and Jamie has built inside sales teams and models in nearly every technology sector, ranging from start-up to Fortune 500s. Jamie is also the Toronto chapter President of the American Association of Inside Sales Professionals.
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Today’s Speakers
Mike is Vice President of Marketing for TimeTrade. Mike joined TimeTrade from Salesforce.com, the world’s leading CRM and enterprise cloud computing vendor, where he led the integration of real-time collaboration technologies into Salesforce’s Chatter Social Enterprise platform. Prior to his role at Salesforce, Mr. Puglia was VP of Marketing at Dimdim, a provider of cloud-based collaboration and web conferencing capabilities which was acquired by Salesforce in 2010.
Mike Puglia
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Social Selling
Driving New Business via Linkedin
Social Selling Training via Linkedin
Social Selling – Lead Generation
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Most sales reps are still hunting with
2 Tools – Phone & Email
YET – Linkedin has imperial evidence…
7x open rate over traditional email
Companies like IBM increasing sales by 400%
12% - 20% Linkedin Message-to-Booked Appointment
HOW???
ROI of Social Selling
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Which LinkedIn Plan?
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Be a Thought-Leader!
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Drive Opportunities
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Get Sales Meetings
• Study – On average it takes 6.2 exchanges over 9 business days to get a meeting with an interested party
• TimeTrade makes it quick and easy to get sales appointments with the right people
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What groups do I join?
1. That gather competitive intelligence
2. Verticalize – groups that “Skills” would join
3. Buyer Persona – think like your buyer
What will I gain from this?
1. Free messages to all members
2. Follow hot prospects like 1st degrees
#1 The Secrets within Groups
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Skills are SEO hunting tools
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Save your InMails Identify HOT prospects you are connected with through a Group Click on that Groups’ link under “Groups your share with Person X” Search for that same prospect in “Search Members” Scroll your mouse over the prospects name – and “Send Message” will appear Send a winning message!
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“Hot Prospects” in Groups Go to Search Members, and click Advanced. Remember to select “MORE”, which will allow you to filter current roles and get very granular! TIP: In the title, you can enter multiple titles + use Boolean (quoted/AND/OR/””) to separate the search. You can also include a Keyword. Start broad and add filters to make targeted lists!
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Follow “Hot Prospects” in 1st Degree
TIP – You can follow 5,000 prospects EXACTLY like a 1st Degree connection! Their updates are now 100% viewable in your updates.
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#2 Timing – within Followers
If I cold call you, I have no idea you are at your desk… If I email you, my email is amongst 100 other emails… But if I use Linkedin as a TIME TRIGGER – I know EXACTLY when you are MOST LIKELY to be available. I WILL CALL YOU RIGHT NOW!
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Timing – within Signals This is Google Alerts on Steroids! Imagine monitoring all conversations in Linkedin, based on keywords & trigger events very relevant to you. You can travel 3rd degrees of separation! - Competitive Intelligence - Prospects seeking answers - Conversations to add value
Create numerous searches and monitor daily for opportunities.
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#3 Attack Followers
Follow all of your past client success stories. The most receptive prospects to your message are following your clients – here’s the Social Dynamics: 3 TYPES OF FOLLOWERS 1. Human Capital Intelligence, who are they hiring? Why? 2. Competitive Emulation – either as a direct competitor and/or selling into likeminded verticals, they want to see best practices. 3. They’ve done business with this client before, and would be trusting of their opinions.
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Client Insights – More Prospects
10 more hot prospects They will be most receptive to your success story!
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Q&A
Jamie Shanks Mike Puglia
1.978.654.6800
www.timetrade.com
@timetrade
905-502-5512 x4009
www.salesforlife.com
@james_t_shanks
LinkedIn: jamieshanks2012