Jamie Shanks 1

and I think with that why don't we have Jamie shanks come out so Jamie's shanks is the CEO of sales for life and that is the world's largest you know social selling training organization for mid market as well as enterprise organizations you know I've gone through and worked with gala in detail with finding the right kind of person to come in and firm help us down this path right we've sort of taken baby steps in the social digital area and this is a real opportunity for us to take a big step forward so please welcome Jamie shank CEO of sales for life I appreciate everybody's time here's what we're going to do today my promise is that in 50 minutes I'm going to be able to give you a tip a trick a tactic that you're going to be able to leverage next week to be able to book a new meeting drive business deeper in a name to count help a customer along their journey so my ask phones down computers down give me that period of time but along this journey and you're probably as I walked out you're probably asking yourself who is the guy with the goofy Canadian accent in this jacket why was he invited to come speak and I came here because I have a massive failure that happened to me that actually is the catalyst to all of this social selling piece here's basically what happened I was the director of sales and then the vice president of sales of a software company in Toronto Canada and frankly I thought I knew everything there was to know about sales so this is 2009 and on January 4th 2010 I shook the hand of the CEO and I said you know what I quit I'm going to start an inside sales consulting firm this sounds like a fantastic idea I know exactly what I'm talking about problem 18 months later I was getting ready to file for bankruptcy because I didn't eat my own dog food I didn't build a sustainable pipeline I didn't manage my cash flow properly but most importantly as a seller I didn't build a sustainable brand I didn't build an online brand so you could imagine a vice president of sales vice president of marketing would Google my name and nothing would show up so how could they take advice from me but all of this came to head March of 2011 beginning of March 2011 I'll remember this day for the rest of my life I walked into the office of one of my few remaining customers head down tail between my legs I'm failing and as I open up the door there's a federal police officer behind the door and in Canada they're known as the Royal Canadian Mounted Police and if you ever see and you wish you've never seen one ever again and that company got caught with fraud and embezzlement they owed me $35,000 which basically was all the money in the world to me there was a problem though that in three days I was flying to Liberia Costa Rica to go get married so now we're on the flight to Costa Rica I turned to my soon-to-be wife and I say honey this is going to be an incredible marriage but by the way I have no money I have no job you'll be supporting us for the next two years but we're going to have a blast and as you can see we did have a great time but we flew from Costa Rica to Paris France and now we're on the sharp delays a my wife buys a purse we're drinking champagne the credit cards are doing this I have no idea how we're going to pay any of this off so it's now the end of March 2011 the worst day of my life I'll remember this day because that morning I had eaten a Corso into the Eiffel Tower and now I'm at my crummy little apartment in Toronto Canada it's pouring rain I stick the key in the door I turned to my new wife and I just started to cry I started to cry because I've realized I've ruined everything I have to let go of my employees I have to start from scratch and this is the defining moment that many of us have been in we've all been you know punched in the gut kicked in the teeth and we have a choice in life and that choice was that I could either evolve and change or I could stay status quo and when I didn't know about myself was that I was willing to actually change and so basically there's a second half comeback here so now for the next six months it's the summer of 2011 I can't sleep I can't eat it's 3:00 in the morning I'm up in our spare bedroom staring at my computer I don't know what I'm doing but for whatever reason I would sit and just stare at my computer and there would be this tool open this tool was called LinkedIn the word social selling

hadn't been invented yet there were no online courses on the topic of social selling but I kept thinking to myself how do I take the phone and the eeeem and email how do I take those mediums and apply it into digital and so day after day I would learn these tips these tricks these hacks I would self teach myself and then what I would do is go into the office of my few remaining customers and show them what I had learned and they were far more interested in that than my real services light bulb went off business was born so now fast-forward five years later we're the de facto standard on the topic of social selling we've trained three hundred global customers around the world many of them you recognize because many of them compete in your own market now this is the part when you ask yourself why should I care is because this demand curve was created by Justin Schreiber he is the chief marketing officer of LinkedIn at the 2016 LinkedIn sales connect event the curve basically and here's the part where you can argue the dates you might say to yourself based on my region in APJ or in Latimore and Mena the digital demand curve the customer hasn't evolved enough yet I as a seller don't need to evolve enough yet but what you can't debate is that this is going to happen in every country in every industry every vertical the customer has evolved and we as sellers are going to have to evolve so then you have to ask yourself do I want this to be a position