31 social selling tips, tools, and best practices for inside sales reps
DESCRIPTION
ADP asked me to do a custom webinar for their 1000 inside sales reps. We were first talking about doing a webinar on my 31 Twitter Tips article on Forbes, but I changed it dramatically to pull the best Social Selling tips from all elements of Social Media. 7 Levels of Social Media: 1- Core 2- Coach 3- Curator 4- Contributor 5- Collaborator 6- Campaigner 7- Consultant From Forbes: How to Be a Social Media Missionary 6 Core Skills of Social Media 1- Complete 2- Content 3- Community 4- Connect 5- Comment 6- Call-to-Action Tip 1: Purpose Tip 2: Passion Tip 3: Plan Tip 4: Platform Tip 5: Prepare Tip 6: Profile Tip 7: Grab your name Tip 8: Great Picture Tip 9: Define your brand Tip 10: Keywords Tip 11: Hashtags Tip 12: Get your scores Tip 13: Publish your IDs Tip 14: Curate & Create Content Tip 15: Content Tools Tip 16: Social Nurturing Tip 17: Sales Funnel Content Tip 18: Target Accounts Tip 19: Job Postings Tip 20: Workflow Tip 21: Target Contacts Tip 22: Lists Tip 23: List Tools Tip 24: Target Groups Tip 25: Connection Strategies Tip 26: Connection Tools Tip 27: Awareness Campaigns Tip 28: Customer Referral Campaigns Tip 29: Referral Campaigns Tip 30: Show Some LUV Campaigns Tip 31: Job Change Alerts with IFTTTTRANSCRIPT
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31 Social Selling Tips for
Inside Sales RepsKen Krogue
Founder and President
InsideSales.com
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Background
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#2 Social Sales
Influencer
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Social Media Levels
7 Levels of Social Media
1.Core2. Coach3. Curator4. Contributor5. Collaborator6. Campaigner7. Consultant
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Core
6 Core Skills of Social Media
1. Complete2. Content3. Community4. Connect5. Comment6. Call-to-Action
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Core
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Tip #1: Purpose
Complete Your Profile
1. Purpose
2. Passion
3. Plan
4. Platform
5. Prepare
6. Profile
What is your Purpose?
?
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Start with Why
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Purpose: Why Use Social Media?
Consumers
• 67% Stay in touch w friends
• 64% Stay in touch w family
• 50% Connect to old friends
• 14% Share hobbies
• 9% Make new friends
• 5% Follow celebrities
• 3% Find a date
Business
• 83% Create awareness
• 56% Broaden reach
• 55% Increase trust
• 32% Demand generation
• 22% Market perception
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#1 Purpose
• Leads
• Trigger Points
• Qualification
• Communication
• Media Bridging
• Amplification
• Awareness
• Call to Action
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#2 Passion
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#3 Plan
1 Tip per day for 31
Days
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#3 Plan
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#4 Platform
Companies Using Social?
• 43% No strategy• 33% Unclear of value• 25% Not applicable• 18% Don’t have tools
Which Platforms for Demand?
• 80% Facebook• 78% Twitter• 51% LinkedIn*
• *LinkedIn is 3X more effective specifically for lead generation
source Eloqua
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Social Strategy = ACQUIRETM
Social Nurturing
A = AwareC = CuriosityQ = QualifyU = UnderstandI = InterestR = RelevancyE = Engage
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Social Strategy
LinkedIn = Foundation Twitter = Megaphone!
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High Growth vs Average Growth Firms
Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery
15X
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Platforms:
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#5 PrepareLearn all you can!
Gather your resources
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#6 Profile
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Content
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Profile Content
Complete Your Core Content• Bio• Brand• Background• Backstory• Beliefs• Benefits• 4 1 1 Content
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#7 Grab your Name and #8 Picture
LinkedIn Twitter
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#9 Define Your Brand
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#10 Keywords & #11 Hashtags
Divert a River Don’t Dig a Well
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Research hashtags & keywords
• Twitter Toolbar• Hashtags.org• Topsy• WeFollow.com
Google Keyword Planner Tool
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Topsy
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#12 Get Your
Scores
SSIKlout Score
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#12 Get Your ScoreKlout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
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#13 Publish Your ID’s
Email Signatures Share it everywhere
• www.kenkrogue.com
• www.linkedin.com/in/kenkrogue
• https://twitter.com/kenkrogue
• www.forbes.com/sites/kenkrogue
• https://plus.google.com/+KenKrogue
• www.youtube.com/user/kdkrogue
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#14 Content Strategies
Curate other Content Share Company Content
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#15 Content
Tool
• Hootsuite• Tweetdeck• Sprout social• Bufferapp
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Hootsuite
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Tweetdeck
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Sprout social
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Bufferapp
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#16 Social Nurturing
ACQUIRETM
• A = Aware• C = Curiosity• Q = Qualify• U = Understand• I = Interest• R = Relevancy• E = Engage
1. Aware = PR2. Curiosity = Research3. Qualify = ANUM4. Understand =
Educate5. Interest = Cool6. Relevant = Need7. Engage = Action
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#17 Sales Funnel Content
7 Content Levels
1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client
Lead Down the Funnel
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Lead with Content
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Guide with
Content
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Educate with
Content
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#17 Qualify with Social Data
BANT = OLD
• B = Budget• A = Authority• N = Need• T = Timing
ANUM = NEW
• A = Authority• N = Need• U = Urgency• M = Money
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Community
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#18 Target Accounts
•Size•Geo• Industry•Growth• Job Postings•Funding•Former Executive•Customer Competitor
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#19 Job Postings
LinkedInMonster
Careerbuilder
Classifieds
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#20 Workflow
IFTTT.com
if this then that…
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#21 Target Contacts
•Title Level•Title Function•Role Defined•Former Customer•Knows a Customer•Knows an Executive
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#22Lists
• Industry•Competitors•Prospects•Partners•Customers
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#23 List Tools
•SalesLoft•Birdhouse•Newsle
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SalesLoft
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How to Make a Twitter List
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Birdhouse
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Newsle
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#24 Target Groups
industrynetworkin
geducation
geo
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Connect
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#25 Connection Strategies
LinkedIn Strategies
• Introduction first• Email first• Referral first• Voicemail first• Meet at Event• Business Card Bridge
Twitter Strategies
• Follow First• Favorites Follow• Offer Follow• Fan Follow
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#26 Connection Tools
• LinkedIn Basic• LinkedIn Premium• LinkedIn Sales Navigator
• Tweepi• Tweetadder• Socedo• Insightpool
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The Right Tools
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LinkedIn Premium
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LinkedIn Sales
Navigator
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HobbiesFriendsFamily
Likes
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(Young- people)
familyimages
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Tweepi
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Tweetadder
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Socedo
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Insightpool
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CommentCall-to-ActionCampaigns
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#27 Awareness Campaigns
Thunderclap
EventCross-media
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#28Customer
Referral Campaign
s
#1 SAE
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#29 Referral
Campaigns
Trade in the
currency of leads
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#30 Show Some LUV Campaign
s
CommentsShares
FavoritesRetweets
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#31 Job Change
Alerts
with IFTTT
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Let’s Connect!
Q&ALook for my next Forbes Article coming out on Social Media this Week!