KEN KROGUE PRESIDENT AND FOUNDER INSIDESALES.COM INSIDE SALES AND SOCIAL SELLING FOR EXTREME RESULTS
Jul 12, 2015
KEN KROGUE
PRESIDENT AND FOUNDER
INSIDESALES.COM
INSIDE SALES AND
SOCIAL SELLING FOR
EXTREME RESULTS
BACKGROUND
IS SOCIAL
SELLING
WORKING?
http://bit.ly/ForbesSocialSellers
SOCIAL
CURRENCY
http://bit.ly/No1SocialCurrency
DEFINITION OF INSIDE SALES
Inside Sales is
Professional Sales Done Remotely
MARKET SIZE
http://bit.ly/is-resources
Copyright © InsideSales.com Inc. All Rights Reserved
Inside Sales Industry Growth
Source: 2009 infoUSA/MIT Study
15x
ORIGINAL 2009 MARKET SIZE STUDY
Copyright © InsideSales.com Inc. All Rights Reserved Source: BLS.gov & 2013 Market Size Study
INSIDE SALES GROWTH 2013
3x2,700,996 2,806,335 2,915,782 3,389,052
0
2
4
6
8
10
12
14
2011 2012 2013 2020
Mil
lio
ns Outside Sales
Inside Sales
Copyright © InsideSales.com Inc. All Rights Reserved
US TOTAL GROWTH OF INSIDE SALES
1,974 1,9682,202
2,339 2,381 2,424 2,466 2,509 2,551 2,594 2,636
0
1000
2000
3000
2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020No
n-R
eta
il In
sid
e S
ale
s
Re
ps
(th
ou
sa
nd
s)
42,400 New
Inside Sales
Reps Per Year
InInclue
IMMEDIATE RESPONSE
http://bit.ly/lrmstudy
Copyright © InsideSales.com Inc. All Rights Reserved 2007-2013 ResponseAudit Research Studies
RESPONSE REPORTS
Cloudforce 2010 472 30.7% 49:49 1.32
LeadsCon East 2010 57 35.1% 56:05 2.00
Dreamforce 2011 3,051 51.4% 57:28 1.20
AA-ISP 2011 159 54.7% 40:24 2.60
AA-ISP 2012 696 64.2% 39:20 2.05
Dreamforce 2012 2,148 55.0% 38:30 1.57
Distance Education 69 73.0% 24:18 3.48
LeadsCon 2013 311 49.8% 17:17 1.63
AA-ISP 2013 760 58.6% 31:08 1.65
CompaniesResponse
Time% Responded
Response Attempts
Avg
39:22Avg
1.50only
27%
MOST EFFECTIVE LEAD GENERATION
1 Company Website 15 Public Relations2 Email 16 Twitter3 Tradeshows, Conferences 17 Online Display Ads4 Inside Sales++ 18 Online Video5 Webinars, Webcasts 19 Google+6 Linkedin 20 Rich media 7 Search Marketing 21 Radio8 Sponsorships 22 TV Advertising9 Direct Mail 23 Virtual, On-Demand Events
10 Seminars 24 Other Web 2.0 Tools11 Telemarketing 25 Other12 Blogs 26 Pinterest13 Facebook 27 Outdoor Media14 Print Advertising
Copyright © InsideSales.com Inc. All Rights Reserved
CONVERSION RATES BY SOURCE
New .
Attempting Contact
Contacted / Appt Set
Qualified
Closed
100.0%
76.4%
10.2%
2.3%
0.2%
Lists
100.0%
50.3%
40.7%
38.1%
7.3%
Referrals
100.0%
51.5%
23.1%
18.7%
1.8%
Paid Search
100.0%
38.4%
10.8%
3.3%
0.6%
Tradeshow
100.0%
40.6%
34.0%
16.8%
0.4%
Vendor
100.0%
22.7%
21.9%
16.1%
0.5%
Inbound Leads
New .
Attempting Contact
Contacted / Appt Set
Qualified
Closed
SPECIALIZATION
TOOLS - $2,280 PER REP PER YEAR
72%
39%
67%83%
28% 31%
8% 10% 12%0%
20%
40%
60%
80%
100%
Preferred Contact Method
98%
25%
PREFERRED CONTACT METHOD
http://bit.ly/is-resources
84% 79% 81% 86%
17%
49%
18% 15% 17%
0%
20%
40%
60%
80%
100%
Likely to Respond
93%
25%
LIKELY TO RESPOND
http://bit.ly/is-resources
84% 79% 81% 86%
17%
49%
18% 15% 17%
72%
39%
67%83%
28% 31%
8% 10% 12%0%
20%
40%
60%
80%
100%
Likely to Respond Preferred Contact Method
98%
93%
25%
COMMUNICATION AT WORK
http://bit.ly/is-resources
HARD TO REACH: PREFERRED METHOD
THINGS ARE CHANGING
2012 2013
15X
PLATFORMS
What is working for B2B?
HOW DO BUYERS RESEARCH YOU?
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
THE 6 CORE SKILLS
The 6 Core Skills
1. Complete
2. Content
3. Community
4. Connect
5. Comment
6. Call to Action
SKILL #1
COMPLETE
The 6 P’s of Completion
•Purpose
•Platform
•Plan
•Prepare
•Profile
•Persist
Complete profiles are 40x
more likely to receive
opportunities:
Completed profile?
• Industry
• Location
• Current position
• 2 past positions
• Your education
• Skills (3)
• Photo
• 50 connections
CONTENT STRATEGIES
Content Levels
1. Influencer
2. Industry
3. Company
4. Product
5. Proof
6. Sales
7. Client
Social Nurturing
A = Aware
C = Curiosity
Q = Qualify
U = Understand
I = Interest
R = Relevancy
E = Engage
ASK THE 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?
THE RIGHT
TOOLS
SOCIAL CONNECTION TOOLS
• Basic
• Connections App
• Premium
• Sales Navigator
• Tweepi
• Tweetadder
• Socedo
• Insightpool
STRATEGY #1
JOB POSTINGS
MONSTER
CAREERBUILDER
CLASSIFIEDS
STRATEGY #2
CUSTOMER
REFERRALS
#1 SAE
STRATEGY #3
JOB CHANGE
ALERTS
WITH LINKEDIN &
IFTTT
forbes.com/sites/kenkrogue
kenkrogue.com
linkedin.com/in/kenkrogue
@kenkrogue
Let’s Connect!
Q&A Look for my next Forbes Article coming out on Social Media this Week!