Post on 12-Jul-2015
KEN KROGUE
PRESIDENT AND FOUNDER
INSIDESALES.COM
INSIDE SALES AND
SOCIAL SELLING FOR
EXTREME RESULTS
BACKGROUND
IS SOCIAL
SELLING
WORKING?
http://bit.ly/ForbesSocialSellers
SOCIAL
CURRENCY
http://bit.ly/No1SocialCurrency
DEFINITION OF INSIDE SALES
Inside Sales is
Professional Sales Done Remotely
MARKET SIZE
http://bit.ly/is-resources
Copyright © InsideSales.com Inc. All Rights Reserved
Inside Sales Industry Growth
Source: 2009 infoUSA/MIT Study
15x
ORIGINAL 2009 MARKET SIZE STUDY
Copyright © InsideSales.com Inc. All Rights Reserved Source: BLS.gov & 2013 Market Size Study
INSIDE SALES GROWTH 2013
3x2,700,996 2,806,335 2,915,782 3,389,052
0
2
4
6
8
10
12
14
2011 2012 2013 2020
Mil
lio
ns Outside Sales
Inside Sales
Copyright © InsideSales.com Inc. All Rights Reserved
US TOTAL GROWTH OF INSIDE SALES
1,974 1,9682,202
2,339 2,381 2,424 2,466 2,509 2,551 2,594 2,636
0
1000
2000
3000
2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020No
n-R
eta
il In
sid
e S
ale
s
Re
ps
(th
ou
sa
nd
s)
42,400 New
Inside Sales
Reps Per Year
InInclue
IMMEDIATE RESPONSE
http://bit.ly/lrmstudy
Copyright © InsideSales.com Inc. All Rights Reserved 2007-2013 ResponseAudit Research Studies
RESPONSE REPORTS
Cloudforce 2010 472 30.7% 49:49 1.32
LeadsCon East 2010 57 35.1% 56:05 2.00
Dreamforce 2011 3,051 51.4% 57:28 1.20
AA-ISP 2011 159 54.7% 40:24 2.60
AA-ISP 2012 696 64.2% 39:20 2.05
Dreamforce 2012 2,148 55.0% 38:30 1.57
Distance Education 69 73.0% 24:18 3.48
LeadsCon 2013 311 49.8% 17:17 1.63
AA-ISP 2013 760 58.6% 31:08 1.65
CompaniesResponse
Time% Responded
Response Attempts
Avg
39:22Avg
1.50only
27%
MOST EFFECTIVE LEAD GENERATION
1 Company Website 15 Public Relations2 Email 16 Twitter3 Tradeshows, Conferences 17 Online Display Ads4 Inside Sales++ 18 Online Video5 Webinars, Webcasts 19 Google+6 Linkedin 20 Rich media 7 Search Marketing 21 Radio8 Sponsorships 22 TV Advertising9 Direct Mail 23 Virtual, On-Demand Events
10 Seminars 24 Other Web 2.0 Tools11 Telemarketing 25 Other12 Blogs 26 Pinterest13 Facebook 27 Outdoor Media14 Print Advertising
Copyright © InsideSales.com Inc. All Rights Reserved
CONVERSION RATES BY SOURCE
New .
Attempting Contact
Contacted / Appt Set
Qualified
Closed
100.0%
76.4%
10.2%
2.3%
0.2%
Lists
100.0%
50.3%
40.7%
38.1%
7.3%
Referrals
100.0%
51.5%
23.1%
18.7%
1.8%
Paid Search
100.0%
38.4%
10.8%
3.3%
0.6%
Tradeshow
100.0%
40.6%
34.0%
16.8%
0.4%
Vendor
100.0%
22.7%
21.9%
16.1%
0.5%
Inbound Leads
New .
Attempting Contact
Contacted / Appt Set
Qualified
Closed
SPECIALIZATION
TOOLS - $2,280 PER REP PER YEAR
72%
39%
67%83%
28% 31%
8% 10% 12%0%
20%
40%
60%
80%
100%
Preferred Contact Method
98%
25%
PREFERRED CONTACT METHOD
http://bit.ly/is-resources
84% 79% 81% 86%
17%
49%
18% 15% 17%
0%
20%
40%
60%
80%
100%
Likely to Respond
93%
25%
LIKELY TO RESPOND
http://bit.ly/is-resources
84% 79% 81% 86%
17%
49%
18% 15% 17%
72%
39%
67%83%
28% 31%
8% 10% 12%0%
20%
40%
60%
80%
100%
Likely to Respond Preferred Contact Method
98%
93%
25%
COMMUNICATION AT WORK
http://bit.ly/is-resources
HARD TO REACH: PREFERRED METHOD
THINGS ARE CHANGING
2012 2013
15X
PLATFORMS
What is working for B2B?
HOW DO BUYERS RESEARCH YOU?
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
THE 6 CORE SKILLS
The 6 Core Skills
1. Complete
2. Content
3. Community
4. Connect
5. Comment
6. Call to Action
SKILL #1
COMPLETE
The 6 P’s of Completion
•Purpose
•Platform
•Plan
•Prepare
•Profile
•Persist
Complete profiles are 40x
more likely to receive
opportunities:
Completed profile?
• Industry
• Location
• Current position
• 2 past positions
• Your education
• Skills (3)
• Photo
• 50 connections
CONTENT STRATEGIES
Content Levels
1. Influencer
2. Industry
3. Company
4. Product
5. Proof
6. Sales
7. Client
Social Nurturing
A = Aware
C = Curiosity
Q = Qualify
U = Understand
I = Interest
R = Relevancy
E = Engage
ASK THE QUESTION
A = Aware………..
C = Curiosity…….
Q = Qualify………
U = Understand…
I = Interest………
R = Relevancy…..
E = Engage……...
Have you heard?
Did you know?
What do you do?
What do we do?
Is it cool?
Do we need it?
Shall we talk?
THE RIGHT
TOOLS
SOCIAL CONNECTION TOOLS
• Basic
• Connections App
• Premium
• Sales Navigator
• Tweepi
• Tweetadder
• Socedo
• Insightpool
STRATEGY #1
JOB POSTINGS
MONSTER
CAREERBUILDER
CLASSIFIEDS
STRATEGY #2
CUSTOMER
REFERRALS
#1 SAE
STRATEGY #3
JOB CHANGE
ALERTS
WITH LINKEDIN &
IFTTT
forbes.com/sites/kenkrogue
kenkrogue.com
linkedin.com/in/kenkrogue
@kenkrogue
kk@insidesales.com
Let’s Connect!
Q&A Look for my next Forbes Article coming out on Social Media this Week!