1. Social Media Sales Growth Outbound Excellence Social Media @ Warp Speed
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3. All-Inclusive Social Media Business Solution Weaknesses Strengths Components Application(s) Fast Low Cost Highly Effective Contact Identification Internal Communication Thought Leadership Integrated Contacts Communication Activities Applications Groups Discussions Events Interfaces Seeded Discussions Diluted Value Vendor Groups Blind Removal LinkedIn
13. Social Media Business Solution Obtaining Target Contact Information Weaknesses Strengths Components Application(s) Jigsaw / Netprospex Trade It’s Free Extension / eMail Automatic Updates Search Options Company Name Decision Makers Titles Locations Location Type Affiliated Sites Jigsaw / Netprospex Need Knowledge Can be Expensive Fee / Trade Jigsaw Netprospex Free Library D& B RefUSA Free Library Free! Free Library Old / Outdated No Email
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15. Social Media Business Solution Effective Communication Weaknesses Strengths Components Application(s) Group Mail / Metrics Flexible / Easy To Use Real Time Tracking Group Metrics Limited US Support Group Mail Group Metrics Twitter Free / Quick & Easy Excellent Branding Twitter Set-Up Time / Effort eMail Templates Clean Lists Real Time Tracking Tweets @Mentions #Direct Sends Hash Tags
19. Social Media Business Solution Business Intelligence Weaknesses Strengths Components Application(s) Immediate Credibility Valid Business Reasons Targeted Dec. Makers Social Media Links Primarily T1 – T2 Outdated Data User Interface Inside View Blog Bridge New Target Opp. Valid Business Reasons User Interface Filtering Memory / Bandwidth Detailed Contacts Auto Intelligence Org Charts Social Media Inter Programmable Feeds Auto Sort Feed Select
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24. Hello Jim – This is Dave Kalstrom with Outbound Excellence Jim, I just saw an article come across the newswire where you were discussing the release of your NEW Mobile Networking Application that provides video conferencing on the iPhone. On February 7 th we’re holding a Unified Communication on-line summit which is a day of back to back – live interactive webcasts presented by UC thought leaders and niche solution providers from around the world. Cisco and Intel have already signed on to be keynote speakers and I was wondering if showcasing your NEW iPhone application at that summit would fit into your marketing strategy?
25. Outbound Excellence Provides Organizations With A Complete “Turn Key” Social Media Business Strategy Up & Running In Less Than 3 Business Days – Guaranteed! LinkedIn + Twitter + Facebook + YouTube Start Growing Sales With A Cutting Edge “Social Media Strategy” “In Less Than 1 Week.” Outbound Excellence David Kalstrom 602-770-0012 [email_address] www.outboundexcellence.com
Editor's Notes
Let’s take a look at the Sales View Console RSS Feeds: From there you can obtain a valid business reason for your sales call through their RSS Feed System. Their RSS Feed system is pre-programmed to identify every key news release that has been posted in the previous 30 days for virtually any Tier 1,2or 3 account in the following areas: Buying, Building or Expanding Facilities Leadership Changes New Offerings Acquisitions and Mergers Corporate Challenges Real Estate Deals Funding Developments Corporate Announcements Research & Development One application, everything you need. In the area framed in red you simply type in or paste in a list of your top prospects and customers and the system will automatically go out and search for any news related to these accounts that you need. If you look in the upper left hand corner you will see a listing of the pre-programmed feeds that the system will capture for you. Just click on a category and it will search the internet and retrieve those feeds. At the bottom of the list you will see a Manage Agents link that allows you to customize the information the system captures and retrieves so you can target the news it captures based on the Ideal Needs of your target prospects. Absolutely a powerful Sales Intelligence Tool, it’s the cornerstone of any leading edge Web 3.0 Sales Process, the name of the application again is SalesView from InsideView and the price is $99 or less / month.
So here’s what a Web 3.0 system will provide for your sales team: From a sales perspective it provides Daily Qualified Leads Targeted Decision Makers Detailed Contact Information Stated Need or Opportunity That information is automatically identified, captured and delivered to your desktop From a Marketing Perspective it provides: Valid Business Reasons To Contact Your Target Prospects and Customers It provides you with information on new account opportunities that you normally wouldn’t have on your radar screen. So you have a continuous stream of new targeted sales opportunities that expand the breadth of your active buying accounts. You also have the new target prospect and account opportunities that are identified through news feeds. These newsfeeds also provide quotes from targeted decision makers so you now have new contacts, and you can then use SalesView and Linked to find out more information about them and other decision makers and their reporting structure. Through LinkedIn you also have a number of new ways to reach out and communicate with target decision makers outside of the telephone and company email. When you do reach out through e-mail and e-marketing tools you now have a way to identify those prospects and customers that are reviewing your documents as well as exactly what they are viewing so you know their targeted interests so you can make targeted sales calls and follow up with targeted sales campaigns. Through webcasts and blogs you can establish yourself as a thought leader in your area of expertise and as prospects view your webcasts and blogs again you can capture not only their interests but their full contact information. The bottom line is that our Sales Web 3.0 System is a proven system to identify the target prospects that you have out in the market from the pool of sales suspects or sales leads that your sales team is faced with sifting through to achieve the same goal. These are very powerful tools and very effective in increasing the effectiveness and lowering the cost of prospecting for new business.
So we took all the components from the system we have presented here today, and each day we had on average 20 RSS feeds that provided us with news articles form companies in the UC sector that had just released or were announcing the upcoming release of a new Unified Communication solution or an upgrade to an existing solution. In 80% of those news articles we had a quote made by a targeted decision maker so we had a stated opportunity, a key DM making a statement about the solution, we had full contact information on the DM, along with personal and business intelligence and we had an effective solution to help promote these targeted prospects solutions. So instead of cold calling down lists of sales leads, our prospecting calls went like this: Hello Jim – This is Dave Kalstrom with BrightTALK Jim I just saw an article come across the newswire where you were discussing the release of your NEW Mobile Networking Application that provides video conferencing capability on the iPhone. On September 7 th we’re holding a Unified Communications on-line summit which is a day of back to back – live interactive webcasts presented by thought leaders and niche solution providers from around the world. Cisco and Intel have already signed on to be keynote speakers and I was wondering if showcasing your NEW iPhone application at that summit would fit into your marketing strategy? Then we would patiently wait for the stunned silence and then move on to the qualification questioning. In 90% of the contacts we made the use of this system allowed us to qualify the prospect 90% of the time. You see, receptionists and executive assistants aren’t used to calls that leverage this type of sales intelligence. They are used to the thousands of calls that all sound similar and they have an automated response to the different versions of generic cold calls. They have just seconds to hear the valid business reason for your call and to determine if it contains enough value to put you through to an executive decision maker. These calls contain that level of value. In addition, when you do reach an executive decision maker, your call also establishes the credibility and trust necessary to earn you the right to engage your target decision maker in a meaningful qualification discussion. To determine if your solution is a good match, if they had the funding, if they were the right decision maker, if this was the right opportunity for them in this particular situation. In 90% of the cases in which we connected with the decision maker we were able to fully qualify the opportunity.
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