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31 Social Selling Tips - Ken Krogue

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InsideSales.com
InsideSales.com

InsideSales.com President Ken Krogue, recently recognized as the second most influential social seller in the world on Forbes, has interviewed some of social selling’s greatest influencers. He has compiled these interviews and combined them with his own winning strategies for this webinar. Watch on Demand: http://www.insidesales.com/webinar/31-social-selling-tips Join us to learn: The latest LinkedIn and Twitter strategies, tactics, tools and best practices How to use the ACQUIRE method for social nurturing What is really working and what is not The 7 Levels of Social Media Success How you can master social selling in 31 days

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Ken Krogue Founder and President InsideSales.com
7 Levels of Social Media 1. Core 2. Coach 3. Curator 4. Contributor 5. Collaborator 6. Campaigner 7. Consultant
6 Core Skills of Social Media 1. Complete 2. Content 3. Community 4. Connect 5. Comment 6. Call-to-Action
Complete Your Profile 1. Purpose 2. Passion 3. Plan 4. Platform 5. Prepare 6. Profile What is your Purpose? ?
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
• Leads • Trigger Points • Qualification • Communication • Media Bridging • Amplification • Awareness • Call to Action
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
Social Nurturing A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
LinkedIn = Foundation Twitter = Megaphone!
Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery 15X
#5 Prepare Learn all you can! Gather your resources
Complete Your Core Content • Bio • Brand • Background • Backstory • Beliefs • Benefits • 4 à 1 à 1 Content
LinkedIn Twitter
#9 Define Your Brand
Divert a River Don’t Dig a Well
Twitter • Twitter Toolbar • Hashtags.org • Topsy • WeFollow.com Google Keyword Planner Tool
#12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
Email Signatures Share it everywhere • www.kenkrogue.com • kk@insidesales.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
Curate other Content Share Company Content
• Hootsuite • Tweetdeck • Sprout social • Bufferapp
ACQUIRETM • A = Aware • C = Curiosity • Q = Qualify • U = Understand • I = Interest • R = Relevancy • E = Engage 1. Aware = PR 2. Curiosity = Research 3. Qualify = ANUM 4. Understand = Educate 5. Interest = Cool 6. Relevant = Need 7. Engage = Action
7 Content Levels 1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client Lead Down the Funnel
BANT = OLD • B = Budget • A = Authority • N = Need • T = Timing ANUM = NEW • A = Authority • N = Need • U = Urgency • M = Money
• Size • Geo • Industry • Growth • Job Postings • Funding • Former Executive • Customer Competitor
• Title Level • Title Function • Role Defined • Former Customer • Knows a Customer • Knows an Executive
• Industry • Competitors • Prospects • Partners • Customers
• SalesLoft • Birdhouse • Newsle
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
LinkedIn • LinkedIn Basic • LinkedIn Premium • LinkedIn Sales Navigator Twitter • Tweepi • Tweetadder • Socedo • Insightpool
forbes.com/sites/kenkrogue kenkrogue.com linkedin.com/in/kenkrogue @kenkrogue kk@insidesales.com Let’s Connect! Q&A Look for my next Forbes Article coming out on Social Media this Week!

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31 Social Selling Tips - Ken Krogue

  • 1.
  • 2. Ken Krogue Founder and President InsideSales.com
  • 3.
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  • 5.
  • 6. 7 Levels of Social Media 1. Core 2. Coach 3. Curator 4. Contributor 5. Collaborator 6. Campaigner 7. Consultant
  • 7. 6 Core Skills of Social Media 1. Complete 2. Content 3. Community 4. Connect 5. Comment 6. Call-to-Action
  • 8.
  • 9. Complete Your Profile 1. Purpose 2. Passion 3. Plan 4. Platform 5. Prepare 6. Profile What is your Purpose? ?
  • 10.
  • 11. 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
  • 12. • Leads • Trigger Points • Qualification • Communication • Media Bridging • Amplification • Awareness • Call to Action
  • 13.
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  • 16. 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
  • 17. Social Nurturing A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
  • 18. LinkedIn = Foundation Twitter = Megaphone!
  • 19. Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery 15X
  • 20.
  • 21. #5 Prepare Learn all you can! Gather your resources
  • 22.
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  • 24. Complete Your Core Content • Bio • Brand • Background • Backstory • Beliefs • Benefits • 4 à 1 à 1 Content
  • 26. #9 Define Your Brand
  • 27. Divert a River Don’t Dig a Well
  • 28. Twitter • Twitter Toolbar • Hashtags.org • Topsy • WeFollow.com Google Keyword Planner Tool
  • 29.
  • 30.
  • 31. #12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
  • 32. Email Signatures Share it everywhere • www.kenkrogue.com • kk@insidesales.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
  • 33. Curate other Content Share Company Content
  • 34. • Hootsuite • Tweetdeck • Sprout social • Bufferapp
  • 35.
  • 36.
  • 37.
  • 38.
  • 39. ACQUIRETM • A = Aware • C = Curiosity • Q = Qualify • U = Understand • I = Interest • R = Relevancy • E = Engage 1. Aware = PR 2. Curiosity = Research 3. Qualify = ANUM 4. Understand = Educate 5. Interest = Cool 6. Relevant = Need 7. Engage = Action
  • 40. 7 Content Levels 1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client Lead Down the Funnel
  • 41.
  • 42.
  • 43.
  • 44. BANT = OLD • B = Budget • A = Authority • N = Need • T = Timing ANUM = NEW • A = Authority • N = Need • U = Urgency • M = Money
  • 45.
  • 46. • Size • Geo • Industry • Growth • Job Postings • Funding • Former Executive • Customer Competitor
  • 47.
  • 48.
  • 49. • Title Level • Title Function • Role Defined • Former Customer • Knows a Customer • Knows an Executive
  • 50. • Industry • Competitors • Prospects • Partners • Customers
  • 51. • SalesLoft • Birdhouse • Newsle
  • 52.
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  • 57.
  • 58. 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
  • 59. LinkedIn • LinkedIn Basic • LinkedIn Premium • LinkedIn Sales Navigator Twitter • Tweepi • Tweetadder • Socedo • Insightpool
  • 60.
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  • 75. forbes.com/sites/kenkrogue kenkrogue.com linkedin.com/in/kenkrogue @kenkrogue kk@insidesales.com Let’s Connect! Q&A Look for my next Forbes Article coming out on Social Media this Week!