InsideView Effective Social Selling - EBOOK PDF

Social.
Selling.
The Guide to Social Selling
with InsideView
Social
Social Selling. The Guide
Selling. The Guideto
toSocial
SocialSelling
Sellingwith
withInsideView.
InsideView. Share
Share this
this eBook
eBook insideview.com
insideview.com 1
1
What this eBook is:
This guide is written to show sales teams how
to increase productivity by using Social Selling
techniques powered by InsideView.
What this eBook isn’t:

It’s not the ‘ultimate’ or ‘definitive’ guide to Social
Selling. It’s not a think-piece, it’s an execution piece
designed to help you get in and win.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 2
Contents.
What is Social Selling?
How to start Social Selling with InsideView:
1. Build a List
2. Listen and Engage
3. Connect and Win
Pull it all together to Win
What is
Social Selling?
What is Social Selling?
Social Selling Connects You to Your Buyer
Social Selling is the best way for sales teams to increase their chances of connecting
with today’s more informed, better connected, less responsive buyer.
Buyers are demanding relevance, and expecting sales people to know about them,
their companies, and their needs before engaging. It’s no longer enough to just have
a connection to the buyer. The power of "who you know" is being trumped by "what
you know about who you know.”
Social Selling is about arming yourself with the wealth of information about your
prospects, and leveraging it to connect in the most timely, relevant and valuable way.
Social Selling requires intelligence that brings together both traditional data and
social media.
This guide will show you how to use InsideView to start effective Social Selling to
increase your engagement and win rates.
Social Selling works.
10%
of executives respond to cold calls or

unsolicited emails, yet
84%
will engage with a sales person when they

are connected through a friend or
colleague and offer value.
How to start
Social Selling
with InsideVIew
Social Selling.
Powered by InsideView.
InsideView powers Social Selling with three key components.
Data Insights Connections

InsideView offers the most accurate, We monitor over 30,000 news and We build a comprehensive network
extensive database of companies social sources to provide you with of your connections from a
and employees. Use this to build a realtime insights on the news and collection of social networks,
list of prospects and to update the social activity of your prospects. We including LinkedIn, Facebook,
ones you already have with even categorize the information Outlook and others. The result is a
accurate data.
based on relevance to you and alert more extensive and usable network
you of key events. that is private to you and your
colleagues, not your competitors.
Start Social Selling with InsideView.
Don’t have InsideView? No problem.
Sign up for a free trial here. All you need is 2 minutes and an email address.
!
! Free Trial
!
!
Once you’re logged-in, just follow along to start Social Selling.
‣ Build a list of prospects from our extensive database

‣ Leverage relevant insights for your outreach
‣ Discover professional connections that enable warm introductions.
!
!
Start Social Selling with InsideView.
Follow these 3 steps and learn how to use InsideView to:
1 2 3
Build a List. Listen and Engage. Connect and Win.
Access our massive database of We monitor all relevant news, Set up warm introductions to
companies and contacts and events and social buzz for you to get in, establish trust and win
take a slice for your prospect list. use to engage your prospect. deals.
1. Build a List 2. Listen and Engage 3. Connect and Win
Step 1
Build a List
Social Selling starts by finding the right person or company
with which to engage. InsideView helps you quickly find
people in your territory and build a list to immediately start
engaging with them.
1. Start by going to the Build a List tab to

create a targeted list of prospects at the
Company or People level.
Step 1
Build a List
1. Start by going to the Build a List tab to
create a targeted list of prospects at the
Company or People level.
!
2. Building a Company List helps you
focus on the accounts that are
important to you. You can customize
this list by:
• Location
• Company Size
• Industry & Sub-industry
• Business Type
Step 1
Build a List
1. Start by going to the Build a List tab to create
a targeted list of prospects at the Company
or People level.
!
2. Building a Company List helps you focus on
the accounts that are important to you. You
can customize this list by:
• Location
• Company Size
• Business Type
!
3. The People List helps you identify key
contacts in your patch, making your
prospecting easier and more targeted.
Filter this list by:
• Job Function & Level
• Location
• Company Size
• Business Type
Step 2
Listen and Engage
After you have identified your list of prospect companies and
contacts, you need a compelling reason to engage with
them. InsideView can help you find and monitor news,
events, and social buzz that directly impact your prospect.
1. Hover over the company name to see

