iv effective social selling final · social selling is the best way for sales teams to increase...
Post on 30-May-2020
2 Views
Preview:
TRANSCRIPT
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 1Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Social.Selling.
The Guide to Social Selling with InsideView
1
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
What this eBook is:
What this eBook isn’t:It’s not the ‘ultimate’ or ‘definitive’ guide to Social Selling. It’s not a think-piece, it’s an execution piece designed to help you get in and win.
This guide is written to show sales teams how to increase productivity by using Social Selling techniques powered by InsideView.
2
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Contents.What is Social Selling?
How to start Social Selling with InsideView: 1. Build a List 2. Listen and Engage 3. Connect and Win
Pull it all together to Win
3
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
What is
Social Selling?
4
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Social Selling Connects You to Your Buyer What is Social Selling?
Social Selling is the best way for sales teams to increase their chances of connecting with today’s more informed, better connected, less responsive buyer.
Buyers are demanding relevance, and expecting sales people to know about them, their companies, and their needs before engaging. It’s no longer enough to just have a connection to the buyer. The power of "who you know" is being trumped by "what you know about who you know.”
Social Selling is about arming yourself with the wealth of information about your prospects, and leveraging it to connect in the most timely, relevant and valuable way. Social Selling requires intelligence that brings together both traditional data and social media.
This guide will show you how to use InsideView to start effective Social Selling to increase your engagement and win rates.
5
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
!10% of executives respond to cold calls or unsolicited emails, yet
!!84%will engage with a sales person when they are connected through a friend or colleague and offer value.
Social Selling works.
6
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
How to start Social Selling with InsideVIew
7
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Social Selling. Powered by InsideView.
Data InsideView offers the most accurate, extensive database of companies and employees. Use this to build a list of prospects and to update the ones you already have with accurate data.
Insights We monitor over 30,000 news and social sources to provide you with realtime insights on the news and social activity of your prospects. We even categorize the information based on relevance to you and alert you of key events.
Connections We build a comprehensive network of your connections from a collection of social networks, including LinkedIn, Facebook, Outlook and others. The result is a more extensive and usable network that is private to you and your colleagues, not your competitors.
InsideView powers Social Selling with three key components.
8
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Start Social Selling with InsideView. Don’t have InsideView? No problem. Sign up for a free trial here. All you need is 2 minutes and an email address. !!!!Once you’re logged-in, just follow along to start Social Selling. ‣ Build a list of prospects from our extensive database ‣ Leverage relevant insights for your outreach ‣ Discover professional connections that enable warm introductions. !!
Free Trial
9
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1 2 3Build a List. Access our massive database of companies and contacts and take a slice for your prospect list.
Listen and Engage. We monitor all relevant news, events and social buzz for you to use to engage your prospect.
Connect and Win. Set up warm introductions to get in, establish trust and win deals.
Follow these 3 steps and learn how to use InsideView to:
10
Start Social Selling with InsideView.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Step 1 Build a List
1. Build a List
1. Start by going to the Build a List tab to create a targeted list of prospects at the Company or People level.
2. Listen and Engage 3. Connect and Win
Social Selling starts by finding the right person or company with which to engage. InsideView helps you quickly find people in your territory and build a list to immediately start engaging with them.
11
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Build a List 2. Listen and Engage 3. Connect and Win
12
Step 1 Build a List
1. Start by going to the Build a List tab to create a targeted list of prospects at the Company or People level.
!2. Building a Company List helps you
focus on the accounts that are important to you. You can customize this list by:
• Location • Company Size • Industry & Sub-industry • Business Type
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Start by going to the Build a List tab to create a targeted list of prospects at the Company or People level.
!2. Building a Company List helps you focus on
the accounts that are important to you. You can customize this list by:
• Location • Company Size • Industry & Sub-industry • Business Type
!3. The People List helps you identify key
contacts in your patch, making your prospecting easier and more targeted. Filter this list by:
• Job Function & Level • Location • Company Size • Industry & Sub-industry • Business Type
1. Build a List 2. Listen and Engage 3. Connect and Win
13
Step 1 Build a List
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Hover over the company name to see a complete summary of your prospects activity. Click on the company name for a full profile.
1. Build a List 2. Listen and Engage 3. Connect and Win
14
Step 2 Listen and EngageAfter you have identified your list of prospect companies and contacts, you need a compelling reason to engage with them. InsideView can help you find and monitor news, events, and social buzz that directly impact your prospect.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Hover over the company name to see a complete summary of your prospects activity. Click on the company name for a full profile.
