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Social Selling with LinkedIn
Today’s Speakers
Jamie Shanks
Jamie is one of the leading inside sales experts advocating Social Selling & Sales 2.0. Inside sales and lead generation is Jamie’s passion, and Jamie has built inside sales teams and models in nearly every technology sector, ranging from start-up to Fortune 500s. Jamie is also the Toronto chapter President of the American Association of Inside Sales Professionals.
Today’s Speakers
Mike is Vice President of Marketing for TimeTrade. Mike joined TimeTrade from Salesforce.com, the world’s leading CRM and enterprise cloud computing vendor, where he led the integration of real-time collaboration technologies into Salesforce’s Chatter Social Enterprise platform. Prior to his role at Salesforce, Mr. Puglia was VP of Marketing at Dimdim, a provider of cloud-based collaboration and web conferencing capabilities which was acquired by Salesforce in 2010.
Mike Puglia
Social Selling
Driving New Business via Linkedin
Social Selling Training via Linkedin
Social Selling – Lead Generation
Most sales reps are still hunting with
2 Tools – Phone & Email
YET – Linkedin has imperial evidence…
7x open rate over traditional email
Companies like IBM increasing sales by 400%
12% - 20% Linkedin Message-to-Booked Appointment
HOW???
ROI of Social Selling
Which LinkedIn Plan?
Be a Thought-Leader!
Drive Opportunities
Get Sales Meetings
• Study – On average it takes 6.2 exchanges over 9 business days to get a meeting with an interested party
• TimeTrade makes it quick and easy to get sales appointments with the right people
What groups do I join?
1. That gather competitive intelligence
2. Verticalize – groups that “Skills” would join
3. Buyer Persona – think like your buyer
What will I gain from this?
1. Free messages to all members
2. Follow hot prospects like 1st degrees
#1 The Secrets within Groups
Skills are SEO hunting tools
Save your InMails Identify HOT prospects you are connected with through a Group Click on that Groups’ link under “Groups your share with Person X” Search for that same prospect in “Search Members” Scroll your mouse over the prospects name – and “Send Message” will appear Send a winning message!
“Hot Prospects” in Groups Go to Search Members, and click Advanced. Remember to select “MORE”, which will allow you to filter current roles and get very granular! TIP: In the title, you can enter multiple titles + use Boolean (quoted/AND/OR/””) to separate the search. You can also include a Keyword. Start broad and add filters to make targeted lists!
Follow “Hot Prospects” in 1st Degree
TIP – You can follow 5,000 prospects EXACTLY like a 1st Degree connection! Their updates are now 100% viewable in your updates.
#2 Timing – within Followers
If I cold call you, I have no idea you are at your desk… If I email you, my email is amongst 100 other emails… But if I use Linkedin as a TIME TRIGGER – I know EXACTLY when you are MOST LIKELY to be available. I WILL CALL YOU RIGHT NOW!
Timing – within Signals This is Google Alerts on Steroids! Imagine monitoring all conversations in Linkedin, based on keywords & trigger events very relevant to you. You can travel 3rd degrees of separation! - Competitive Intelligence - Prospects seeking answers - Conversations to add value
Create numerous searches and monitor daily for opportunities.
#3 Attack Followers
Follow all of your past client success stories. The most receptive prospects to your message are following your clients – here’s the Social Dynamics: 3 TYPES OF FOLLOWERS 1. Human Capital Intelligence, who are they hiring? Why? 2. Competitive Emulation – either as a direct competitor and/or selling into likeminded verticals, they want to see best practices. 3. They’ve done business with this client before, and would be trusting of their opinions.
Client Insights – More Prospects
10 more hot prospects They will be most receptive to your success story!
Q&A
Jamie Shanks Mike Puglia
1.978.654.6800
www.timetrade.com
@timetrade
905-502-5512 x4009
www.salesforlife.com
@james_t_shanks
LinkedIn: jamieshanks2012
