Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning Strategy

1. webinar Featuring: Featuring: Ken Krogue, President and Founder at InsideSales.com and Koka Sexton, Social Selling Expert at LinkedIn BEYOND COLD CALLING: BRIDGING SOCIAL SELLING WITH INSIDE SALES FOR A WINNING STRATEGY

2. Koka Sexton Social Media & Content LinkedIn linkedin.com/in/KokaSexton Today’s Speakers Ken Krogue President & Founder InsideSales.com linkedin.com/in/KenKrogue

3. HOW THIS WILL WORK • This webinar will last about an hour • Type your questions in the Q&A box as you think of them • Join the conversation using #InsideSalesWebinar • This is being recorded… I’ll tell you how to access the recording at the end

4. POLL QUESTION • Multiple Choice Answers

5. WEBINAR RECORDING & FREE RESOURCES • Tomorrow we will email you a link to today’s recorded webinar. Feel free to share it with your colleagues. • Take advantage of the resources available for download.

6. 6 Agenda • State of The Cold Call • Evolution of Inside Sales • The Opportunity for Social • Bridging the Gap • Takeaways

7. STATE OF THE COLD CALL

8. 2013 “COLD CALLING IS DEAD” PAST WEBINARS 12,346

9. #1 ON FORBES.COM! History thread of the Cold Calling & LinkedIn events: • Steve Masters began with this article published on Business2Community (B2C). • Ken Krogue replied on Forbes. • Article went viral over the weekend. • Ken Krogue hosted a live Google Hangout. • Steve Masters replied to Ken Krogue's Forbes & Google.

10. EVOLUTION OF INSIDE SALES 10

11. Contact Cadence • Impression Marketing Mail à Call à Campaign Call à Fax à Call

12. UltimateMotorCycle.comArmChairGeneral.com Specialization

14. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Increase Calls Contacts Leads Closes (-----Generalist-------- Specialist) It Started with Making Calls

15. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Increase Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 4 X (-----Generalist-------- Specialist) Specialization and the Dialer Productivity Increased Fourfold

16. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 (-----Generalist-------- Specialist) 90% Receptionist Voicemail But There was a New Idea…

17. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 (-----Generalist-------- Specialist) 90% Receptionist Voicemail Progress the Sale on Every Call

18. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 (-----Generalist-------- Specialist) 90% Receptionist Call-FAX-Call 7:45 of Calling 460 Dials 298 Faxes 11 Sales 8 Sales = 6 weeks later Leverage of ‘Fax Impressions’

19. webinar Featuring: Call à FAX à Call 1st Month 2nd Month 3rd Month 4th Month 5th Month 1% 3.5%

20. webinar Featuring: Steve Tate 20,000 Fax Numbers 20,000 @ 1% = 200 leads Per month with no calling

21. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 Media 50% 100 Leverage of ‘Media Impressions’ @ 5% +5=10

22. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 Media 50% 100 VM 50% 100 Leverage of ‘Voice Impressions’ @ 5% +5+5=15 @ 5%

23. webinar Featuring: © 2004, 2016 InsideSales.com – Confidential and Proprietary Ratios Manual Dialer Calls 50 200 Contacts 10% 5 20 Leads 25% 1.25 5 Closes 20% .25 1 Social 50% 100 VM 50% 100 Leverage of ‘Impressions’ @ 5% +5+5=15 @ 5% 12X Increase!

24. THE BUYER HAS CHANGED 5.4 75% 90% key influencers in B2B buying decision of B2B buyers now use social networks to be more informed on vendors of decision makers say they never respond to cold outreach

25. THE OPPORTUNITY FOR SOCIAL 25

26. How do we define it? SOCIAL SELLING 26

27. SOCIAL SELLING MEASURES YOUR PERFORMANCE AGAINST FOUR ESSENTIAL ELEMENTS: CREATE A PROFESSIONAL BRAND, FIND THE RIGHT PEOPLE, ENGAGE WITH INSIGHTS AND BUILD RELATIONSHIPS

28. Social buyers also make 61% more purchases on average than buyers who don’t use social # of purchases made by non-social buyers # of purchases made by social buyers Source: IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience" #247829, April 2014 For all respondents, n = 760 EASILY IDENTIFY BUYERS

29. Average spend of non-social buyers Average spend of social buyers Source: IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience" #247829, April 2014 For all respondents, n = 760 EASILY IDENTIFY BUYERS Compared with other B2B buyers, buyers who use social media for purchasing spend 84% more per purchase

30. SALES PROFESSIONALS CAN PARTNER MORE EFFECTIVELYWITH SOCIAL BUYERS BY INCREASING SOCIAL PROXIMITY, PRESENCE AND CAPITAL Social proximity Grow social networks and contribute to conversations. Social presence Manage a professional identity that is credible, authentic, accurate, information-rich and service oriented. Social capital Do your social homework to ensure relevancy before you reach out and facilitate peer-to-peer recommendations.

31. SSI leaders create 45% more opportunities per quarter than SSI laggards. SSI leaders are 51% more likely to hit quota than SSI laggards. 45% more opportunities 51% more likely to hit quota WHY IS SOCIAL SELLING IMPORTANT?

32. Sales reps that exceed quota engage with prospects 39% more than laggards Sales reps that that exceed quota have their updates engaged 98% more than laggards 39% more engagement 98% Engagements received Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30 WHY IS SHARING IMPORTANT?

33. MOVING FROM ONLINE TO OFFLINE 3

34. BRIDGING THE GAP

35. Social Mediaà Virtual Media à Live Media Digital Mediaà

36. Man + Machine

37. DON’T DROP THE BATON…

38. ALIGNMENT CONTEXT TRUMPS CADENCE

39. ALIGNMENT • Social Alignment – Who are we connected with? – How are we connected? – What conversations have we had? • Lead Sources – Where have you heard of me? • Offer Type – What content have you seen? – What events have you been to?

40. KEY TAKEAWAYS

41. Prioritize your profile. Follow key contacts and companies on LinkedIn for insights. Look up and research prospects before dialing. Keep things personal. Create a plan for building relationships online and offline. 4 THINGS YOU CAN DO TO START SOCIAL SELLING 42 Get Your SSI Score https://www.linkedin.com/sales/ssi 1 2 3 4

42. Q&A Koka Sexton Social Media & Content LinkedIn linkedin.com/in/KokaSexton Ken Krogue President & Founder InsideSales.com linkedin.com/in/KenKrogue

43. REGISTRATION NOW OPEN >

44. Upcoming Webinars (use the links in the downloads tab to register)

45. THANKS FOR JOINING US LIVE!

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