a complete summary of your
prospects activity. Click on the
company name for a full profile.
Step 2
Listen and Engage
1. Hover over the company name to see a
complete summary of your prospects
activity. Click on the company name for
a full profile.
!
2. On the profile page, use Smart
Agents to find relevant talking points
and buying signals to act on.
Step 2
Listen and Engage
a full profile.
!
2. On the profile page, use Smart Agents to
find relevant talking points and buying
signals to act on.
!
3. Scroll through the Smart Agent
Results to quickly see what’s
happening at the company.
Step 2
Listen and Engage
a full profile.
!
2. On the profile page, use Smart Agents to
find relevant talking points and buying
signals to act on.
!
3. Scroll through the Smart Agent Results
to quickly see what’s happening at the
company.
!
4. Engage directly from the Buzz tab by
reading and immediately responding
to key social activities.
Step 3
Connect and Win
Building connections in order to win the deal is essential.
By leveraging your existing relationships to find new ones,
you can ensure you have all your bases covered.
1. Start by identifying your connections

by hovering over a company name to
quickly see how many connections
you have.
Step 3
Connect and Win
1. Start by identifying your connections by
hovering over a company name to
quickly see how many connections you
have.
!
2. Click on the connections link to see a
list of people you are connected to.
Step 3
Connect and Win
have.
!
!
3. You can filter connections by Job
Level, Function, or Connection Level
to quickly identify contacts important
to you.
Step 3
Connect and Win
have.
!
!
3. You can filter connections by Job Level,
Function, or Connection Level to
quickly identify contacts important to
you.
!
4. For a complete connection list click
Load More at the bottom of the
People section.
Step 3
Connect and Win
have.
!
!
you.
!
Load More at the bottom of the People
section.
!
5. To the right of the contact’s name,
you will see how you are connected.
Step 3
Connect and Win
have.
!
!
you.
!
Load More at the bottom of the People
section.
!
5. To the right of the contact’s name, you
will see if you are connected.
! 23
6. Use your mutual connections to

make a warm introduction and start
a conversation.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
Pull it all
together to win
1. Build a List 2. See the buying signals 3. Leverage your connections
Now you know…

Who to call. What to say. How to connect and win.
Complete and
accurate contact
data delivered Identify
directly to you internal
connections
Follow your
contacts through
social channels
Key events help
you find relevant
reasons to engage
The bottom line:
Social Selling with InsideView can increase sales
productivity and effectiveness.
Increase your
engagement rate
by up to 84%
with insights and
connections.
Social Selling
with InsideView
Written by Will Spendlove
As the VP of Product Marketing, Will brings over 15 years of marketing and
sales experience and is a great storyteller. Prior to InsideView Will ran Product
Marketing for the Remedyforce product group at salesforce.com. Before that
he was Senior Director of Sales Enablement at Embarcadero Technologies, he
ran Sales Enablement for Vignette in Austin, TX, and even ‘carried a bag’ at
@wspendlove Symantec. He held marketing roles at EMC/Legato, Digital Signature Trust/
Zions Bank, and was head anchor at KBYU news. Will holds an MBA from The
University of Utah and a BA in Broadcast Communications from Brigham
Young University.
We deliver the most complete, accurate, and
relevant prospect and customer information to
increase your sales and marketing productivity.
request demo free trial

Call us: (415) 728-9340
Social.
Selling.
The Guide to Social Selling
with InsideView
Social
Social Selling. The Guide
Selling. The Guideto
toSocial
SocialSelling
Sellingwith
withInsideView.
InsideView. Share
Share this
this eBook
eBook insideview.com
insideview.com 29
1

InsideView Effective Social Selling - EBOOK PDF

Hochgeladen von

Dokumentinformationen

Originalbeschreibung:

Originaltitel

Copyright

Verfügbare Formate

Dieses Dokument teilen

Dokument teilen oder einbetten

Freigabeoptionen

Stufen Sie dieses Dokument als nützlich ein?

Sind diese Inhalte unangemessen?

Copyright:

Verfügbare Formate

InsideView Effective Social Selling - EBOOK PDF

Hochgeladen von

Copyright:

Verfügbare Formate

Social.

What this eBook isn’t:

of executives respond to cold calls or

will engage with a sales person when they

Data Insights Connections

‣ Build a list of prospects from our extensive database

1. Start by going to the Build a List tab to

1. Hover over the company name to see

1. Start by identifying your connections

6. Use your mutual connections to

Now you know…

request demo free trial

Das könnte Ihnen auch gefallen