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Social Selling with the Sharks
Sharing the BEST Social Selling Stories of 2013
September 25, 2013
Agenda
• Event Hashtag
• Our Sponsors
• Meet the Sharks
• Rules & Procedures
• Story Submissions & Discussion
• Announcement of Winners
• Wrap-Up
#SocialSharks
Event Hashtag
Thank You to our Sponsors!
www.linkedin.com www.contactmonkey.com
www.insideview.com www.salesloft.com
www.crushpath.com
www.social123.com
www.socedo.com www.nimble.com
Follow The Sharks!
Barbara Giamanco
Social Centered Selling
@barbaragiamanco
www.linkedin.com/in/barbaragiamanco
Jill Rowley
Oracle
@jill_rowley
www.linkedin.com/in/jillrowley
Kurt Shaver
The Sales Foundry
@salesfoundry
www.linkedin.com/in/kurtshaver
Brandon Uttley
Sales Performance International
@solutionselling
www.linkedin.com/in/brandonuttley
Jon Ferrara
Nimble.com
@jon_ferrara
www.linkedin.com/in/jonvferrara
Ken Krogue
InsideSales.com
@kenkrogue
www.linkedin.com/in/kenkrogue
Kyle Porter
Sales Loft
@salesloft
www.linkedin.com/in/kyleporter
Anneke Seley
Reality Works Group
@salesloft
www.linkedin.com/in/annekeseley
Amar Sheth (The Moderator)
Sales for Life
@amarsheth
http://www.linkedin.com/in/amarsheth
Rules & Procedures
• This presentation will be available to everyone
with links to all story submissions.
• Panelists will be judging each story based on:
– Originality
How innovative are their sales methods?
– Scalability
Can other sales professionals replicate their methods?
– Effectiveness
Have their methods resulted in new business?
– Inspiring
Have their sales methods inspired others on their team to emulate?
And Now…the Stories
Submission #1: Islem Yezza
http://ca.linkedin.com/in/islemyezza
Secret Sauce
• Using LinkedIn Groups
• Ranking high in Google organic results
Results
• $3M deal
• $1.5M opportunity in the pipeline
• Video Link:
http://www.youtube.com/watch?v=4D5hC2ZaNDY
Submission #2: Jennifer MacAskill
http://ca.linkedin.com/in/jennifermacaskill
Secret Sauce
• Using LinkedIn to share success stories with similar prospect.
Results
• Advanced dialogues with prospect and pipeline growth.
• Video Link: http://www.youtube.com/watch?v=odTSsS43Hmk
Submission #3: Elio Gatto
http://ca.linkedin.com/in/eliogatto
Secret Sauce
• Uses LinkedIn to find prospects
• Uses InMails to target them
Results
• New prospect meeting and $25K in business
• Video Link: http://www.youtube.com/watch?v=VDMIbTXXQ3o
Submission #4: Jon Birdsong
http://www.linkedin.com/in/birdsong
Secret Sauce
• Practices social listening to uncover opportunities
Result
• New customer doing a trial
• Video Link: http://www.youtube.com/watch?v=kwMnKKHKHo0
Submission #5: Sander Biehn
linkedin.com/pub/sander-biehn/0/9b5/406
Secret Sauce
• Find key stakeholders using LinkedIn
• Share tailored content
• Participate in group conversations
Results
• $47M in new business from Fortune 100 client
• “We were predisposed to win.”
• Video Link: http://www.youtube.com/watch?v=e45bTXIXaOI
Submission #6: Yehuda Cagen
www.linkedin.com/in/yehudacagen
Secret Sauce
• Tailored & targeted content and blogs
• Resource guides
Results
• $100K+ in business!
• Video Link: http://www.youtube.com/watch?v=f9finfGwotU
Submission #7: Brian Lipp
http://ca.linkedin.com/in/lippbrian
Secret Sauce
• Identify & Connect with new stakeholders in new market.
• Share original and influencer content.
Results
• $688K in new business
• Video Link:
http://www.youtube.com/watch?v=yUQi9KGoAiY&feature=youtu.be
• ca.linkedin.com/in/lippbrian
Submission #8: Doug Lehman
www.linkedin.com/in/douglehman
Secret Sauce
• Videos and Video Blogging
Results
• Closed an 8 month contract with a Prospect.
• Leveraged that success story to land a few more clients.
• Video Link:
http://www.youtube.com/watch?v=F2KsaZ60HxI&feature=youtu.be
Announcement of Winners
Brian Lipp
1st Place
Jon Birdsong
Runner-up
Follow The Sharks!
Barbara Giamanco
Social Centered Selling
@barbaragiamanco
www.linkedin.com/in/barbaragiamanco
Jill Rowley
Oracle
@jill_rowley
www.linkedin.com/in/jillrowley
Kurt Shaver
The Sales Foundry
@salesfoundry
www.linkedin.com/in/kurtshaver
Brandon Uttley
Sales Performance International
@solutionselling
www.linkedin.com/in/brandonuttley
Jon Ferrara
Nimble.com
@jon_ferrara
www.linkedin.com/in/jonvferrara
Ken Krogue
InsideSales.com
@kenkrogue
www.linkedin.com/in/kenkrogue
Kyle Porter
Sales Loft
@salesloft
www.linkedin.com/in/kyleporter
Anneke Seley
Reality Works Group
@salesloft
www.linkedin.com/in/annekeseley
Amar Sheth (The Moderator)
Sales for Life
@amarsheth
http://www.linkedin.com/in/amarsheth
Wrap-Up
Parting messages:
• Contact any one of the Sharks via LinkedIn
with questions/help/guidance!
