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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
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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
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Window of Dissatisfaction™
#QuotaCrusher
Searching For Alternatives
#QuotaCrusher
What Triggers Change? #QuotaCrusher
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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
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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
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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
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LinkedIn Groups
LinkedIn Notifications & WVMP
LinkedIn Signal
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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
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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
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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
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Found: Company Background
• Corporate Family • Revenues • Other News
#QuotaCrusher
Julio Viskovich
Julio Viskovich
Sensei of Sales Enablement
HootSuite
#QuotaCrusher
Know Your Buyers #QuotaCrusher
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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
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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
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Craig Elias
• WonSales.com
• +1.403.874.2998
Ralf VonSosen
• LinkedIn.com
• +1.650.426.6090
Jamie Shanks
• Bit.ly/42LinkedInTips
• +1.416.409.4999
Colleen Honan
• Bit.ly/iselltrial
• +1.978.318.4398
Julio Viskovich
• http://ow.ly/iM4IE
• +1.604.209.3001
Gerhard Gschwandtner
• SalesOpShop.com
• +1.540.752.7000
6 Golden Nuggets #QuotaCrusher
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