1. Social Selling with LinkedIn

2. Today’s Speakers
Jamie Shanks
Jamie is one of the leading inside sales experts advocating Social
Selling & Sales 2.0. Inside sales and lead generation is Jamie’s
passion, and Jamie has built inside sales teams and models in
nearly every technology sector, ranging from start-up to Fortune
500s. Jamie is also the Toronto chapter President of the
American Association of Inside Sales Professionals.

3. Today’s Speakers
Mike Puglia
Mike is Vice President of Marketing for TimeTrade. Mike joined
TimeTrade from Salesforce.com, the world’s leading CRM and
enterprise cloud computing vendor, where he led the integration of
real-time collaboration technologies into Salesforce’s Chatter Social
Enterprise platform. Prior to his role at Salesforce, Mr. Puglia was VP
of Marketing at Dimdim, a provider of cloud-based collaboration
and web conferencing capabilities which was acquired by Salesforce
in 2010.

4. Social Selling
Driving New Business via Linkedin
Social Selling Training via Linkedin
Social Selling – Lead Generation

5. ROI of Social Selling
Most sales reps are still hunting with
2 Tools – Phone & Email
YET – Linkedin has imperial evidence…
7x open rate over traditional email
Companies like IBM increasing sales by 400%
12% - 20% Linkedin Message-to-Booked Appointment
HOW???

6. Which LinkedIn Plan?

7. Be a Thought-Leader!

8. Drive Opportunities

9. Get Sales Meetings
• Study – On average it
takes 6.2 exchanges
over 9 business days to
get a meeting with an
interested party
• TimeTrade makes it
quick and easy to get
sales appointments
with the right people

10. #1 The Secrets within Groups
What groups do I join?
1. That gather competitive intelligence
2. Verticalize – groups that “Skills” would join
3. Buyer Persona – think like your buyer
What will I gain from this?
1. Free messages to all members
2. Follow hot prospects like 1st degrees

11. Skills are SEO hunting tools

12. Save your InMails
Identify HOT prospects you are
connected with through a
Group
Click on that Groups’ link
under “Groups your share with
Person X”
Search for that same prospect
in “Search Members”
Scroll your mouse over the
prospects name – and “Send
Message” will appear
Send a winning message!

13. “Hot Prospects” in Groups
Go to Search Members, and
click Advanced.
Remember to select “MORE”,
which will allow you to filter
current roles and get very
granular!
TIP: In the title, you can enter
multiple titles + use Boolean
(quoted/AND/OR/””) to
separate the search. You can
also include a Keyword. Start
broad and add filters to make
targeted lists!

14. Follow “Hot Prospects” in 1st Degree
TIP – You can follow 5,000 prospects EXACTLY like a 1st Degree connection!
Their updates are now 100% viewable in your updates.

15. #2 Timing – within Followers
If I cold call you, I have no idea you are at your desk…
If I email you, my email is amongst 100 other emails…
But if I use Linkedin as a TIME TRIGGER – I know EXACTLY when
you are MOST LIKELY to be available.
I WILL CALL YOU RIGHT NOW!

16. Timing – within Signals
This is Google Alerts on Steroids!
Imagine monitoring all conversations
in Linkedin, based on keywords &
trigger events very relevant to you.
You can travel 3rd degrees of
separation!
- Competitive Intelligence
- Prospects seeking answers
- Conversations to add value
Create numerous searches and
monitor daily for opportunities.

17. #3 Attack Followers
Follow all of your past client success stories.
The most receptive prospects to your
message are following your clients – here’s
the Social Dynamics:
3 TYPES OF FOLLOWERS
1. Human Capital Intelligence, who are they
hiring? Why?
2. Competitive Emulation – either as a direct
competitor and/or selling into likeminded
verticals, they want to see best practices.
3. They’ve done business with this client
before, and would be trusting of their
opinions.

18. Client Insights – More Prospects
10 more hot prospects
They will be most receptive
to your success story!

19. Q&A
Jamie Shanks Mike Puglia
905-502-5512 x4009 1.978.654.6800
Jamie@salesforlife.com mpuglia@timetrade.com
www.salesforlife.com www.timetrade.com
@james_t_shanks @timetrade
LinkedIn: jamieshanks2012