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APTTUS ACCELERATE 2015
KEN KROGUE
FOUNDER & PRESIDENT
INSIDESALES.COM
Inside Sales and Social Selling for Extreme Results
BACKGROUND
The next generation...
Definition of Inside SalesInside Sales is Professional Sales Done Remotely
Man + machine
specialization
The sales revolution...
Leading indicators
(1st downs)
Move the levers…
2.00
2.25
2.50
2.75
3.00
3.25
3.50
3.75
2008 2009 2010 2011 2012
Mill
ions Outside Sales
Inside Sales
Source: 2009 infoUSA/MIT Study
15x
2009 / 2013 Market study
InInclue
IMMEDIATE RESPONSE
http://bit.ly/lrmstudy
BRAD PITTMONEYBALL
BILLY BEANE – OAKLAND A’S
Recruit by the numbers
6’4” 200 lbs, 23rd pick 1st round 5’10” 160 lbs 314th pick 13th round
3x 3x All-StarAll-Star
World World Series Series ChampionChampion
Silver Silver Slugger Slugger AwardAward
Cost per Win
TIMES ARE CHANGING
2012 2013
DIGITAL MEDIA RULES…
Why?
Immediate,
Measurable,
Results…
Is social mediaactually being used
to sell?
I don’t think so
What is social actually being
used for?
• Recruiting• Awareness• Listening• Qualifying• Messaging• Prospecting• Lead Gen
Is social media working?
http://bit.ly/2015TrendsReport
SOCIAL CURRENCY
http://bit.ly/No1SocialCurrency
Cold calling is dead…
15X
Platforms
HIGH GROWTH MEDIA
Platform
Companies Using Social?• 43% No strategy in place• 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 for lead generationEloqua research study
Social media Certification
1. CORE
2. Coach
3. Curator
4. Creator
5. Collaborator
6. Consultanthttp://bit.ly/socialcert
The 6 Levels of Social Media
The 6 C’s1. Core2. Coach3. Curator4. Creator5. Collaborator6. Consultant
7 level content strategy
7 Content Levels1.Influencer2.Industry3.Company4.Product5.Proof6.Sales7.Client
How we apply the 7 levels
1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client
Famous peopleInside sales industryInsideSales.comImmediate responseMIT / HBR / Case StudiesWhy you need itHow it works
Content Strategies
Social Nurturing A = AwareC = CuriosityQ = QualifyU = Understand I = InterestR = RelevancyE = Engage
Ask the right Question
A = Aware………………….C = Curiosity………………Q = Qualify………………..U = Understand………….. I = Interest………………..R = Relevancy…………….E = Engage……................
Have you heard?Did you know?What do you do?What do we do?Is it cool?Do we need it?Shall we talk?
Tools
AND
STRATEGIES
Jeffrey harmon
orabrush
Strategy #1downloads
blog formsslideshare.net
(Pro)
Strategy #2Job Postings
LinkedInMonster
CareerBuilderClassifieds
Strategy #3Customer Referrals
#1 SAE
Strategy #4Job Change
Alerts
with linkedin & IFTTT
