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Social Selling: LinkedIn & Hootsuite for Competitive Intelligence - Jamie Shanks
LinkedIn & Hootsuite for Competitive Intelligence
Managing Partner @ Sales for Life
Reps sick of scratching & clawing for deals
Every month, the sales rep feels like they start at 0
Few reps have a perpetual lead gen machine
How did they win that account?
“The deal came out of no where!”
How did your competition unearth that deal??
But the Fundamental Challenge is:
Your buyer has changed!
70% of their buying process is done,
BEFORE your sales reps involvement
Decision-Makers need corporate buy-in (committees)
Result: You’re losing deals, long before
you’ve realized they’re lost!
Clients are discovering & trusting your competition
first, because they’re adding value online.
Long before your reps start a phone relationship.
Question to ask your team…
Why aren’t you picking up your competition’s
If you can’t be first to a deal…
STEP #1 LinkedIn Signal
Org chart the sales department @ your competition.
Depending on sales reps role in the organization, you can begin
to plot their RELATIONSHIP to a prospect.
What should I be looking for?
Lead Generation – They are kicking off a relationship
You still have time to develop your relationship
The prospect is now actively gathering solutions
Sales (Quota Carrying) – The prospect is in an active buying mode.
You need to being adding value quickly.
You have only weeks/month to get engaged as Inception is happening.
Sales Engineer – The prospect is at the vendor evaluation phase.
You have minimal time to find a way into the prospects evaluation.
There is a higher likelihood you will not win this deal.
Account Manager - The prospect is a client with your competitor.
You can begin planning how to steal this account.
STEP #2 Competitors Recommendations
Check your competitors recommendations Received + Given
STEP #3 Track Events & Tradeshows
Track a competitors user conference:
Pre-event - their clients, partners, vendors are the first to Retweet event #. Compile
During event - capture attendees. You can map both existing clients (to steal account)
or interested prospects that have attended.
Track not only competitive tradeshows, but industry specific and/or user conferences
hosted by “Emulators” (sell to same buyer persona). Great new database.
Not attending? Generate leads from the event!
on Digital Media
Geocode – capture everyone in the room!
Change Geocode + distance
to 0.5 KM around building