!2. On the profile page, use Smart
Agents to find relevant talking points and buying signals to act on.
1. Build a List 2. Listen and Engage 3. Connect and Win
15
Step 2 Listen and Engage
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Hover over the company name to see a complete summary of your prospects activity. Click on the company name for a full profile.
!2. On the profile page, use Smart Agents to
find relevant talking points and buying signals to act on.
!3. Scroll through the Smart Agent
Results to quickly see what’s happening at the company.
1. Build a List 2. Listen and Engage 3. Connect and Win
16
Step 2 Listen and Engage
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Hover over the company name to see a complete summary of your prospects activity. Click on the company name for a full profile.
!2. On the profile page, use Smart Agents to
find relevant talking points and buying signals to act on.
!3. Scroll through the Smart Agent Results
to quickly see what’s happening at the company.
!4. Engage directly from the Buzz tab by
reading and immediately responding to key social activities.
1. Build a List 2. Listen and Engage 3. Connect and Win
17
Step 2 Listen and Engage
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Start by identifying your connections by hovering over a company name to quickly see how many connections you have.
1. Build a List 2. Listen and Engage 3. Connect and Win
18
Step 3 Connect and WinBuilding connections in order to win the deal is essential. By leveraging your existing relationships to find new ones, you can ensure you have all your bases covered.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by identifying your connections by hovering over a company name to quickly see how many connections you have.
!2. Click on the connections link to see a
list of people you are connected to.
Step 3 Connect and Win
19
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Start by identifying your connections by hovering over a company name to quickly see how many connections you have.!
2. Click on the connections link to see a list of people you are connected to.
!3. You can filter connections by Job
Level, Function, or Connection Level to quickly identify contacts important to you.
1. Build a List 2. Listen and Engage 3. Connect and Win
20
Step 3 Connect and Win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Start by identifying your connections by hovering over a company name to quickly see how many connections you have.!
2. Click on the connections link to see a list of people you are connected to.!
3. You can filter connections by Job Level, Function, or Connection Level to quickly identify contacts important to you.
!4. For a complete connection list click
Load More at the bottom of the People section.
1. Build a List 2. Listen and Engage 3. Connect and Win
21
Step 3 Connect and Win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Start by identifying your connections by hovering over a company name to quickly see how many connections you have.!
2. Click on the connections link to see a list of people you are connected to.!
3. You can filter connections by Job Level, Function, or Connection Level to quickly identify contacts important to you.!
4. For a complete connection list click Load More at the bottom of the People section.!
5. To the right of the contact’s name, you will see how you are connected.
1. Build a List 2. Listen and Engage 3. Connect and Win
22
Step 3 Connect and Win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Start by identifying your connections by hovering over a company name to quickly see how many connections you have.!
2. Click on the connections link to see a list of people you are connected to.!
3. You can filter connections by Job Level, Function, or Connection Level to quickly identify contacts important to you.!
4. For a complete connection list click Load More at the bottom of the People section.!
5. To the right of the contact’s name, you will see if you are connected.!
6. Use your mutual connections to make a warm introduction and start a conversation.
1. Build a List 2. Listen and Engage 3. Connect and Win
23
Step 3 Connect and Win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Pull it all
together to win
24
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Now you know… Who to call. What to say. How to connect and win.
1. Build a List 2. See the buying signals 3. Leverage your connections
Complete and accurate contact
data delivered directly to you
Key events help you find relevant
reasons to engage
Identify internal
connections
Follow your contacts through social channels
25
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
The bottom line:Social Selling with InsideView can increase sales productivity and effectiveness.
Increase your engagement rate by up to 84% with insights and connections.
26
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Social Selling with InsideViewWritten by Will Spendlove
@wspendlove
As the VP of Product Marketing, Will brings over 15 years of marketing and sales experience and is a great storyteller. Prior to InsideView Will ran Product Marketing for the Remedyforce product group at salesforce.com. Before that he was Senior Director of Sales Enablement at Embarcadero Technologies, he ran Sales Enablement for Vignette in Austin, TX, and even ‘carried a bag’ at Symantec. He held marketing roles at EMC/Legato, Digital Signature Trust/Zions Bank, and was head anchor at KBYU news. Will holds an MBA from The University of Utah and a BA in Broadcast Communications from Brigham Young University.
27
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
We deliver the most complete, accurate, and relevant prospect and customer information to increase your sales and marketing productivity.
request demo free trialCall us: (415) 728-9340
28
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 29Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Social.Selling.
The Guide to Social Selling with InsideView
1
top related