of risk or a position of opportunity do I want to be sliding down the backside of this curve because if I'm on this is what's known as standard operating procedures that would be like I came here today and I said guess what everybody we're going to learn this new sales technique it's called email based selling and you'd say awesome the cab to the airport is that way that's just called selling and the reality is that three to five years from now the idea that social selling it's just going to be called selling and so that's the opportunity there are companies and hundred thousand sales professionals around the world that we've trained let alone the millions that are digitizing themselves they're choosing to add this into their tool belt this is not a replacement for phone and email this is a complement to it so ask yourself where do I want to be on this curve because this is why we should change what I'd like this side of the room to do from over here for the next six months continue selling the same way you have always sold for last five 10 15 years now in this side of the room what I'd like you to do is apply a little bit of digital I'm going to show you three tips today and then we're going to double click into those tips and break off sessions but take even one of those tips and apply it every week for the next six months digitize part of your sales process the social sellers will outperform the non social sellers and this is Forrester Research and of course our own by 20% more pipeline within six months we had a customer in 2015 took a hundred sellers became social and then they left a hundred sellers as an a/b test at their 2016 sales kick-off just like this the social sellers outperform the non social sellers by one hundred and seventy eight percent revenue and nine of ten of the largest deals that they won that year that they presented at their sko we're all either created or influenced and attributed by social so these are the reasons I'm hoping that just google the word that you say to yourself okay at this point my mindset is starting to shift and I'm willing to try something new I'm willing to evolve now let's before we get into the tips this is the last piece on the why I've had us I've had a theory since I started this company and this theory trust me is not a revolution of Revelation either basically the theory is that those that are willing to learn a new skill and actually apply that new skill in the market will outperform their former self and outperform their peers so myself and Andrew Plunkett the chief learning officer at CA Technologies when we started working with them four years ago decided that they would test this and they used our social selling mastery as that litmus test they knew that some sellers will what give up not evolved and many will become social sellers so they would monitor these sellers over a six-month time frame and here's what they found the social sellers created 38% more revenue and 55% more pipeline than the non social sellers and guess what it has

nothing to do with social selling it has to do with this today is one of those sliding door moments when you choose to learn a new skill absorb it and actually apply it and applying that doesn't mean once but make it part of your daily cadence or weekly cadence and if you do that I promise by the summer North American summer July you will be outperforming your former self your peers in your competition in comparison to where you were today because the evidence shows that the customer wants help along the journey and I'm going to show you ways that you can help do this so now you're asking yourself well what is this thing social selling and let me help define it for you because there are a million different definitions here's basically what's happening whether you like it or not your customer is evolving and learning with or without you cannot stop a chief information officer or a vice president of IT from learning from talking to their peers it's just going to happen and every single day you're selling using one of these three sales tactics you're using triggers you're using referrals and you're using insights you just might not realize how you digitize that very same framework and this is the important piece LinkedIn is not social selling Twitter if you live in the DAK region Zin is not social selling nor is QQ Weibo WeChat when we train companies in APJ it's not the medium it's about the process of helping people using these mediums of communication along a journey and you'll do it using triggers referrals and insights let's give the example as a trigger who here has ever and raise your hand I know it's early in the morning but raise your and if you have ever won a deal we're a customer working at a company up and left and moved on to a new account and a logo you didn't have and when they got to that new account they called you because they didn't have the people to process the technology from what they were used to in the past who's ever won a deal like that that's a trigger that's an analogue based trigger but you know what I'm going to do on stage in five minutes I'm going to take your own customers right off of your website and I can monitor every CIO VP of Sales Manager of IT that changed jobs in any one of your customers last week so who left these are your advocates leaving moving on to new accounts how are we going after those new logos and then also if I'm working named accounts how do I monitor this for risk versus opportunity who are the people actually being hired into the accounts I've been assigned to go after again are there new detractors going into that account are there new people that are open-minded that I could latch on to that's just a trigger insights based selling 25 years ago a trainer named Jeff Hoffman he's fantastic trainer created this concept called why you now concepts