IV Effective Social Selling Final · Social Selling is the best way for sales teams to increase...

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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

Transcript of IV Effective Social Selling Final · Social Selling is the best way for sales teams to increase...

Page 1: IV Effective Social Selling Final · Social Selling is the best way for sales teams to increase their chances of connecting ... better connected, less responsive buyer. Buyers are

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

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Page 2: IV Effective Social Selling Final · Social Selling is the best way for sales teams to increase their chances of connecting ... better connected, less responsive buyer. Buyers are

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.

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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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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com

What is

Social Selling?

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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.

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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.

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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com

How to start Social Selling with InsideVIew

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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.

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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 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:

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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 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.

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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

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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

Page 13: IV Effective Social Selling Final · Social Selling is the best way for sales teams to increase their chances of connecting ... better connected, less responsive buyer. Buyers are

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

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Step 1 Build a List

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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 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

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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.

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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 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

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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 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

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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 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

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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 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.

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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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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

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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.

1. Build a List 2. Listen and Engage 3. Connect and Win

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Step 3 Connect and Win

Page 22: IV Effective Social Selling Final · Social Selling is the best way for sales teams to increase their chances of connecting ... better connected, less responsive buyer. Buyers are

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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Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com

Pull it all

together to win

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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

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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.

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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.

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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

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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

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