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

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31 Social Selling Tips for Inside Sales Reps Ken Krogue Founder and President InsideSales.com


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Background


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#2 Social Sales Influencer


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Social Media Levels 7 Levels of Social Media Core Coach Curator Contributor Collaborator Campaigner Consultant


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Core 6 Core Skills of Social Media Complete Content Community Connect Comment Call-to-Action


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Core


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Tip #1: Purpose Complete Your Profile Purpose Passion Plan Platform Prepare Profile What is your Purpose? ?


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Start with Why


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Purpose: Why Use Social Media? 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


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#1 Purpose Leads Trigger Points Qualification Communication Media Bridging Amplification Awareness Call to Action


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#2 Passion


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#3 Plan 1 Tip per day for 31 Days


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#3 Plan


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#4 Platform 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


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Social Strategy = ACQUIRETM Social Nurturing A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage


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Social Strategy LinkedIn = Foundation Twitter = Megaphone!


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High Growth vs Average Growth Firms Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery 15X


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Platforms:


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#5 Prepare Learn all you can! Gather your resources


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#6 Profile


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Content


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Profile Content Complete Your Core Content Bio Brand Background Backstory Beliefs Benefits 4 ? 1 ? 1 Content


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#7 Grab your Name and #8 Picture LinkedIn Twitter


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#9 Define Your Brand


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#10 Keywords & #11 Hashtags Divert a River Don’t Dig a Well


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Research hashtags & keywords Twitter Twitter Toolbar Hashtags.org Topsy WeFollow.com Google Keyword Planner Tool


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Topsy


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#12 Get Your Scores SSI Klout Score


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#12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index


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#13 Publish Your ID’s 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


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#14 Content Strategies Curate other Content Share Company Content


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#15 Content Tool Hootsuite Tweetdeck Sprout social Bufferapp


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Hootsuite


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Tweetdeck


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Sprout social


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Bufferapp


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#16 Social Nurturing ACQUIRETM A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage Aware = PR Curiosity = Research Qualify = ANUM Understand = Educate Interest = Cool Relevant = Need Engage = Action


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#17 Sales Funnel Content 7 Content Levels Influencer Industry Company Product Proof Sales Client Lead Down the Funnel


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Lead with Content


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Guide with Content


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Educate with Content


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#17 Qualify with Social Data BANT = OLD B = Budget A = Authority N = Need T = Timing ANUM = NEW A = Authority N = Need U = Urgency M = Money


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Community


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#18 Target Accounts Size Geo Industry Growth Job Postings Funding Former Executive Customer Competitor


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#19 Job Postings LinkedIn Monster Careerbuilder Classifieds


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#20 Workflow IFTTT.com if this then that…


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#21 Target Contacts Title Level Title Function Role Defined Former Customer Knows a Customer Knows an Executive


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#22 Lists Industry Competitors Prospects Partners Customers


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#23 List Tools SalesLoft Birdhouse Newsle


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SalesLoft


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How to Make a Twitter List


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Birdhouse


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Newsle


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#24 Target Groups industry networking education geo


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Connect


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#25 Connection Strategies 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


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#26 Connection Tools LinkedIn LinkedIn Basic LinkedIn Premium LinkedIn Sales Navigator Twitter Tweepi Tweetadder Socedo Insightpool


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The Right Tools


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LinkedIn Premium


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LinkedIn Sales Navigator


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Facebook Hobbies Friends Family Likes


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Instagram (Young- people) family images


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Tweepi


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Tweetadder


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Socedo


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Insightpool


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Comment Call-to-Action Campaigns


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#27 Awareness Campaigns Thunderclap Event Cross-media


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#28 Customer Referral Campaigns #1 SAE


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#29 Referral Campaigns Trade in the currency of leads


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#30 Show Some LUV Campaigns Comments Shares Favorites Retweets


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#31 Job Change Alerts with IFTTT


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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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