Last year InsideSales.com, LinkedIn Sales Solutions, and Vorsight partnered on a webinar which turned out to be one of the most successful webinars the companies had ever done. The presenters shared best practices on how to prospect more effectively, including using social networks such as LinkedIn. In part two of this webinar, Ken Krogue and Ralf VonSosen will reflect on the past year and review key metrics on company adoption of social selling and offer strategies to excel at modern prospecting.

1. Sales Acceleration Technology

2. Social Selling 2014:
Why LinkedIn is the Ultimate Sales Tool

3. Founder & Chief
Strategy Officer
InsideSales.com
Head of Marketing
for Sales Solutions
LinkedIn

4. • 2013 Cold Calling is Dead controversy
• Social Selling 2014
• Lightning strikes twice-broken record!
• 12 C’s of Social Media
• Social nurturing - ACQUIRETM
• Social selling campaigns
• Social Selling Defined by LinkedIn
• Latest Research: Social Selling Index
• Find Your Own Social Selling Index (SSI)
• Q & A

6. 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

7. Subject
Line
Social Selling
Strategies in
2014 – Live
Webinar
Cold Calling
Using
LinkedIn
Sent 36,687 9,383
Open 5,252 4,986
Click 557 558
Open Rate 14.32% 53.14%
Click Rate 1.52% 5.95%
Open Increase 271.2%
Click Increase 291.7%

8. eBook
Title
Cold Calling is
Dead, Thanks
to LinkedIn
Cold Calling
with
LinkedIn
Click Increase 36.9%

10. 6 Basic Skills of Social Media
1. Complete
2. Content
3. Community
4. Connections
5. Comment
6. Converse
6 Stages of Social Media
1. Campaigns
2. Collaborator
3. Curator
4. Contributor
5. Columnist
6. Consultant

13. #1
Complete
• Purpose = Why?
• Plan = What?
• Prepare = How?
• Platform = LinkedIn
• Profile
• Picture
• Promote
• Prioritize

14. • News
• Networking
• Followers
• Influencers
• Leads
• Prospects
• Customers
• Clients

21. • 1000+
• 250-1000
• 5-250
• Campaign
• Classmate
• Customer
• Employee
• Friend
• Hiring Candidate
• Influencer
• Inside Sales Function
• International
• Job Seeker
• Partner
• Potential Partner
• Potential Prospect
• Referral – Commit
• Referral – Target
• Salesforce Verified
• Scouter

22. #2
Content
• Bio
• Beliefs
• Background
• Info
Picture
Audio
Video
Downloads
Links

26. A = Awareness
C = Curiosity
Q = Qualify
U = Understand
I = Interest
R = Relevancy
E = Engage
Much more on HOW to
use ACQUIRETM in eBook

27. CONTENT LEVEL STRATEGY
• Level 1 = Influencer
• Level 2 = Industry
• Level 3 = Company
• Level 4 = Product
• Level 5 = Product Proof
• Level 6 = Sales Message
• Level 7 = Client Message
Much more on HOW to use
Content Levels in eBook

28. #3
Community
• Family
• Friends
• School
• Military
• Work
• Groups
• Events

32. #4
Connect
• Follow
• Like / Comment / Share

37. #5
Comment
• Think! & Feel!
• Share short experiences
• No dumb comments
• Brazen social
• Understand Most Popular
• Trigger Points
• Job Change Alerts
• Prime the Pump

41. #6
Converse
? or . or !

42. • Question
• Make a Statement
• Be Bold
• Stir the pot
• Exclaim
• Endorse
• Recommend
• Mention / Share / Like
• Let them know you did!

43. 6 Basic Skills of Social Media
1. Complete
2. Content
3. Community
4. Connections
5. Comment
6. Converse
6 Stages of Social Media
1. Campaigns
2. Collaborator
3. Curator
4. Contributor
5. Columnist
6. Consultant Next Time!

44. At LinkedIn, we are focused on
our “Members First” every day,
helping each of you show the
world who you are, make the
most of who you know, and
build upon what you know.

45. Leveraging your professional brand
to fill your pipeline with the right
people, insights and relationships.
Social Selling Defined:

46. 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
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 social selling important?

47. Social selling leads to…
more likely to
exceed quota
51%
more likely to
go to club
3×
faster to get
promoted to VP
1.6×

48. What’s LinkedIn’s Social Selling Index?
48
First-of-its kind measure that measures your own and your company’s
adoption of social selling practices on LinkedIn

49. How is SSI calculated?
Metrics included in SSI
Create a professional brand
Establish a professional presence
on LinkedIn with a complete profile
Profile completeness and length
Rich content on profile (multimedia)
Endorsements
Find the right people
Prospect efficiently with powerful
search and research capabilities
People searches
Advanced people searches
Profile views
Prospecting profile views (third degree or out of network)
Inbound profile views
Engage with insights
Discover and share valuable information
to initiate or maintain a relationship
Shares (updates)
Engagements given and received (likes, comments, reshares)
Messages sent (multiple types)
Groups joined
Companies followed
Build strong relationships
Expand your network to reach prospects
who can introduce you to prospects
Connections
VP+ connections
Internal connections (with other coworkers)

50. Earliest Adopter
Ed Bierdeman
Most Popular
Ammar Shami
LinkedIn Icebreaker
Most Connected
Andrea Venturato
Most Endorsed
Kelly Nugent

51. 5
LinkedIn Social Selling Index for this Group
InsideSales.com
Virtual Summit
Today’s Webinar
Attendees
Industry
Average
46 45
21
100

52. 5
2
Changes in SSI Score for 2014 Attendees
2014 attendees have increased their relationships and social brand scores
Right
People
13 12
Relationships
11 13
Insights
7 6
Social
Brand
14
17
2013
2014

53. Showcase your skills
professional brand
Use the right tone
What would prospects or customers want to
know about you? Be descriptive. Tell your story.
Complete your profile
Aim for 100% profile completeness
Add rich content
Slideshare deck, presentation video, etc.
Add skills and generate endorsements

54. Check who viewed you
right people
View prospects
View details of potential prospects in your 1st ,
2nd , and 3rd degree networks
Expand your viewing
Use Lead Recommendations to find more
prospects at your accounts
Your activity drives views of your profile. Engage
with relevant people who look at you.
Proactively search
Use advanced search & Lead Builder to pinpoint
people more efficiently

55. insights
Reach out to prospects
Share valuable information
Post relevant content that can help you
become a trusted source of insight
Stay in the know
Join groups and follow your prospects, customers,
and their competitors to keep up to date
Engage with your network
Share, like, and comment on content posted
from your network
Reach your prospects with InMails,
connection requests, and other messages

56. relationships
Focus on decision makers
Focus on connecting to senior level
people at your prospects and customers
Connect with contacts
Connect with your network and with
prospects after introductions
Connect internally
Your colleagues will be able to provide
you warm introductions

59. Founder & Chief
Strategy Officer
InsideSales.com
Head of Marketing
for Sales Solutions
LinkedIn