1. Social Selling with the Sharks
Sharing the BEST Social Selling Stories of 2013
September 25, 2013

2. Agenda
• Event Hashtag
• Our Sponsors
• Meet the Sharks
• Rules & Procedures
• Story Submissions & Discussion
• Announcement of Winners
• Wrap-Up

3. #SocialSharks
Event Hashtag

4. Thank You to our Sponsors!
www.linkedin.com www.contactmonkey.com
www.insideview.com www.salesloft.com
www.crushpath.com
www.social123.com
www.socedo.com www.nimble.com

5. Follow The Sharks!
Barbara Giamanco
Social Centered Selling
@barbaragiamanco
www.linkedin.com/in/barbaragiamanco
Jill Rowley
Oracle
@jill_rowley
www.linkedin.com/in/jillrowley
Kurt Shaver
The Sales Foundry
@salesfoundry
www.linkedin.com/in/kurtshaver
Brandon Uttley
Sales Performance International
@solutionselling
www.linkedin.com/in/brandonuttley
Jon Ferrara
Nimble.com
@jon_ferrara
www.linkedin.com/in/jonvferrara
Ken Krogue
InsideSales.com
@kenkrogue
www.linkedin.com/in/kenkrogue
Kyle Porter
Sales Loft
@salesloft
www.linkedin.com/in/kyleporter
Anneke Seley
Reality Works Group
@salesloft
www.linkedin.com/in/annekeseley
Amar Sheth (The Moderator)
Sales for Life
@amarsheth
http://www.linkedin.com/in/amarsheth

6. Rules & Procedures
• This presentation will be available to everyone
with links to all story submissions.
• Panelists will be judging each story based on:
– Originality
How innovative are their sales methods?
– Scalability
Can other sales professionals replicate their methods?
– Effectiveness
Have their methods resulted in new business?
– Inspiring
Have their sales methods inspired others on their team to emulate?

7. And Now…the Stories

8. Submission #1: Islem Yezza
http://ca.linkedin.com/in/islemyezza
Secret Sauce
• Using LinkedIn Groups
• Ranking high in Google organic results
Results
• $3M deal
• $1.5M opportunity in the pipeline
• Video Link:
http://www.youtube.com/watch?v=4D5hC2ZaNDY

9. Submission #2: Jennifer MacAskill
http://ca.linkedin.com/in/jennifermacaskill
Secret Sauce
• Using LinkedIn to share success stories with similar prospect.
Results
• Advanced dialogues with prospect and pipeline growth.
• Video Link: http://www.youtube.com/watch?v=odTSsS43Hmk

10. Submission #3: Elio Gatto
http://ca.linkedin.com/in/eliogatto
Secret Sauce
• Uses LinkedIn to find prospects
• Uses InMails to target them
Results
• New prospect meeting and $25K in business
• Video Link: http://www.youtube.com/watch?v=VDMIbTXXQ3o

11. Submission #4: Jon Birdsong
http://www.linkedin.com/in/birdsong
Secret Sauce
• Practices social listening to uncover opportunities
Result
• New customer doing a trial
• Video Link: http://www.youtube.com/watch?v=kwMnKKHKHo0

12. Submission #5: Sander Biehn
linkedin.com/pub/sander-biehn/0/9b5/406
Secret Sauce
• Find key stakeholders using LinkedIn
• Share tailored content
• Participate in group conversations
Results
• $47M in new business from Fortune 100 client
• “We were predisposed to win.”
• Video Link: http://www.youtube.com/watch?v=e45bTXIXaOI

13. Submission #6: Yehuda Cagen
www.linkedin.com/in/yehudacagen
Secret Sauce
• Tailored & targeted content and blogs
• Resource guides
Results
• $100K+ in business!
• Video Link: http://www.youtube.com/watch?v=f9finfGwotU

14. Submission #7: Brian Lipp
http://ca.linkedin.com/in/lippbrian
Secret Sauce
• Identify & Connect with new stakeholders in new market.
• Share original and influencer content.
Results
• $688K in new business
• Video Link:
http://www.youtube.com/watch?v=yUQi9KGoAiY&feature=youtu.be
• ca.linkedin.com/in/lippbrian

15. Submission #8: Doug Lehman
www.linkedin.com/in/douglehman
Secret Sauce
• Videos and Video Blogging
Results
• Closed an 8 month contract with a Prospect.
• Leveraged that success story to land a few more clients.
• Video Link:
http://www.youtube.com/watch?v=F2KsaZ60HxI&feature=youtu.be

16. Announcement of Winners

17. Brian Lipp
1st Place

18. Jon Birdsong
Runner-up

19. Follow The Sharks!
Barbara Giamanco
Social Centered Selling
@barbaragiamanco
www.linkedin.com/in/barbaragiamanco
Jill Rowley
Oracle
@jill_rowley
www.linkedin.com/in/jillrowley
Kurt Shaver
The Sales Foundry
@salesfoundry
www.linkedin.com/in/kurtshaver
Brandon Uttley
Sales Performance International
@solutionselling
www.linkedin.com/in/brandonuttley
Jon Ferrara
Nimble.com
@jon_ferrara
www.linkedin.com/in/jonvferrara
Ken Krogue
InsideSales.com
@kenkrogue
www.linkedin.com/in/kenkrogue
Kyle Porter
Sales Loft
@salesloft
www.linkedin.com/in/kyleporter
Anneke Seley
Reality Works Group
@salesloft
www.linkedin.com/in/annekeseley
Amar Sheth (The Moderator)
Sales for Life
@amarsheth
http://www.linkedin.com/in/amarsheth

20. Wrap-Up
Parting messages:
• Contact any one of the Sharks via LinkedIn
with questions/help/guidance!
• Use social. It’s not difficult, it’s different.
• These success stories are a testament to
what’s possible.
See you at the next event!