#quotacrusher - shift selling, inc.shiftselling.com/files/webinars/using_linkedin_the... · ralf...

How to Use LinkedIn, News, & Social

Media to CRUSH YOUR QUOTA

March 12, 2013

Craig Elias

Ralf VonSosen

Jamie Shanks

Colleen Honan

Juilo Viskovich

The Moderator

Founder & CEO

Sales Op Shop

Selling Power Magazine

#QuotaCrusher

Questions Via Twitter

Q & A

#QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 3 of 16

GG@SellingPower.com +1.540.752.7000

Photograph by EwanNicholson.ca

#QuotaCrusher

Trigger Event Selling™ Book

Gerhard Gschwandtner “This process is destined to expand the traditional division of the sales team into hunters and farmers by adding

a new category: the trapper.”

Steven M.R. Covey “… simple but profound truths that will help you leverage

intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers.”

Keith Ferrazzi “By combining the power of relationships with timing – what Elias and

Shanto call “Trigger Events” – the authors present a powerful sales strategy…”

Ivan Misner “Elias and Shanto have brought referrals into the 21st Century, showing you how to … capitalize on the key moments that

will bring you success in a busy, fast-paced world. This is a must read!”

#QuotaCrusher

Status Quo

#QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 4 of 16

GG@SellingPower.com +1.540.752.7000

Window of Dissatisfaction™

#QuotaCrusher

Searching For Alternatives

#QuotaCrusher

What Triggers Change? #QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 5 of 16

GG@SellingPower.com +1.540.752.7000

Events NOT Circumstances

#QuotaCrusher

Events NOT Circumstances

• Circumstances

– Falling stock price

– Shrinking margins

– Unhappy with current solution

• Trigger Events

– A competitor gets acquired

– A change decision in makers

– Win a large customer contract

– One company launches a new product

– Your competitor’s sales person moves on

© COPYRIGHT Craig Elias 2002 - 2013

#QuotaCrusher

Want Trigger Events

• Awareness

– Legal, Risk Avoidance, Economics

• Bad Experience

– People, Product, Provider

• Change

– People, Places, Priorities © COPYRIGHT Craig Elias 2002 - 2013

#QuotaCrusher

Want Funnel Fillers

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 6 of 16

GG@SellingPower.com +1.540.752.7000

Change In Decision Makers

#QuotaCrusher

Afford Trigger Events

• Can afford the time

• Can afford the money

© COPYRIGHT Craig Elias 2002 - 2013

#QuotaCrusher

Afford Funnel Movers

Justify Trigger Events

© COPYRIGHT Craig Elias 2002 - 2013

#QuotaCrusher

Justify Funnel Shakers

• Legal

• Risk Avoidance

• Economics

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 7 of 16

GG@SellingPower.com +1.540.752.7000

Three Forms of Trigger Events

Afford Funnel Movers

Justify Funnel Shakers

Want Funnel Fillers

Status

Quo

Window of

Dissatisfaction™

Searching for

Alternatives

© COPYRIGHT Craig Elias 2002 - 2013

#QuotaCrusher

Ralf VonSosen

“Connect the world’s professionals to make them more productive and successful”

LinkedIn Updates

Your connections

Follow Companies

Your updates

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 8 of 16

GG@SellingPower.com +1.540.752.7000

LinkedIn Groups

LinkedIn Notifications & WVMP

LinkedIn Signal

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 9 of 16

GG@SellingPower.com +1.540.752.7000

Social Selling Expert

“Socialize the Top of your Sales Funnel”

Training & coaching sales team’s on Social Selling.

Helps build Social Lead Generation machines for his clients.

