Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
Social Selling
LinkedIn & Hootsuite for Competitive Intelligence
Jamie Shanks
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 perpetua...
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 invo...
Result: You’re losing deals, long before
you’ve realized they’re lost!
Clients are discovering & trusting your competition...
Question to ask your team…
Why aren’t you picking up your competition’s
“Social Breadcrumbs”?
Remember this…
If you can’t be first to a deal…
BE SMARTER!
STEP #1 LinkedIn Signal
Org chart the sales department @ your competition.
Depending on sales reps role in the organizatio...
What should I be looking for?
Lead Generation – They are kicking off a relationship
You still have time to develop your re...
LinkedIn Signal
Track their connections!
Amplify with LinkedIn Sales Navigator
Instantly maps your entire sales force:
Who in your organization is connected to a c...
LinkedIn Mobile – Target an individual
How do we use this intelligence?
STEP #2 Competitors Recommendations
Potential Prospect
Check your competitors recommendations Received + Given
STEP #3 Track Events & Tradeshows
#KronosWorks13
Track a competitors user conference:
Pre-event - their clients, partners,...
Not attending? Generate leads from the event!
#FORRFORUM
Sales Enablement
on Digital Media
Geocode – capture everyone in the room!
Change Geocode + distance
to 0.5 KM around building
Geocode – Palmer House, Chicago
Contact Us
Jamie Shanks, MBA
Managing Partner
Main: 905-502-5512 x4009
Cell: 416-409-4999
Email: jamie@salesforlife.com
Li...
Social Selling: LinkedIn & Hootsuite for Competitive Intelligence - Jamie Shanks
Prochain SlideShare
Chargement dans…5
×

Social Selling: LinkedIn & Hootsuite for Competitive Intelligence - Jamie Shanks

Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2

Jamie Shanks - Managing Partner at http://www.salesforlife.com

LinkedIn: http://www.linkedin.com/in/jamestshanks
Twitter: https://twitter.com/james_t_shanks

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

  • Soyez le premier à commenter

Social Selling: LinkedIn & Hootsuite for Competitive Intelligence - Jamie Shanks

  1. 1. Social Selling LinkedIn & Hootsuite for Competitive Intelligence Jamie Shanks Managing Partner @ Sales for Life
  2. 2. 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
  3. 3. How did they win that account? “The deal came out of no where!” How did your competition unearth that deal??
  4. 4. 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)
  5. 5. 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.
  6. 6. Question to ask your team… Why aren’t you picking up your competition’s “Social Breadcrumbs”?
  7. 7. Remember this… If you can’t be first to a deal… BE SMARTER!
  8. 8. 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.
  9. 9. 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.
  10. 10. LinkedIn Signal Track their connections!
  11. 11. Amplify with LinkedIn Sales Navigator Instantly maps your entire sales force: Who in your organization is connected to a competitor?
  12. 12. LinkedIn Mobile – Target an individual
  13. 13. How do we use this intelligence?
  14. 14. STEP #2 Competitors Recommendations Potential Prospect Check your competitors recommendations Received + Given
  15. 15. STEP #3 Track Events & Tradeshows #KronosWorks13 Track a competitors user conference: Pre-event - their clients, partners, vendors are the first to Retweet event #. Compile list. 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. Clients Channel Partners Vendors
  16. 16. Not attending? Generate leads from the event! #FORRFORUM Sales Enablement on Digital Media
  17. 17. Geocode – capture everyone in the room! Change Geocode + distance to 0.5 KM around building
  18. 18. Geocode – Palmer House, Chicago
  19. 19. Contact Us Jamie Shanks, MBA Managing Partner Main: 905-502-5512 x4009 Cell: 416-409-4999 Email: jamie@salesforlife.com LinkedIn: http://www.linkedin.com/in/jamestshanks Twitter: @james_t_shanks

×