Social SellingREMOVE THE GATEKEEPER

BECOME A THOUGHT LEADERSHIP RESOURCE

TABLE OF CONTENTS

1. WHY?

2. SOCIAL SELLING 101

3. ORGANIZING AND inMAILING YOUR CONTACTS

4. SOCIAL LISTENING

5. REAL WORLD TACTICS

6. RESOURCES

CHAPTER ONE

WHY?

2013 Q1

More revenue per rep

for those using EITHER

Linkedin OR Eloqua

More revenue per rep for those using BOTHLinkedin AND Eloqua

122%

157%

More pipeline per rep for those actively using social selling, than those who just have a social presence

215%

2013 Q4

Past Results

Top 10 in Pipeline as of 4-24-14

Observations

5 out of my 6 best social sellers have a

top ten sales pipelines.

4 out of the top 5 pipelines are strong

social sellers!

Top Ten Pipelines by $$$ Sales Rep

Social Selling

# of Profile Elements(out of 4)

LinkedinSocial Selling Index Score(goal >75)

1 A 2 47

2 B x 4 87

3 C x 2 79

4 D x 4 92

5 E x 2 82

6 F x 4 48

7 G x 4 Not Available

8 H 2 Not Available

9 I 2 Not Available

10 J x 3 91

Past Results

CHAPTER TWO

SOCIAL

SELLING

101

3 basic steps

Create Profile on:

Share Content:

Build your network:

Enghouse has over

415

Linkedin profiles

Which is over 58,000

first degree connections

You can be directly introduced to over 58,000 technology and business professionals by a fellow

Enghouse employee!

“I SEARCHED FOR TEN PROSPECTS IN

LINKEDIN AND ONE OF THEM QUICKLY

EMAILED BACK AGREEING TO A MEETING.

- Marcus Garcia

Why ?

Are 10% of your prospecting efforts creating Sales Opportunities?

Your ProfileYour Linkedin profile should not be a massive resume, though job

experience should be a part of it. Your picture, headline and summary

need to be customer centric statements promoting Enghouse.

Picture = Don’t be a ghost, post one, and professionally show your

personality

Headline = Your two best customer centric talking points for Enghouse

Summary = More in depth version of your headline

SIGN UP

Profile Picture showing personality

• Caution on the side of professional

Headline using

key terms w/out

being salesy

Summary should support your headline in more detail.

• No more than two paragraphs

• Use your customer’s success and use stats

• Add video or collateral assets

Sharing ContentYou should share content from:

Enghouse: Follow Enghouse on Twitter, Linkedin and Facebook, subscribe to

www.blog.enghouse.com, and follow Enghouse leaders

Industry leaders : Sheila McGee-Smith, 1to1 Media, Sarah Stealey Reed, Tom

Hoffman, CCNG, ICMI

Entertaining sources: Forbes, Mashable, Fast Company, etc.

Your Pipeline: Don’t do this randomly, share only when you genuinely like a post

SIGN UP

How:

Hint: Post 4 industry or

educational posts for

every promotional post

Build Your NetworkYour network should consist of:

Content Creators = Connect with people that create and share the content

you want to share with your network.

Prospects = Connect with ALL your prospects early. This way whether you

win or lose their business, you will always be a thought leader to them with the

ability to win them back if lost and keep them if won.

Colleagues = This will help you reach more connections and share more

quality content.

SIGN UP

Groups:

• First and foremost, use them to find the people

you need to connect to

• Occasionally you will see a post with someone

looking for a solution or looking to compare solutions

• Join competitors’ groups, local industry groups,

and industry associations, and all inContact groups

Starter Groups:

• Industry: Call Center Experts,Call Center Pros,

Call Center Managers, Contact & Call Centers

• Associations: CCNG, any PACE group, Call Center Week

CHAPTER THREE

ORGANIZING

&

inMAILING

YOUR

CONTACTS

New Relationship Management Tool

Never forget how you met – write your own notes

Set a reminder to contact them again

Keep notes about this contact

Tagging Your Contacts

Tagging:

What: Allows you to categorize your contacts

Why: Categorize your contacts based on how you want to email them –by stage, industry, relationship, job function

When: ASAP! Spend time now for huge dividends later when you need to prospect, invite or promote.

Start by setting up your groups.

1.

2.

Add, edit and delete tag groups after selecting a contact.

Once your groups are set, start filtering your contacts to make sure all your contacts are part of all the groups they need to be in.

3.

4. Select everyone you want in a certain group, click the Tag drop-down, then select the group(s) you want them in.

inMailing Your Contacts

inMailing:

What: Your ability to directly email someone without knowing their email, while bypassing the gatekeeper.

How: You can use your 5 inMails with a paid account or inMail people with common groups and your first degree connections for free.

Where: You can inMail them from your Linkedin mail box or by clicking Send Message from group member lists.

inMailing Individuals

1.

2.

3.

1.

inMailing Groups

2. Filter your contacts by your tagged groups or any other way to need to filter them to group all the people you want to inMail.

3.

4.

Select them all or individually select the people you want to inMail.

Then click Message.

Compose your message and send.

CHAPTER FOUR

SOCIAL

LISTENING

Become RelevantBecome relevant by knowing your prospects as much as possible:

Twitter: Look your prospects up on Twitter to see what they talk about. Follow

them on Twitter after you have spoken to them over phone or email. Know what

interests them and mention a post when appropriate.

