Inside Sales and Social Selling for Extreme Results - Apttus Accelerate 2015 - by Ken Krogue

APTTUS ACCELERATE 2015

KEN KROGUE

FOUNDER & PRESIDENT

INSIDESALES.COM

Inside Sales and Social Selling for Extreme Results

BACKGROUND

The next generation...

Definition of Inside SalesInside Sales is Professional Sales Done Remotely

Man + machine

specialization

The sales revolution...

Leading indicators

(1st downs)

Move the levers…

2.00

2.25

2.50

2.75

3.00

3.25

3.50

3.75

2008 2009 2010 2011 2012

Mill

ions Outside Sales

Inside Sales

Source: 2009 infoUSA/MIT Study

15x

2009 / 2013 Market study

InInclue

IMMEDIATE RESPONSE

http://bit.ly/lrmstudy

BRAD PITTMONEYBALL

BILLY BEANE – OAKLAND A’S

Recruit by the numbers

6’4” 200 lbs, 23rd pick 1st round 5’10” 160 lbs 314th pick 13th round

3x 3x All-StarAll-Star

World World Series Series ChampionChampion

Silver Silver Slugger Slugger AwardAward

Oakland A’s Annual Payroll 2013

http://www.sportingcharts.com

Oakland A’s Most Wins 2012-2013

http://www.sportingcharts.com

Cost per Win

TIMES ARE CHANGING

2012 2013

DIGITAL MEDIA RULES…

Why?

Immediate,

Measurable,

Results…

Is social mediaactually being used

to sell?

I don’t think so

What is social actually being

used for?

• Recruiting• Awareness• Listening• Qualifying• Messaging• Prospecting• Lead Gen

Is social media working?

http://bit.ly/2015TrendsReport

SOCIAL CURRENCY

http://bit.ly/No1SocialCurrency

Cold calling is dead…

15X

Platforms

HIGH GROWTH MEDIA

Platform

Companies Using Social?• 43% No strategy in place• 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 for lead generationEloqua research study

Social media Certification

1. CORE

2. Coach

3. Curator

4. Creator

5. Collaborator

6. Consultanthttp://bit.ly/socialcert

The 6 Levels of Social Media

The 6 C’s1. Core2. Coach3. Curator4. Creator5. Collaborator6. Consultant

7 level content strategy

7 Content Levels1.Influencer2.Industry3.Company4.Product5.Proof6.Sales7.Client

How we apply the 7 levels

1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client

Famous peopleInside sales industryInsideSales.comImmediate responseMIT / HBR / Case StudiesWhy you need itHow it works

Content Strategies

Social Nurturing A = AwareC = CuriosityQ = QualifyU = Understand I = InterestR = RelevancyE = Engage

Ask the right Question

A = Aware………………….C = Curiosity………………Q = Qualify………………..U = Understand………….. I = Interest………………..R = Relevancy…………….E = Engage……................

Have you heard?Did you know?What do you do?What do we do?Is it cool?Do we need it?Shall we talk?

Tools

AND

STRATEGIES

Jeffrey harmon

orabrush

Strategy #1downloads

blog formsslideshare.net

(Pro)

Strategy #2Job Postings

LinkedInMonster

CareerBuilderClassifieds

Strategy #3Customer Referrals

#1 SAE

Strategy #4Job Change

Alerts

with linkedin & IFTTT

@[email protected]/in/kenkrogueforbes.com/sites/kenkrogue

Let’s Connect!

Q&A