• Use social. It’s not difficult, it’s different.
• These success stories are a testament to
what’s possible.
See you at the next event!

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Social selling with the sharks: Successful social selling stories

  • 1. Social Selling with the Sharks Sharing the BEST Social Selling Stories of 2013 September 25, 2013
  • 2. Agenda • Event Hashtag • Our Sponsors • Meet the Sharks • Rules & Procedures • Story Submissions & Discussion • Announcement of Winners • Wrap-Up
  • 4. Thank You to our Sponsors! www.linkedin.com www.contactmonkey.com www.insideview.com www.salesloft.com www.crushpath.com www.social123.com www.socedo.com www.nimble.com
  • 5. Follow The Sharks! Barbara Giamanco Social Centered Selling @barbaragiamanco www.linkedin.com/in/barbaragiamanco Jill Rowley Oracle @jill_rowley www.linkedin.com/in/jillrowley Kurt Shaver The Sales Foundry @salesfoundry www.linkedin.com/in/kurtshaver Brandon Uttley Sales Performance International @solutionselling www.linkedin.com/in/brandonuttley Jon Ferrara Nimble.com @jon_ferrara www.linkedin.com/in/jonvferrara Ken Krogue InsideSales.com @kenkrogue www.linkedin.com/in/kenkrogue Kyle Porter Sales Loft @salesloft www.linkedin.com/in/kyleporter Anneke Seley Reality Works Group @salesloft www.linkedin.com/in/annekeseley Amar Sheth (The Moderator) Sales for Life @amarsheth http://www.linkedin.com/in/amarsheth
  • 6. Rules & Procedures • This presentation will be available to everyone with links to all story submissions. • Panelists will be judging each story based on: – Originality How innovative are their sales methods? – Scalability Can other sales professionals replicate their methods? – Effectiveness Have their methods resulted in new business? – Inspiring Have their sales methods inspired others on their team to emulate?
  • 8. Submission #1: Islem Yezza http://ca.linkedin.com/in/islemyezza Secret Sauce • Using LinkedIn Groups • Ranking high in Google organic results Results • $3M deal • $1.5M opportunity in the pipeline • Video Link: http://www.youtube.com/watch?v=4D5hC2ZaNDY
  • 9. Submission #2: Jennifer MacAskill http://ca.linkedin.com/in/jennifermacaskill Secret Sauce • Using LinkedIn to share success stories with similar prospect. Results • Advanced dialogues with prospect and pipeline growth. • Video Link: http://www.youtube.com/watch?v=odTSsS43Hmk
  • 10. Submission #3: Elio Gatto http://ca.linkedin.com/in/eliogatto Secret Sauce • Uses LinkedIn to find prospects • Uses InMails to target them Results • New prospect meeting and $25K in business • Video Link: http://www.youtube.com/watch?v=VDMIbTXXQ3o
  • 11. Submission #4: Jon Birdsong http://www.linkedin.com/in/birdsong Secret Sauce • Practices social listening to uncover opportunities Result • New customer doing a trial • Video Link: http://www.youtube.com/watch?v=kwMnKKHKHo0
  • 12. Submission #5: Sander Biehn linkedin.com/pub/sander-biehn/0/9b5/406 Secret Sauce • Find key stakeholders using LinkedIn • Share tailored content • Participate in group conversations Results • $47M in new business from Fortune 100 client • “We were predisposed to win.” • Video Link: http://www.youtube.com/watch?v=e45bTXIXaOI
  • 13. Submission #6: Yehuda Cagen www.linkedin.com/in/yehudacagen Secret Sauce • Tailored & targeted content and blogs • Resource guides Results • $100K+ in business! • Video Link: http://www.youtube.com/watch?v=f9finfGwotU
  • 14. Submission #7: Brian Lipp http://ca.linkedin.com/in/lippbrian Secret Sauce • Identify & Connect with new stakeholders in new market. • Share original and influencer content. Results • $688K in new business • Video Link: http://www.youtube.com/watch?v=yUQi9KGoAiY&feature=youtu.be • ca.linkedin.com/in/lippbrian
  • 15. Submission #8: Doug Lehman www.linkedin.com/in/douglehman Secret Sauce • Videos and Video Blogging Results • Closed an 8 month contract with a Prospect. • Leveraged that success story to land a few more clients. • Video Link: http://www.youtube.com/watch?v=F2KsaZ60HxI&feature=youtu.be
  • 19. Follow The Sharks! Barbara Giamanco Social Centered Selling @barbaragiamanco www.linkedin.com/in/barbaragiamanco Jill Rowley Oracle @jill_rowley www.linkedin.com/in/jillrowley Kurt Shaver The Sales Foundry @salesfoundry www.linkedin.com/in/kurtshaver Brandon Uttley Sales Performance International @solutionselling www.linkedin.com/in/brandonuttley Jon Ferrara Nimble.com @jon_ferrara www.linkedin.com/in/jonvferrara Ken Krogue InsideSales.com @kenkrogue www.linkedin.com/in/kenkrogue Kyle Porter Sales Loft @salesloft www.linkedin.com/in/kyleporter Anneke Seley Reality Works Group @salesloft www.linkedin.com/in/annekeseley Amar Sheth (The Moderator) Sales for Life @amarsheth http://www.linkedin.com/in/amarsheth
  • 20. Wrap-Up Parting messages: • Contact any one of the Sharks via LinkedIn with questions/help/guidance! • Use social. It’s not difficult, it’s different. • These success stories are a testament to what’s possible. See you at the next event!