31 social selling tips, tools, and best practices for inside sales reps

31 Social Selling Tips for

Inside Sales RepsKen Krogue

Founder and President

InsideSales.com

Background

#2 Social Sales

Influencer

Social Media Levels

7 Levels of Social Media

1.Core2. Coach3. Curator4. Contributor5. Collaborator6. Campaigner7. Consultant

Core

6 Core Skills of Social Media

1. Complete2. Content3. Community4. Connect5. Comment6. Call-to-Action

Core

Tip #1: Purpose

Complete Your Profile

1. Purpose

2. Passion

3. Plan

4. Platform

5. Prepare

6. Profile

What is your Purpose?

?

Start with Why

Purpose: Why Use Social Media?

Consumers

• 67% Stay in touch w friends

• 64% Stay in touch w family

• 50% Connect to old friends

• 14% Share hobbies

• 9% Make new friends

• 5% Follow celebrities

• 3% Find a date

Business

• 83% Create awareness

• 56% Broaden reach

• 55% Increase trust

• 32% Demand generation

• 22% Market perception

#1 Purpose

• Leads

• Trigger Points

• Qualification

• Communication

• Media Bridging

• Amplification

• Awareness

• Call to Action

#2 Passion

#3 Plan

1 Tip per day for 31

Days

#3 Plan

#4 Platform

Companies Using Social?

• 43% No strategy• 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 specifically for lead generation

source Eloqua

Social Strategy = ACQUIRETM

Social Nurturing

A = AwareC = CuriosityQ = QualifyU = UnderstandI = InterestR = RelevancyE = Engage

Social Strategy

LinkedIn = Foundation Twitter = Megaphone!

High Growth vs Average Growth Firms

Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery

15X

Platforms:

#5 PrepareLearn all you can!

Gather your resources

#6 Profile

Content

Profile Content

Complete Your Core Content• Bio• Brand• Background• Backstory• Beliefs• Benefits• 4 1 1 Content

#7 Grab your Name and #8 Picture

LinkedIn Twitter

#9 Define Your Brand

#10 Keywords & #11 Hashtags

Divert a River Don’t Dig a Well

Research hashtags & keywords

Twitter

• Twitter Toolbar• Hashtags.org• Topsy• WeFollow.com

Google Keyword Planner Tool

Topsy

#12 Get Your

Scores

SSIKlout Score

#12 Get Your ScoreKlout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index

#13 Publish Your ID’s

Email Signatures Share it everywhere

• www.kenkrogue.com

• kk@insidesales.com

• www.linkedin.com/in/kenkrogue

• https://twitter.com/kenkrogue

• www.forbes.com/sites/kenkrogue

• https://plus.google.com/+KenKrogue

• www.youtube.com/user/kdkrogue

#14 Content Strategies

Curate other Content Share Company Content

#15 Content

Tool

• Hootsuite• Tweetdeck• Sprout social• Bufferapp

Hootsuite

Tweetdeck

Sprout social

Bufferapp

#16 Social Nurturing

ACQUIRETM

• A = Aware• C = Curiosity• Q = Qualify• U = Understand• I = Interest• R = Relevancy• E = Engage

1. Aware = PR2. Curiosity = Research3. Qualify = ANUM4. Understand =

Educate5. Interest = Cool6. Relevant = Need7. Engage = Action

#17 Sales Funnel Content

7 Content Levels

1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client

Lead Down the Funnel

Lead with Content

Guide with

Content

Educate with

Content

#17 Qualify with Social Data

BANT = OLD

• B = Budget• A = Authority• N = Need• T = Timing

ANUM = NEW

• A = Authority• N = Need• U = Urgency• M = Money

Community

#18 Target Accounts

•Size•Geo• Industry•Growth• Job Postings•Funding•Former Executive•Customer Competitor

#19 Job Postings

LinkedInMonster

Careerbuilder

Classifieds

#20 Workflow

IFTTT.com

if this then that…

#21 Target Contacts

•Title Level•Title Function•Role Defined•Former Customer•Knows a Customer•Knows an Executive

#22Lists

• Industry•Competitors•Prospects•Partners•Customers

#23 List Tools

•SalesLoft•Birdhouse•Newsle

SalesLoft

How to Make a Twitter List

Birdhouse

Newsle

#24 Target Groups

industrynetworkin

geducation

geo

Connect

#25 Connection Strategies

LinkedIn Strategies

• Introduction first• Email first• Referral first• Voicemail first• Meet at Event• Business Card Bridge

Twitter Strategies

• Follow First• Favorites Follow• Offer Follow• Fan Follow

#26 Connection Tools

LinkedIn

• LinkedIn Basic• LinkedIn Premium• LinkedIn Sales Navigator

Twitter

• Tweepi• Tweetadder• Socedo• Insightpool

The Right Tools

LinkedIn Premium

LinkedIn Sales

Navigator

Facebook

HobbiesFriendsFamily

Likes

Instagram

(Young- people)

familyimages

Tweepi

Tweetadder

Socedo

Insightpool

CommentCall-to-ActionCampaigns

#27 Awareness Campaigns

Thunderclap

EventCross-media

#28Customer

Referral Campaign

s

#1 SAE

#29 Referral

Campaigns

Trade in the

currency of leads

#30 Show Some LUV Campaign

s

CommentsShares

FavoritesRetweets

#31 Job Change

Alerts

with IFTTT

forbes.com/sites/kenkroguekenkrogue.comlinkedin.com/in/kenkrogue@kenkroguekk@insidesales.com

Let’s Connect!

Q&ALook for my next Forbes Article coming out on Social Media this Week!