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Join Ken Krogue and Sean Burke to learn how to use social selling to increase your revenue. Learn to use the ACQUIRE method of Social Selling. Understand how to use LinkedIn the way it was designed to be used. Score your prospects so you always work the most qualified opportunities, Find the relationships you have to refer you to any decision maker.
Citation preview
Sales Acceleration Technology
“Social Selling Tips and Tools for High Velocity Cold Calling”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
ACQUIRETM
Social Selling
Strategy
A = AwarenessC = CuriosityQ = QualifyU = UnderstandI = InterestR = RelevancyE = Engage
#SocialSelling@insidesales @kenKrogue @sean_h_burke
A = “Awareness”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Awareness starts with
YOU
#SocialSelling@insidesales @kenKrogue @sean_h_burke
What is YOUR
Purpose?
•Followers•Influencers•Leads•Prospects•Customers•Clients
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Mike Plante VP Demand
Gen
CONTENT LEVEL STRATEGY• Level 0 = Influencer• Level 1 = Industry• Level 2 = Company & Product
• Level 3 = Product Proof• Level 4 = Sales Message• Level 5 = Client Message
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Their Awareness Begins with PR & SocialCONTENT LEVEL STRATEGY•Level 0 = Influencer•Level 1 = Industry•Level 2 = Company & Product•Level 3 = Product Proof•Level 4 = Sales Message•Level 5 = Client Message
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Level 0:
Influencer Content
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Content Levels:
InfluenceIndustry
CompanyProduct
Proof
Moneyball: The Science of Sports
#SocialSelling@insidesales @kenKrogue @sean_h_burke
This is the theatrical poster for Iron Man 3.The poster art copyright is believed to belong to the distributor of the film, Walt Disney Studios Motion Pictures, the publisher, Marvel Studios, or the graphic artist. – Wikipedia.org
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Sales Automation & Acceleration : Content Funnel
Sales
Ac
celer
ation
Influencer
Industry
Company
ProductProof
Client
Sales
Sales Automation & Acceleration:
CRM
Sales
Ac
celer
ation
YOU be ready…
Learn Social Selling Basics
InsideSales.com/eBooks
YOU learn how to:
ResearchConnect
LUVRespond
ConversePromote
Core Content
Model
“Death of SEO
(Part 2)”Ken Krogue
Forbes
Show some LUV
• Mention• Endorse • Recommend• Tweet• Re-Tweet• Favorite• Comment• Interview• Promote
The Golden
Rule
vs
The Platinum
Rule
Level 1:
Industry Content
•Why do I need this?•Research Marketing•Build your industry
Inside Sales SaaS Gamification Inbound Marketing Response
Predictive Analytics Sales Acceleration
Inbound Leads:
8x more likely to close than outbound
leads
Responses in the first five minutes =
100xmore likely to contact
21xmore likely to qualify
To rank high on Google, you need to do one thing: give Google what it wants. Google wants… good factual content. – Susan Greene
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Members First
Philosophy
At LinkedIn, we are focused on our “Members First” every day, helping each of you show the world who you are, make the most of who you know, and build upon what you know.
Q = “Qualify”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
BANTvs
ANUM vs
RANDUM
B=Budget
A=Authority
N=Need
T=Timing
A=Authority
N=Need
U=Urgency
M=Money
Level 2 Content
•Company•Product•Your story•Legends•Cool•Memorable
Keywords:
Twitter Tips, How to Use
Twitter, Twitter tools,
Twitter Best Practices,
Best Practices for Business
Qualified Contact
•Title Function•Title Level•Lead Source•Offer Type•Defined Need•Decision Maker Role•Degree of Influence•Sense of Urgency•Easy to Reach•Common Interest
Target Company
•Size•Users• Industry•Defined Function•Funding Capable•Location•Technology•Defined Timeline•Budgeted Funding
Prospect Scoring
Enhance the Data
Marketing’s Job
•Size•Industry•Growth•Technology•Funding•Buying Mode (Triggers)
U = “Understand”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
What Does this Do?
TeachTailorTake
Control
Image: 7.5” x 8.6 @ 96dpi
I = “Interest”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Interest is the Counterfeit of Need
#SocialSelling@insidesales @kenKrogue @sean_h_burke
R = “Relevant”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Product Proof
Stories
by Vertical
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Why do I need this
NOW?
Value Propositio
nROI
Calculator
URGENCY
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Product Persona
s
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Circle of Influence
Image: 7.5” x 8.6 @ 96dpi
#SocialSelling@insidesales @kenKrogue @sean_h_burke
E = “Engage”
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Sales Messaging
•Needs Analysis•Product Demo•Solution Presentation•Overcome Obstacles•Close•Referrals
#SocialSelling@insidesales @kenKrogue @sean_h_burke
Influencer Scoring
Your Ideal Prospect
Text (It’s Personal)
IM (It’s Business)
Transactional (Trust & Value)
Phone (Recent/Frequent – Engagement)
Recent Collaboration (Relevancy, Engagement)
CRM (Qualify, Understand, Interest)
Marketing Automation (Curiosity)
Social (Awareness)
DATA
PROXIMITY
Connection Scoring
SocialWindow Concept
New User 2,500
Relationships
Immediate Downloads and Links
#SocialSelling@insidesales @kenKrogue @sean_h_burke
