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InsideView Guide to Social Selling
1. Social.
Selling.
The Guide to Social Selling
with InsideView
Social Selling. The Guide to Social Selling Social Selling. The Guide to Social Sellin gw withit hIn IsnidseidVeieVwie.w. SShhaarree tthhiiss eeBBooookk iinnssiiddeevviieeww..ccoomm 1
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2. Contents.
What is Social Selling?
How to start Social Selling with InsideView:
1. Build a List
2. Listen and Engage
3. Connect and Win
Pull it all together to Win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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3. What is Social Selling?
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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4. What is Social Selling?
Social Selling Connects You to Your Buyer
Social Selling is the best way for sales teams to increase their chances of connecting
with today’s more informed, better connected, less responsive buyer.
Buyers are demanding relevance, and expecting sales people to know about them,
their companies, and their needs before engaging. It’s no longer enough to just have
a connection to the buyer. The power of "who you know" is being trumped by "what
you know about who you know.”
Social Selling is about arming yourself with the wealth of information about your
prospects, and leveraging it to connect in the most timely, relevant and valuable way.
Social Selling requires intelligence that brings together both traditional data and
social media.
This guide will show you how to use InsideView to start effective Social Selling to
increase your engagement and win rates.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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5. Social Selling works.
!10%
of executives respond to cold calls or
unsolicited emails, yet
!
!84%
will engage with a sales person when they
are connected through a friend or
colleague and offer value.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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6. How to start
Social Selling
with InsideVIew
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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7. Social Selling.
Powered by InsideView.
InsideView powers Social Selling with three key components.
Data
InsideView offers the most accurate,
extensive database of companies
and employees. Use this to build a
list of prospects and to update the
ones you already have with
accurate data.
Insights
We monitor over 30,000 news and
social sources to provide you with
realtime insights on the news and
social activity of your prospects. We
even categorize the information
based on relevance to you and alert
you of key events.
Connections
We build a comprehensive network
of your connections from a
collection of social networks,
including LinkedIn, Facebook,
Outlook and others. The result is a
more extensive and usable network
that is private to you and your
colleagues, not your competitors.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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8. Start Social Selling with InsideView.
Don’t have InsideView? No problem.
Sign up for a free trial here. All you need is 2 minutes and an email address.
!
!
Free Trial
!
!
Once you’re logged-in, just follow along to start Social Selling.
‣ Build a list of prospects from our extensive database
‣ Leverage relevant insights for your outreach
‣ Discover professional connections that enable warm introductions.
!
!
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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9. Follow these 3 steps and learn how to use InsideView to:
1 2 3
Build a List.
Listen and Engage.
Access our massive database of
We monitor all relevant news,
companies and contacts and
events and social buzz for you to
take a slice for your prospect list.
use to engage your prospect.
Connect and Win.
Set up warm introductions to
get in, establish trust and win
deals.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Start Social Selling with InsideView.
10. 1. Build a List
Step 1
Build a List
2. Listen and Engage 3. Connect and Win
Social Selling starts by finding the right person or company
with which to engage. InsideView helps you quickly find
people in your territory and build a list to immediately start
engaging with them.
1. Start by going to the Build a List tab to
create a targeted list of prospects at the
Company or People level.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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11. 1. Build a List 2. Listen and Engage 3. Connect and Win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 1
Build a List
1. Start by going to the Build a List tab to
create a targeted list of prospects at the
Company or People level.
!
2. Building a Company List helps you
focus on the accounts that are
important to you. You can customize
this list by:
• Location
• Company Size
• Industry & Sub-industry
• Business Type
12. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by going to the Build a List tab to create
a targeted list of prospects at the Company
or People level.
!
2. Building a Company List helps you focus on
the accounts that are important to you. You
can customize this list by:
• Location
• Company Size
• Industry & Sub-industry
• Business Type
!
3. The People List helps you identify key
contacts in your patch, making your
prospecting easier and more targeted.
Filter this list by:
• Job Function & Level
• Location
• Company Size
• Industry & Sub-industry
• Business Type
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 1
Build a List
13. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Hover over the company name to see
a complete summary of your
prospects activity. Click on the
company name for a full profile.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 2
Listen and Engage
After you have identified your list of prospect companies and
contacts, you need a compelling reason to engage with
them. InsideView can help you find and monitor news,
events, and social buzz that directly impact your prospect.
14. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Hover over the company name to see a
complete summary of your prospects
activity. Click on the company name for
a full profile.
!
2. On the profile page, use Smart
Agents to find relevant talking points
and buying signals to act on.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 2
Listen and Engage
15. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Hover over the company name to see a
complete summary of your prospects
activity. Click on the company name for
a full profile.
!
2. On the profile page, use Smart Agents to
find relevant talking points and buying
signals to act on.
!
3. Scroll through the Smart Agent
Results to quickly see what’s
happening at the company.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 2
Listen and Engage
16. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Hover over the company name to see a
complete summary of your prospects
activity. Click on the company name for
a full profile.
!
2. On the profile page, use Smart Agents to
find relevant talking points and buying
signals to act on.
!
3. Scroll through the Smart Agent Results
to quickly see what’s happening at the
company.
!
4. Engage directly from the Buzz tab by
reading and immediately responding
to key social activities.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 2
Listen and Engage
17. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by identifying your connections
by hovering over a company name to
quickly see how many connections
you have.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 3
Connect and Win
Building connections in order to win the deal is essential.
By leveraging your existing relationships to find new ones,
you can ensure you have all your bases covered.
18. 1. Build a List 2. Listen and Engage 3. Connect and Win
Step 3
Connect and Win
1. Start by identifying your connections by
hovering over a company name to
quickly see how many connections you
have.
!
2. Click on the connections link to see a
list of people you are connected to.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
18
19. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by identifying your connections by
hovering over a company name to
quickly see how many connections you
! have.
2. Click on the connections link to see a
list of people you are connected to.
!
3. You can filter connections by Job
Level, Function, or Connection Level
to quickly identify contacts important
to you.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
19
Step 3
Connect and Win
20. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by identifying your connections by
hovering over a company name to
quickly see how many connections you
! have.
2. Click on the connections link to see a
! list of people you are connected to.
3. You can filter connections by Job Level,
Function, or Connection Level to
quickly identify contacts important to
you.
!
4. For a complete connection list click
Load More at the bottom of the
People section.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
20
Step 3
Connect and Win
21. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by identifying your connections by
hovering over a company name to
quickly see how many connections you
! have.
2. Click on the connections link to see a
! list of people you are connected to.
3. You can filter connections by Job Level,
Function, or Connection Level to
quickly identify contacts important to
! you.
4. For a complete connection list click
Load More at the bottom of the People
! section.
5. To the right of the contact’s name,
you will see how you are connected.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
21
Step 3
Connect and Win
22. 1. Build a List 2. Listen and Engage 3. Connect and Win
1. Start by identifying your connections by
hovering over a company name to
quickly see how many connections you
! have.
2. Click on the connections link to see a
! list of people you are connected to.
3. You can filter connections by Job Level,
Function, or Connection Level to
quickly identify contacts important to
! you.
4. For a complete connection list click
Load More at the bottom of the People
! section.
5. To the right of the contact’s name, you
! will see if you are connected.
6. Use your mutual connections to
make a warm introduction and start
a conversation.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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Step 3
Connect and Win
23. Pull it all together to win
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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24. 1. Build a List 2. See the buying signals 3. Leverage your connections
Now you know…
Who to call. What to say. How to connect and win.
Complete and
accurate contact
data delivered
directly to you
Key events help
you find relevant
reasons to engage
Identify
internal
connections
Follow your
contacts through
social channels
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
24
25. The bottom line:
Social Selling with InsideView can increase sales
productivity and effectiveness.
Increase your
engagement rate
by up to 84%
with insights and
connections.
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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26. We deliver the most complete, accurate, and
relevant prospect and customer information to
increase your sales and marketing productivity.
request demo free trial Call us: (415) 728-9340
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com
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27. Social.
Selling.
The Guide to Social Selling
with InsideView
Social Selling. The Guide to Social Selling Social Selling. The Guide to Social Sellin gw withit hIn IsnidseidVeieVwie.w. SShhaarree tthhiiss eeBBooookk iinnssiiddeevviieeww..ccoomm 27
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