Social Selling and Cold Calling:

21 Tips You Don’t Know

Ralph Barsi@rbarsi

Jamie Shanks@james_t_shanks

Steve Richard@srichardv

Vorsight webinar series:

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Steve Richard

Co-Founder & Chief Content Officer

3x3 Research

System 1 vs. System 2

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3x3 Research

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#1

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3x3 Research#1

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#2: Direct Line from VM Code

Audix = **6Cisco = *#4

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Free JobChangeAlerts

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#3

Call/Email Windows

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Boolean Search

ANDOR

NOT“”

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Boolean Search

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Boolean Search

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Boolean Search

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Limiting Google to Time

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#Limiting Google to Time

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Limiting Google to Time

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Client Voice

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Client Voice

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Client Voice

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Jamie Shanks

MBA, Managing Partner

#8: Join right Groups, message for FREE

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Use these Groups to build endless Prospecting Lists

TIP – look for Decision-Makers new to their role and/or industry

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New “Saved Search Updates” = New to Role!

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Share specific content with 1 hot prospect during the “DeadZone”

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“Overcoming the DEAD ZONE”

Sent article every day for 3 weeks!

Win Account

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Use Hootsuite to schedule content

9

Track your success

BEST TIMES9 AM12 PM5 PMSUNDAYS

Post same contentmultiple times!Use different Headlines.

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#11

# LinkedIn Signal is your best friend

Trigger Events from:1st, 2nd & 3rd degree connectionsANY COMPANYANY LOCATION in the world

• M&A• 2nd connect starting new

roles• Competitors sales reps

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Example – “Time & Attendance”

Great Content

Prospects adjusting their“Skills” – growing prospect list

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Example – “Global Mobility”

Do a keyword search, and select“Profiles” under Update Type:

These are prospects adjusting theirLinkedIn profiles (many are new!)

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LinkedIn Signal SAVE & SHARESEARCHES!

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Use Hootsuite as your 360 view for“TRIGGER EVENTS”

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Use your client success stories “Sphere of Influence” as leverage

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Example: Use Feedly to start a “Why you, why you now”

Using articles to: - Quote Consumer Insights leaders- Quote the prospect “why you, why you now!”- Prove a point with empirical evidence Meetings in first

24 hours

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Ralph BarsiInside Sales Manager

Automate Your Outreach

Focus on when your message is received, not sent.Schedule emails to be received, for example, on Sunday mornings or late afternoons.Use quiet time:

To store your emails in a delivery queue, and…To be read during the recipient’s quiet time.

@rbarsi

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Automate Your Outreach

1. In the message, on the Options tab, in the More Options group, click Delay Delivery.

2. Click Message Options.

3. Under Delivery options, select the Do not deliver before check box, and then click the delivery date and time that you want.

4. After you click Send, the message remains in the Outbox folder until delivery time.

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Automate Your Outreach

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Use three.sentenc.es

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Use three.sentenc.es

Include a question mark in every email.Think tweets & texts. Get to the essential point.Include hyperlinks & postscripts.It’ll likely be read from a mobile phone.

“I have only made this letter longer because I have not had the time to make it shorter.” –Blaise Pascal

@rbarsi

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Have Intel PUSHED to You

How much time are you wasting, with 8+ browser windows open, trying to spot a relevant piece of information?

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Have Intel PUSHED to You

Consolidate the searches.

Let technology gather the intel.

Engage the right people at the right time with the right

message.

Follow Companies & People, & get emailed when

something happens.

@rbarsi

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Send Pre-Emptive Emails

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Send Pre-Emptive Emails

Be brief & to the point (think mobile).Give them a window of time (4-5pm).Evoke a response (“Unless you suggest…”).

Say why you’re calling.Set expectations for a brief call.

@rbarsi

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Attract Prospects to You(Give value to the marketplace!)

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Make Rapid-Fire Calls

Create high-valued, high-volume target lists.Have the same opening line by including the same title, or same event, or same city.Follow-up on all overdue tasks.Increase productivity, have more conversations per hour, and track it all!

The Pursuit of Happyness

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Practice CANI! Constant and Never-Ending Improvement

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Ralph Barsi@rbarsi

Jamie Shanks@james_t_shanks

Steve Richard@srichardv

QUESTIONS?

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