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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 
1
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 
2
What is Social Selling? 
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 
3
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 
4
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 
5
How to start 
Social Selling 
with InsideVIew 
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 
6
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 
7
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 
8
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 
9 
Start Social Selling with InsideView.
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 
10
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 
11 
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
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 
12 
Step 1 
Build a List
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 
13 
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.
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 
14 
Step 2 
Listen and Engage
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 
15 
Step 2 
Listen and Engage
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 
16 
Step 2 
Listen and Engage
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 
17 
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.
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
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
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
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
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 
22 
Step 3 
Connect and Win
Pull it all together to win 
Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 
23
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
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 
25
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 
26
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 
1

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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 1
  • 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 2
  • 3. What is Social Selling? Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 3
  • 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 4
  • 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 5
  • 6. How to start Social Selling with InsideVIew Social Selling. The Guide to Social Selling with InsideView. Share this eBook insideview.com 6
  • 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 7
  • 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 8
  • 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 9 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 10
  • 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 11 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 12 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 13 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 14 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 15 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 16 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 17 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 22 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 23
  • 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 25
  • 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 26
  • 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 1