#QuotaCrusher Jamie Shanks

Example: Signal

“Hello, we missed you”

Uses Competitor

Looking for new solution

First to add value

User of Cision

#QuotaCrusher

Example: Saved Search

#QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 10 of 16

GG@SellingPower.com +1.540.752.7000

Example: Corporate Pages

“Sphere of Influence”

“Followers”

1. Competitors

2. Emulators

3. Trusted Partners

People Also Viewed

The Decision-Makers –

1st Degree Connections

#QuotaCrusher

Example: Corporate Pages #QuotaCrusher

SVP Global Sales & Service

OneSource

#QuotaCrusher Colleen Honan

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 11 of 16

GG@SellingPower.com +1.540.752.7000

Target Vertical: BANKING

Assumptions: • You sell Office furniture • Your focus is financial services Goals: • Get a meeting with Lakeland Bank What information could be beneficial? 1. Who is their Chief Operating Officer? Facilities Officer? 2. General health of their business? 3. Upcoming projects? 4. Structure of their Operations or Facility Departments?

#QuotaCrusher

Found: COO Info #QuotaCrusher

Found: Recent news

Announced an acquisition:

Just entered into a NEW Fiscal Year:

#QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 12 of 16

GG@SellingPower.com +1.540.752.7000

Found: Company Background

• Corporate Family • Revenues • Other News

#QuotaCrusher

Julio Viskovich

Julio Viskovich

Sensei of Sales Enablement

HootSuite

#QuotaCrusher

Know Your Buyers #QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 13 of 16

GG@SellingPower.com +1.540.752.7000

Connect, Connect, Connect #QuotaCrusher

Not Just a Vendor

• Content discovery

• Create the content your

buyers find

• Schedule messages

across multiple

networks

#QuotaCrusher

Measure Success

• Owly

• Track your emails

• A/B Test your messages

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 14 of 16

GG@SellingPower.com +1.540.752.7000

Tradeshow Intelligence

#KronosWorks13

Track a competitors user conference:

1. Pre-event - their clients, partners, vendors are the first to Retweet event #. Compile

list.

2. During event - capture attendees. You can map both existing clients (to plan how

to oust incumbent) or interested prospects that have attended.

3. Expand search to likeminded events & conferences, hosted by “Emulators” (selling

to same buyer persona). Generate a great, new database.

Clients

Channel Partners Vendors

#QuotaCrusher

A sales lead “falls”… BUT

Corporate Name

Some key competitors

Macro Buzzwords

Clients

Hot Prospects

RFP’s

Industry Opportunities / Trends

Trigger Events

Marketing

Sales

#QuotaCrusher

Post Event Survey

• Complete the survey for your chance to win

– A one year subscription to HootSuite Pro

– One of three Sales 2.0 Conference Tickets

– $1,500 worth of sales coaching by Craig Elias

– One year subscription to LinkedIn Sales Navigator

– $1,500 worth of LinkedIn Training by Jamie Shanks

https://www.SurveyMonkey.com/s/QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 15 of 16

GG@SellingPower.com +1.540.752.7000

Craig Elias

• WonSales.com

• +1.403.874.2998

• Craig@TriggerEventSelling.com

Ralf VonSosen

• LinkedIn.com

• +1.650.426.6090

• RVonSosen@Linkedin.com

Jamie Shanks

• Bit.ly/42LinkedInTips

• +1.416.409.4999

• Jamie@SalesForLife.com

Colleen Honan

• Bit.ly/iselltrial

• +1.978.318.4398

• Colleen.Honan@OneSource.com

Julio Viskovich

• http://ow.ly/iM4IE

• +1.604.209.3001

• Julio.Viskovich@HootSuite.com

Gerhard Gschwandtner

• SalesOpShop.com

• +1.540.752.7000

• GG@SellingPower.com

6 Golden Nuggets #QuotaCrusher

RVonSosen@Linkedin.com +1.650.426.6090

Jamie@SalesForLife.com +1.416.409.4999

Julio.Viskovich@HootSuite.com +1.604.209.3001

Craig@TriggerEventSelling.com +1.403.874.2998

Sales@OneSource.com +1.978.318.4300 Page 16 of 16

GG@SellingPower.com +1.540.752.7000