social selling: linkedin & hootsuite for competitive intelligence - jamie shanks
TRANSCRIPT
Social Selling
LinkedIn & Hootsuite for Competitive Intelligence
Jamie ShanksManaging Partner @ Sales for Life
Reps sick of scratching & clawing for deals
Every month, the sales rep feels like they start at 0
Few reps have a perpetual lead gen machine
How did they win that account?
“The deal came out of no where!”
How did your competition unearth that deal??
But the Fundamental Challenge is:Your buyer has changed!
70% of their buying process is done, BEFORE your sales reps involvement
Decision-Makers need corporate buy-in (committees)
Result: You’re losing deals, long before you’ve realized they’re lost!
Clients are discovering & trusting your competition first, because they’re adding value online.
Long before your reps start a phone relationship.
Question to ask your team…
Why aren’t you picking up your competition’s “Social Breadcrumbs”?
Remember this…
If you can’t be first to a deal…
BE SMARTER!
STEP #1 LinkedIn Signal
Org chart the sales department @ your competition.
Depending on sales reps role in the organization, you can begin to plot their RELATIONSHIP to a prospect.
What should I be looking for?
Lead Generation – They are kicking off a relationshipYou still have time to develop your relationshipThe prospect is now actively gathering solutions
Sales (Quota Carrying) – The prospect is in an active buying mode. You need to being adding value quickly.You have only weeks/month to get engaged as Inception is happening.
Sales Engineer – The prospect is at the vendor evaluation phase.You have minimal time to find a way into the prospects evaluation.There is a higher likelihood you will not win this deal.
Account Manager - The prospect is a client with your competitor.You can begin planning how to steal this account.
LinkedIn Signal
Track their connections!
Amplify with LinkedIn Sales Navigator
Instantly maps your entire sales force:
Who in your organization is connected to a competitor?
LinkedIn Mobile – Target an individual
How do we use this intelligence?
STEP #2 Competitors Recommendations
Potential Prospect
Check your competitors recommendations Received + Given
STEP #3 Track Events & Tradeshows
#KronosWorks13
Track a competitors user conference:
Pre-event - their clients, partners, vendors are the first to Retweet event #. Compile list.
During event - capture attendees. You can map both existing clients (to steal account) or interested prospects that have attended.
Track not only competitive tradeshows, but industry specific and/or user conferences hosted by “Emulators” (sell to same buyer persona). Great new database.
Clients
Channel PartnersVendors
Not attending? Generate leads from the event!
#FORRFORUM
Sales Enablement
on Digital Media
Geocode – capture everyone in the room!
Change Geocode + distanceto 0.5 KM around building
Geocode – Palmer House, Chicago
Contact Us
Jamie Shanks, MBAManaging Partner
Main: 905-502-5512 x4009Cell: 416-409-4999Email: [email protected] LinkedIn: http://www.linkedin.com/in/jamestshanks Twitter: @james_t_shanks