31 Social Selling Tips, Tools, and Best Practices for Inside Sales Reps

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ADP asked me to do a custom webinar for their 1000 inside sales reps. We were first talking about doing a webinar on my 31 Twitter Tips article on Forbes, but I changed it dramatically to pull the best Social Selling tips from all elements of Social Media. 7 Levels of Social Media: 1- Core 2- Coach 3- Curator 4- Contributor 5- Collaborator 6- Campaigner 7- Consultant From Forbes: How to Be a Social Media Missionary 6 Core Skills of Social Media 1- Complete 2- Content 3- Community 4- Connect 5- Comment 6- Call-to-Action Tip 1: Purpose Tip 2: Passion Tip 3: Plan Tip 4: Platform Tip 5: Prepare Tip 6: Profile Tip 7: Grab your name Tip 8: Great Picture Tip 9: Define your brand Tip 10: Keywords Tip 11: Hashtags Tip 12: Get your scores Tip 13: Publish your IDs Tip 14: Curate & Create Content Tip 15: Content Tools Tip 16: Social Nurturing Tip 17: Sales Funnel Content Tip 18: Target Accounts Tip 19: Job Postings Tip 20: Workflow Tip 21: Target Contacts Tip 22: Lists Tip 23: List Tools Tip 24: Target Groups Tip 25: Connection Strategies Tip 26: Connection Tools Tip 27: Awareness Campaigns Tip 28: Customer Referral Campaigns Tip 29: Referral Campaigns Tip 30: Show Some LUV Campaigns Tip 31: Job Change Alerts with IFTTT

Ventes Médias sociaux

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

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

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

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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