Featuring Ken Krogue, President and Founder at InsideSales.com, and Koka Sexton, Social Selling Expert at LinkedIn Ken Krogue made headlines in 2014 when he declared that cold calling was dead. The writing's on the wall: the sales process has fundamentally changed and buyers are harder to reach than ever before. Many traditional sales organizations still mistakenly believe the quickest and most effective way to set up meetings with prospects is dialing alone. Instead, a better strategy is to leverage social selling on LinkedIn to help speed up the process, warm up the introduction and land the account. Join Ken and LinkedIn's Koka Sexton (recognized by Forbes as one of the world's most influential social selling leaders) for an engaging discussion on how to use LinkedIn to create a winning strategy that will result in more conversations -- and ultimately, more closed deals. In this webinar, you will learn: -How to use LinkedIn to create your professional brand, find the right prospects and engage customers -Best practices for closing deals faster with social signals -Four simple steps you can do tomorrow to help you win

1. webinar Featuring:
Featuring: Ken Krogue, President and
Founder at InsideSales.com and Koka Sexton,
Social Selling Expert at LinkedIn
BEYOND COLD CALLING:
BRIDGING SOCIAL SELLING
WITH INSIDE SALES FOR A
WINNING STRATEGY

2. Koka Sexton
Social
Media
&
Content
LinkedIn
linkedin.com/in/KokaSexton
Today’s Speakers
Ken Krogue
President
&
Founder
InsideSales.com
linkedin.com/in/KenKrogue

3. HOW THIS WILL WORK
• This webinar will last about an hour
• Type your questions in the Q&A box as you think of them
• Join the conversation using #InsideSalesWebinar
• This is being recorded… I’ll tell you how to access the
recording at the end

4. POLL QUESTION
• Multiple Choice Answers

5. WEBINAR RECORDING & FREE RESOURCES
• Tomorrow we will email you a link to today’s recorded
webinar. Feel free to share it with your colleagues.
• Take advantage of the resources available for download.

6. 6
Agenda
• State of The Cold Call
• Evolution of Inside Sales
• The Opportunity for Social
• Bridging the Gap
• Takeaways

7. STATE OF THE COLD CALL

8. 2013
“COLD CALLING
IS DEAD”
PAST WEBINARS
12,346

9. #1 ON FORBES.COM!
History thread of the Cold Calling &
LinkedIn events:
• Steve Masters began with this article
published on Business2Community
(B2C).
• Ken Krogue replied on Forbes.
• Article went viral over the weekend.
• Ken Krogue hosted a live Google
Hangout.
• Steve Masters replied to Ken Krogue's
Forbes & Google.

10. EVOLUTION OF INSIDE SALES
10

11. Contact Cadence
• Impression Marketing
Mail à Call à Campaign
Call à Fax à Call

12. UltimateMotorCycle.comArmChairGeneral.com
Specialization

13. © 2004 Sales Team Automation, LLC. – Confidential and Proprietary
The Leverage of Multi-­Media Contact
Cadence
Impression MarketingTM

14. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer Increase
Calls
Contacts
Leads
Closes
(-­-­-­-­-­Generalist-­-­-­-­-­-­-­-­ Specialist)
It Started with Making Calls

15. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer Increase
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1 4 X
(-­-­-­-­-­Generalist-­-­-­-­-­-­-­-­ Specialist)
Specialization and the Dialer
Productivity Increased Fourfold

16. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1
(-­-­-­-­-­Generalist-­-­-­-­-­-­-­-­ Specialist)
90%
Receptionist
Voicemail
But There was a New Idea…

17. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1
(-­-­-­-­-­Generalist-­-­-­-­-­-­-­-­ Specialist)
90%
Receptionist
Voicemail
Progress the Sale on Every Call

18. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1
(-­-­-­-­-­Generalist-­-­-­-­-­-­-­-­ Specialist)
90%
Receptionist
Call-­FAX-­Call
7:45 of Calling
460 Dials
298 Faxes
11 Sales
8 Sales = 6 weeks later
Leverage of ‘Fax Impressions’

19. webinar Featuring:
Call à FAX à Call
1st Month 2nd Month 3rd Month 4th Month 5th Month
1% 3.5%

20. webinar Featuring:
Steve Tate
20,000 Fax Numbers
20,000 @ 1% = 200 leads
Per month with no calling

21. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1
Media 50% 100
Leverage of ‘Media Impressions’
@ 5%
+5=10

22. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1
Media 50% 100
VM 50% 100
Leverage of ‘Voice Impressions’
@ 5%
+5+5=15
@ 5%

23. webinar Featuring:
©
2004,
2016
InsideSales.com
– Confidential
and
Proprietary
Ratios Manual Dialer
Calls 50 200
Contacts 10% 5 20
Leads 25% 1.25 5
Closes 20% .25 1
Social 50% 100
VM 50% 100
Leverage of ‘Impressions’
@ 5%
+5+5=15
@ 5%
12X
Increase!

