InsideView Effective Social Selling - eBook
Transcript of InsideView Effective Social Selling - eBook
8/19/2019 InsideView Effective Social Selling - eBook
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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 1
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Social.
Selling.The Guide to Social Selling
with InsideView
1
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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 piecedesigned 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.
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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
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What is
Social Selling?
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Social Selling Connects You to Your BuyerWhat 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.
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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.
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How to start
Social Sellingwith InsideVIew
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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
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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1 2 3Build a List.
Access our massive database ofcompanies 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 toget in, establish trust and win
deals.
Follow these 3 steps and learn how to use InsideView to:
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Start Social Selling with InsideView.
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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 tocreate 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 companywith which to engage. InsideView helps you quickly find
people in your territory and build a list to immediately start
engaging with them.
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1. Build a List 2. Listen and Engage 3. Connect and Win
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Step 1 Build a List
1. Start by going to the Build a List tab tocreate a targeted list of prospects at theCompany or People level.
2. Building a Company List helps youfocus on the accounts that are
important to you. You can customizethis list by:
• Location• Company Size• Industry & Sub-industry• Business Type
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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 createa targeted list of prospects at the Companyor People level.
2. Building a Company List helps you focus onthe 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 keycontacts in your patch, making yourprospecting 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
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Step 1 Build a List
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1. Hover over the company name to seea complete summary of your
prospects activity. Click on thecompany name for a full profile.
1. Build a List 2. Listen and Engage 3. Connect and Win
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Step 2 Listen and Engage
After you have identified your list of prospect companies andcontacts, 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.
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1. Hover over the company name to see acomplete summary of your prospectsactivity. Click on the company name fora full profile.
2. On the profile page, use Smart
Agents to find relevant talking pointsand buying signals to act on.
1. Build a List 2. Listen and Engage 3. Connect and Win
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Step 2 Listen and Engage
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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Hover over the company name to see acomplete summary of your prospectsactivity. Click on the company name fora full profile.
2. On the profile page, use Smart Agents to
find relevant talking points and buyingsignals to act on.
3. Scroll through the Smart AgentResults to quickly see what’shappening at the company.
1. Build a List 2. Listen and Engage 3. Connect and Win
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Step 2 Listen and Engage
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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
1. Hover over the company name to see acomplete summary of your prospectsactivity. Click on the company name fora full profile.
2. On the profile page, use Smart Agents to
find relevant talking points and buyingsignals to act on.
3. Scroll through the Smart Agent Resultsto quickly see what’s happening at thecompany.
4. Engage directly from the Buzz tab byreading and immediately respondingto key social activities.
1. Build a List 2. Listen and Engage 3. Connect and Win
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Step 2 Listen and Engage
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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
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Step 3 Connect and Win
Building 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.
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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
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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
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Step 3 Connect and Win
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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 thePeople section.
1. Build a List 2. Listen and Engage 3. Connect and Win
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Step 3 Connect and Win
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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
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Step 3 Connect and Win
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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
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Step 3 Connect and Win
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Pull it all
together to win
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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 andaccurate contact
data delivereddirectly to you
Key events help you find relevantreasons to engage
Identifyinternal
connections
Follow yourcontacts throughsocial channels
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The bottom line:Social Selling with InsideView can increase sales
productivity and effectiveness.
Increase yourengagement rateby up to 84%with insights andconnections.
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Social Sellingwith InsideViewWritten by Will Spendlove
@wspendlove
As the VP of Product Marketing, Will brings over 15 years of marketing andsales experience and is a great storyteller. Prior to InsideView Will ran ProductMarketing for the Remedyforce product group at salesforce.com. Before thathe was Senior Director of Sales Enablement at Embarcadero Technologies, heran Sales Enablement for Vignette in Austin, TX, and even ‘carried a bag’ atSymantec. He held marketing roles at EMC/Legato, Digital Signature Trust/ Zions Bank, and was head anchor at KBYU news. Will holds an MBA from TheUniversity of Utah and a BA in Broadcast Communications from Brigham
Young University.
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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
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Social.
Selling.The Guide to Social Selling
with InsideView
1