pretty simple I'm calling into an account CEO was quoted in the Wall Street Journal I clip out the article I pick up the phone I give him a quick call or give somebody a quick call in the organization I say your CEO said in the Wall Street Journal you want to drop operating expenses by 13% that's the why you now is we haven't have a solution that saves companies on average 20% ok that's the analog world in the digital world what I'm going to do on stage today is I'm going to create a video and I can send it to any one of your customers and I can track who's looking at it I can humanize myself I can synthesize market best practices and in 45 seconds get my message across and then referral based selling I didn't invent referral based selling but now I can drop into the social network of gala as an example and I could see every vice president of learning and development that she knows and in five minutes I know have a sphere of influence roadmap of where to ask for a referral that's all that we're doing we're taking your existing sales place and we're digitizing them so here's what we're going to do in about five ten minutes before I get into the tips I want to show you where we are today so what we've done is we've audited all of the sellers in the organization and what we've done is we've looked at your social profiles from three different dimensions and we're going to compare you against your competitors talk about what it looks like against best-in-class okay so the first dimension that we looked at was our own brands we looked at our own brands and we asked ourselves and just remember LinkedIn is just one medium but we're using it as our baseline so what we asked ourselves is which one of us has taken a moment to change our LinkedIn profiles that emulate a chief information officer that speaks the language of the CIO and not recruiter why should I care raise your hand if you've ever read the

book the Challenger sale okay few of us in the room Challenger sale I believe is the most important sales book written in the 21st century and what came out of that book it changed my life I remember listening to it when I was starting my business failing hard and I pulled over on the side of the road and I was taking notes on the side of a highway and I remember this statistic because it was something that I felt in my gut and then later proved in my own business 57 percent of the buying journey is happening without us now you could debate that number and millions of people have but in every company you have your own number I'll tell you my own number because what we do is we take marketing automation data mirror it against CRM data and we build it on a timeline and in fact you're investing in tools that have very something very similar long of the short in my own company 43% of the consumption a customer does before they buy is before my sdrs pick up the phone for the very first time 75% of that learning happens before my account executives have their very first product demo and the average enterprise customer will consume 7. 8 insights that's how a customer learns and you know we have customers of ours that have actually tracked through marketing automation the LinkedIn profiles of the sellers against the solutions page on the company's website and eight of ten customers check you out before they check out the company's website because people buy from people and so now we have to ask yourself a simple question think of this as a spectrum zero percent to a hundred percent of us in the room and the question we're going to ask ourselves is what percentage of all of us have taken a moment to change our LinkedIn profiles to truly be buyer centric to speak to a CIO and here's what I'd like you to do just because we don't have roaming mics or anything like that I want to hear you shout it out let's hear some numbers let's take a wild guess what people think well you could do it I know it's eat something in the morning yeah at a long week 30% big 40 keep going what is this side of the room 10 okay well here's where we are mmm 16 percent where are we against competition 17% some other players we may know but this is the important piece and I've used my own photo here 78% of us have taken a moment to change our LinkedIn photos so that means we went over to the photo booth over there we took our photo and then we uploaded it into LinkedIn and we said guess what I'm done check the box but what you didn't realize is that LinkedIn in itself is its own website it is search engine optimized the words that you use the vernacular the keywords are critical to being found not only within LinkedIn but on the web and I'll tell you a quick story seller named Keith Gill and he worked at a telecom company in Arizona and Keith Gill was the number one search on Google when you looked up voice Arizona telecom Arizona his own LinkedIn profile was higher than his company's website because it's just a website and your own teammates I've done a fantastic job of taking this seriously is Nate where's Nate it's he's he knows this so well he didn't need to show up fantastic well tonight by OMA beer dimension number two leading with insights the question we ask ourselves what percentage of us are taking a moment to share one piece of insight one piece of content to our customers at least once a week on our social networks okay why should we care this I believe the most important statistic that kicked off the foundation to social selling it was a joint venture between Forrester and corporate visions and they found that three-quarters of deals are awarded to you now I'm gonna stop for a second awarded to you the company doesn't win deals you win deals seventy-four percent of deals you win because you're first to provide value and insight you teach somebody something new that they don't already know so how can we do this how can we leverage content because we've ever seen the chat Holmes triangle only a fraction less than 10 percent of a market is actively looking at by him what are you saying to the other 90% you calling them every week and saying so you're ready to buy yet next week so