24. THE BUYER HAS CHANGED
5.4 75% 90%
key influencers in B2B
buying decision
of B2B buyers now use
social networks to be more informed
on vendors
of decision makers say they never
respond to cold outreach

25. THE OPPORTUNITY FOR SOCIAL
25

26. How do we define it?
SOCIAL SELLING
26

27. SOCIAL SELLING MEASURES YOUR PERFORMANCE
AGAINST FOUR ESSENTIAL ELEMENTS: CREATE A
PROFESSIONAL BRAND, FIND THE RIGHT PEOPLE,
ENGAGE WITH INSIGHTS AND BUILD
RELATIONSHIPS

28. Social buyers also make 61% more purchases on average than
buyers who don’t use social
# of purchases made by
non-social buyers
# of purchases made by
social buyers
Source: IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling:
How Trusted Networks Improve the Purchase Experience" #247829, April 2014
For all respondents, n = 760
EASILY IDENTIFY BUYERS

29. Average spend of
non-social buyers
Average spend of social
buyers
Source: IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling:
How Trusted Networks Improve the Purchase Experience" #247829, April 2014
For all respondents, n = 760
EASILY IDENTIFY BUYERS
Compared with other B2B buyers, buyers who use social media
for purchasing spend 84% more per purchase

30. SALES PROFESSIONALS CAN PARTNER MORE EFFECTIVELYWITH
SOCIAL BUYERS BY INCREASING SOCIAL PROXIMITY, PRESENCE
AND CAPITAL
Social
proximity
Grow social networks and contribute to
conversations.
Social
presence
Manage a professional identity that is
credible, authentic, accurate,
information-rich and service oriented.
Social
capital
Do your social homework to ensure
relevancy before you reach out and
facilitate peer-to-peer
recommendations.

31. SSI
leaders
create
45%
more
opportunities
per
quarter
than
SSI
laggards.
SSI
leaders
are
51%
more
likely
to
hit
quota
than
SSI
laggards.
45%
more
opportunities
51%
more
likely
to
hit
quota
WHY IS SOCIAL SELLING IMPORTANT?

32. Sales
reps
that
exceed
quota
engage
with
prospects
39%
more
than
laggards
Sales
reps
that
that
exceed
quota
have
their
updates
engaged
98%
more
than
laggards
39%
more
engagement
98%
Engagements
received
Based
on
a
global
study
LinkedIn
ran
in
Q4
2013
of
Q3
performance
for
reps
focused
on
new
business
and
reps
focused
on
existing
business.
Respondents
reported
performance;
they
were
matched
to
their
LinkedIn
profiles
to
understand
their
SSI.SSI
leaders
have
an
SSI
> 70;
SSI
laggards
have
an
SSI
<
30
WHY IS SHARING IMPORTANT?

33. MOVING FROM ONLINE TO OFFLINE
3

34. BRIDGING THE GAP

35. Social Mediaà
Virtual Media à
Live Media
Digital
Mediaà

36. Man + Machine

37. DON’T DROP THE BATON…

39. ALIGNMENT
CONTEXT
TRUMPS
CADENCE

40. ALIGNMENT
• Social Alignment
– Who are we connected with?
– How are we connected?
– What conversations have we had?
• Lead Sources
– Where have you heard of me?
• Offer Type
– What content have you seen?
– What events have you been to?

41. KEY TAKEAWAYS

42. Prioritize your profile.
Follow key contacts and companies on LinkedIn for insights.
Look up and research prospects before dialing. Keep things personal.
Create a plan for building relationships online and offline.
4 THINGS YOU CAN DO TO START SOCIAL SELLING
42
Get Your SSI Score
https://www.linkedin.com/sales/ssi
1
2
3
4

43. Q&A
Koka Sexton
Social
Media
&
Content
LinkedIn
linkedin.com/in/KokaSexton
Ken Krogue
President
& Founder
InsideSales.com
linkedin.com/in/KenKrogue

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46. THANKS
FOR JOINING US LIVE!