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This Webinar presentation deck focuses on best practices to help you and your inside sales team organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
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Social Selling for Inside Sales: How to Find & Convert Prospects from the
Social WebMatt Heinz
President, Heinz Marketing Inc
@heinzmarketing
Social media for sales overview
• Target individuals and keywords
• Watch for early-stage buying signals
• Participate as a peer
• Teach sales & customer service reps to interact directly
• Use tools to manage, assign, etc.
Prospect Engagement Funnel
Active Sales CycleChannels: CRM, 1:1
Goal: Sell
New Customer
Drip MarketingChannels: Email Newsletters, CRM System
Goal: Drive Active Prospects
Network / Open CommunityChannels: Twitter, Facebook, Blog, LinkedIn
Goal: Drive Registration
Network-exclusive access to contentValue-added special offersDiscovery eventsWhite papers, top ten tips, etc.
Testimonials, Success StoriesProfile-Specific MessagesNew product/service offers
Referral & Tell-a-Friend OffersNetwork / Community Invites
New Opportunity Alerts1:1 with Existing CustomerIn-Market Events
Next Step Accelerator Ideas
Customer Targets (based on persona profiles)
Social selling starts with five questions
1. What/who are your targets?
2. What do they care about? What outcome are they seeking?
3. Where do you find them?
4. What or who influences them?
5. How do they want to engage and (eventually) buy?
What do customers care about?
The buying progression
SolutionProblem/Pain
Objective/Outcome
Top sales reps – social tips
1. Get new introductions from existing network
2. Get new introductions from others in their organization
3. Watch for buying signals across the social Web
4. Build deeper, early relationships with new prospects
5. Directly share information, become an expert, generate a following
Finding more sales on Twitter
• Follow your prospects
• Follow your partners
• Curate customer-centric content
• Listen for buying signals
• Watch and use hashtags
Finding more sales on LinkedIn
• Read the Daily Digest…daily
• Join and participate in groups
• Keep your profile up to date
• Ask and answer questions
• Give recommendations
• Ask for specific referrals and introductions
Nine Social Selling Tools
1. HootSuite
2. Nearstream
3. TweetAdder
4. Dlvr.it
5. Timely.is
6. UnTweeps
7. TextExpander or ActiveWords
8. Email Alerts
9. Morning Coffee
Q&A
Questions?