we need something to say we need to add value you realize that people are going through a journey how can you help so I'm gonna pose that question back to you what percentage of us in the room I've taken a moment to actually share at least one piece of content to Arlington networks once a week five and you're a lot of fibers for one not a lot of feet okay here's where we're at 23% okay up by one what does this all mean here's where we are in a demand curve in March of 2016 we hosted an event in San Francisco called digital growth conference and we invited the chief marketing officer and the chief revenue officer and at the VP level of these organizations fill the room exactly like this and at 8:15 in the morning after auditing them for months the tens of thousands of sellers we plotted them on a demand curve there were some people that were happy about it and weren't but everybody needed to understand what is average and guess what you know what averages Pareto's law is that 20% of the sellers are doing 80 percent of the impact 20 percent of the sellers are sharing 80 percent of the content that's where you are today where we want to get to is where CA and SAS are you want to get to greater than 50 percent of this organization because I want you to just look at how many people are in this room and how you can shape the mindset of CIOs VPS of IT IP IT managers around the world with best practices pitfalls challenges what-if scenarios you have that opportunity and so the last dimension and as a best practice it's about looking at your content hub your content library your employee advocacy programs how do we make it simple for you as sellers to deploy insights at a moment's notice last dimension before I get right into the tips last dimension as what percentage of us have taken growing our social networks seriously and LinkedIn created a magic number called 500 and there's a whole algorithm behind it but basically if you grow your social reach of 500 IT professionals on a continent you for the most part are able within three degrees of connection to get to just about every person that you to deal with on your particular region or continent and that's why the magic number 500 now of course we're just using publicly available data if the percentage of your network what's known as your social Reach is poor because it's just filled with all of your friends and family and university alumni but it's not centered around your customer well that's something we can work towards but the real goal is that we Mary growing our network socially surrounding our network around our customers why should we care it's been empirically proven that the more you can socially surround a customer get involved in the entire organization you will yield more opportunity okay so where do we sit on this demand curve as a percentage of us what percentage have grown our linkedin networks to greater than 500 connections want to hear from you I know what percentage you have 2,000 but what percentage of the room do you think on average fifty five thirty okay here's where we sit 62 percent of us you recognize these guys yeah so this is what I want us to think about imagine each one of us on average have five or greater 500 LinkedIn connections and we grow it around the IT function times the hundreds of people in this room and let's go back to dimension number two if we increase the insights not only the quality and the quantity of insights we get into the market think of the power of 500 500 500 times this room that's why we want to make such an impact with social so now what I'm going to do I'm actually going to show you what it's like to be a social seller and with 26 minutes remaining I'm going to show you three tips I'm going to re-enact being a social seller and then what we're going to do in the workshops we'll double click you can ask questions we'll do your real live accounts but let me show you what is possible okay so as a social seller

I'm going to recreate one of each the first thing that I'm going to do is look at a trigger okay why should I for those of you that sell in North America and Western Europe this is a statistic for you the average IT buyer is keeping their job for only 2. 5 years the average VP of sales in my world doesn't last six quarters and so what's happening is your advocates let's think of the average customer that you win and you think of the buying committee Challenger sale would say that there's five point four decision makers champions and influencers they update the book called the challenger customer now it's seven point eight but that's CIO VP IT managers of IT and infrastructure and information security and then you've got procurement you look cross-functional divisions every single day those advocates are either joining customers that are your named accounts or leaving accounts leaving massive opportunity so let's actually do this in real time what I'm going to do and I'll expand this so it's easy for everybody to see it don't worry you don't need to take feverish notes because we'll be doing this in a break-off under the company tab what I'm going to do is a search for past not current I'm going to look up your own customers let's do that now so we've got Adkins color spots Dean Foods inter Park okay we'll just stop there for now these are just for customers any of those for customers there are 28,000 people that have left that organizing those organizations now that number is useless to you but now let's actually start narrowing that down what if I went under title and I looked up the chief information officer vice-president president of