Linkedin: Investigate your prospects work and educational background. Also, look

at the groups they are a part of as well as their recent activity. Find what you have

in common with them.

Facebook: Steer clear of Facebook. Most people want their personal life to be

personal. You can look at it for your own information, but don’t bring up anything

you find on it during your conversations.

SIGN UP

Listening with Twitter – Casey Poelzl’s real prospect:

Above: David posted a nice bottle of wine, bring

one to him to replace the one he used

Below: David posted that he gave everyone on

his flight a Lululemon gift card, ReTweet it

and and bring up how cool that was

CHAPTER FIVE

REAL

WORLD

TACTICS

Sell into IndustriesOne tactic is to sell into a wildly successful closed-won’s competitor:

Angle: Use a non-specific statistic or quote from your closed-won evangelist to

grab the attention of their competitors or sell into other areas of their industry.

How: Write less than 100 word inMails to quickly grab their attention and offer a

specific time to meet.

Where: Find your closed-won’s competitors and industry comparisons by looking

up their Linkedin company page and look at the “People Also Viewed” sidebar.

Who: Use the advanced search options to find the decision makers you need

within that company’s employee listing.

SIGN UP

Subject Line: ACME increased inbound sales by 90% with inContact

Body:

This year, we helped ACME increase inbound sales by 90%, when the

contact center manager’s goal after implementing inContact was only

30 - 40%. As a result they were able to turn down their ad spend.

I have ideas about how we can help you do this, too. I’m available next

Wednesday at 3 pm ET. Can you meet for 15 minutes?

Angle

Finding Competitors

This is found in the side bar of any company’s Linkedin company page.

Finding Competitors’ Decision Makers

Select “See all” then use the Advanced search options to find your contacts.

Linkedin Finds You LeadsLinkedin has a brand new feature that prompts you with recommended leads for

your target companies similar to the contact you discovered on your own. This

removes the work of researching a company’s employee list for everyone in the

“sphere of influence.”

Requirements: You will need a paid Linkedin account.

Where: Lead Builder within the Advanced search

SIGN UP

Maximizing Lead Builder

Click “+ Add” under “Named Accounts” to add your target companies and then set the other filters to find your contacts.

Linkedin Prompts Suggested Leads

Once you find a solid contact, Linkedin will prompt lead recommendations within the same company.

Saving and Organizing Contacts

Click the star to save these additional leads to your contacts.

View your saved leads by clicking the shortcut link above the recommendations or filter for that company in your contact list.

Once you find a solid contact, Linkedin will prompt lead recommendations within the same company.

Click the star to save these additional leads to your contacts.

Sell to AlumniLinkedin provides you a tool that helps you find alumni from your college. This tool

is equally valuable in social selling.

Angle: Find prospects from your university or rival universities by bringing up

commonalities to gain their attention. Bring up something you remember from

college, a recent sporting event or major accomplishment by that university as the

attention grabber.

How: Use the same type of email from the competitive company sale approach. A

less than 100 word inMail to quickly grab their attention and offer a specific time to

meet.

Where: Under the “Network” menu, select “Find Alumni.”

Who: Use the advanced search options to find the decision makers you need

within that company’s employee listing.

SIGN UP

“Find Alumni” Filters

“Find Alumni” Filters

This is a good way to find:• Introductions• Prospects• Partners• Network connections

CHAPTER SIX

RESOURCES

Guidelines for Writing Social Selling Emails

Resources

1. Simple emails: under 100 words, 2 sentence paragraphs2. Use one applicable statistic or metric as your focus

1. Common company affiliation2. Alumni from same or rival school3. Part of the same Linkedin group4. Part of the same non-profit

3. Use only ONE call to action1. Tell me about your business2. Ask for a specific date and time for a meeting

Dear <name>,

It looks like you used to work at ACME who I used to work with in a past life. Did you know <name of a connection you have in common by searching their contacts>?

Looks like our paths might have crossed at some point. What is it you do for XYZ Company?

Scott

Dear <name>,

It looks like we graduated from the University of Utah around the same time I did and are in the same industry now. How many nights did you end up at The Pie pizza place at 2am?

Being we are in the same industry are you going to ABC Tradeshow in August? I am attending with Enghouse Interactive starting on Monday. If you are, would you be able to meet up for coffee that first morning before the chaos begins?

Scott

Track Your Self Gen Social Selling Efforts

Collection of Top Social Selling Articles

Resources

1. When creating leads and Opportunities…• Select the lead source “Linkedin”

Use this anytime you discover a lead using Linkedin. The more you generate with social selling, the more resources you get.

This is a private group where I will provide a gold mine of articles to boost sales pipeline through social selling.

Learning social selling takes time and fitting it into your schedule can be even more difficult.

Earning the trust of a few sales champions to follow the ssocialselling steps by the book has boosted them to be the best reps at inContact.

This success has allowed me to secure budget for more resources. 90% of my sales reps now have a corporate paid Team Link Linkedin account, 8 are getting specialized training, and 20 are on a beta for a new social networking tool called KiteDesk.

Continued Education

Resources

Reach out anytime at:scott.logan@incontact.com | 801-699-3826

Social SellingREMOVE THE GATEKEEPER

BECOME A THOUGHT LEADERSHIP RESOURCE