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As Social Selling grows more common within the enterprise, leading companies are moving beyond individual skills and deploying applications that scale, provide management reporting, and integrate with existing marketing automation and CRM systems. Three social selling vendors have released significant new products in the past month. •InsideView Open - for social intelligence •LinkedIn Sales Navigator - for social prospecting •PeopleLinx 3.0 - for social sales management
Citation preview
EnterpriseSocial SellingApps Review
Kurt Shaver@kurtshaver
• Trained thousands since 2011
• Former VP of Sales
• Former SFDC consultant
Agenda
Social Selling Overview
Apps Review
Team Assessment
Social Selling is Prospecting
Listen Search Connect
Social Selling is Content Sharing
Post Measure Integrate
What is it?
Listen Search Connect
Social Intelligence App
What does it do?
What makes it so cool?
30,000 sources of information
Delivers contact information
Open API
What makes it so cool?
What does it cost?
Subscription: $1,200/pp/year
Per API Call: $0.10
Cost for 300 Sales Reps = $360,000*
What is it?
Listen Search Connect
Social Prospecting AppSales Navigator
What does it do?Sales Navigator
• Lead Recommendations
• Account and Contact Import from SFDC
• Premium Search with Lead Builder
• Account Pages
• TeamLink
• Out-of-Network Profile Unlocks
• Real-Time Updates
What does it do? (cont.)Sales Navigator
• Expanded Who’s Viewed Your Profile*
• Premium Profile*
• InMail Messages*
* Common to all (10+) Premium versions of LinkedIn
Outsid
e
Info
What makes it so cool? Sales Navigator
• No. 1 social network for business
• User-supplied personal data + [Newsle] info
• Powerful analytics for finding and connecting
What does it cost?Sales Navigator
Subscription: $1,200/pp/year
Cost for 300 Sales Reps = $360,000*
http://business.linkedin.com/sales-solutions
What is it?
Corporate Social Selling System
Listen
Search
Connect PostMeasure
Integrate
Managed
Strategy and Formal
Training
Every Rep for Themselves
Stages of Corporate Social Selling
Managed
Strategy & Formal Training
Every Rep for Themselves
Stages of Corporate Social Selling
System
Strategy & Formal Training
Every Rep for Themselves
Stages of Corporate Social Selling
PeopleLinx Overview
John Q. SalesSales Associate
YourCo Corporation
Learnstrategies
Optimizeprofiles Share
content
Connectwith customers
Monitorbuyers
A solution to grow leads, build relationships & close deals on social.
What is does
Optimize
Share Content
What it does
Gamification Drives Adoption
Company
1. MarCom Supplies Content for Employees’ to Share
2. Employees Share to Their LinkedIn/Twitter Networks
3. MarCom Tracks Results to Optimize Social
Engagement
Slash Online Ad $s
300 Reps X 500 Cnxns/rep X 225 Shares/year
33M shares/year
If 1% click through…
B2B CPC $2-$5
$1M of Clicks for FREE!
Slash Online Ad $s
Boo-Yah!
What makes it so cool?
“The most comprehensive solution for enabling adoption of employee-driven social business.”
What does it cost?
• $60,000/year for single rule set
• $1,000 for add’l rule sets
Cost for 300 Sales Reps = $60,000
Cost for 3,000 Sales Reps = $60,000
Swag Shoot Out
USB Memory
Stick
Custom Social Selling Assessment
Benchmark Current Status
Identify Opportunities
Compare with Industry
Averages
www.thesalesfoundry.com
Free through October for B2B companies with 50+ sales reps
Kurt Shaver @kurtshaver
Summary
Lots of Enterprise social selling tools
Vendors and features change rapidly
I can help your company find the best fit
Kurt Shaver@kurtshaver
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