information technology okay now all the sudden we've narrowed that down to 15 people let's just do search right here I'm just gonna scroll slowly what do you seeing I want to hear it from you who are these people prospects what you're seeing just this one search we haven't even looked up your own named accounts people being hired in people leaving I'm just looking at your own customer base and I know you have hundreds or thousands of customers that you deal with and every day somebody NIT is up and leaving an advocate you worked hard there that could've been one of the functional users champion influencer decision maker they up and they leave and they go into an account when they get there what happens in the first 90 days raise your hand if you're new to this organization in the last 90 days okay I want you to remember what it was like in your in this still first 90 days you want to bring in the people the process and technology that made you successful in the past when we hired our CMO it was such a red flag for the marketing automation software we were using our CMO came in he had his entire LinkedIn profile he was certified by HubSpot he had only ever used HubSpot his entire life was up spot he came in the door and within one month he ripped out the incumbent platform we were using for three years and he brought in what he drew and that was what we granted them so what you're just seeing in front of you are leads and opportunities that are a simple trigger that your team could use but let's actually go a little bit further here let's actually save this search let's call it people leaving my customers and we'll have this report coming weekly so this is how let's work let's think about this as we're all part of team revenue here and this one search and there's six different ones I could show you but in this one search what we're going to do is take a list of every one of our hard-earned customers and we're going to monitor them for job changes watch them go into logos that we don't have I'll tell you a story ServiceNow is inside sales division globally of 110 sellers of all the tips we could show them they really gravitated to this one and 90 days later they're created 1. 1 million dollars in revenue and 6. 8 million dollars in pipeline in 90 days because globally that's how fast people are moving from account to account that you could be capturing so this is just tip number one of course what we can do in the workshop is take your own accounts and show you

how to save these and we'll do a deep dive in this but the first tip I wanted to show you was a trigger so I'm gonna pause still have a second before I switch raise your hand and be honest do you see yourself and your team taking a moment to monitor the job changes people going in to important accounts and leaving any account you want and monitoring it together as individuals based on your own territory or vertical and as well centralizing it as a full organization to take advantage in 2018 of low lying leads raise your hand if you see yourselves doing this good okay so we'll move to tip number two insights base selling now this is going to push some people off their status quo but I'll set this up I'm a believer that within and I can't be a prognosticator I don't really know but give or take three years four years I believe the idea of writing a big diet rhyming written email with an attachment to a PDF that's a thousand words that no one actually reads will be that of the dinosaur the future self yeah death the future seller is the type of seller that realizes number one I don't actually get to sit in the buyers boardroom most of the time I don't always get to meet my customer or not at least at first so number one I need to humanize myself and then number two my customer lives in a bubble there's no way they could know what you know the intellectual property in this room far exceeds the average customer and so how do i synthesize market best practices from frost and sullivan and Gartner and IDC and distill that information very quickly so that it's digestible and they can actually do something with it so welcome to what I believe is the future is this type of seller i gala this is Jamie shanks over at sales for life I hope all is well a couple of weeks ago we were on a call talking about cloud migration and one of the big struggles that you had is that you looked at your franchising system in the queue SR space and you had a feeling that this wasn't applicable because you saw that getting the franchises on board would be too difficult and couldn't see a way of how you could potentially regionalize this and do it in small bit chunks well actually I'm going to send you the story of when we worked with Sonic what it ended up happening is they concentrated on a region what they would do is get their committee and the franchises involved to talk about it from an IT perspective they would then roll it out in the Texas market as an example prove the use case and then they would go state by state convincing all the franchise's so I recommend that you take a look I've attached an article and we can have a conversation about it next week but really looking forward to our conversation so this is use case number one takes all of a second I make a video I can send it via email I can send a via social a gala this is Jamie shakes over at sales for life I hope all as well a couple of weeks ago no you don't want to see up my nose but let's live camera work okay so that's use case number one use case number two is personally my favorite where you actually need to take things from your desktop whether they are actual case studies use implementation roadmaps whatever the asset is this happens to be a blog I'm going to use that same tool and don't worry what you're asking yourself what is this tool how do I get it we'll talk further about this in our breakouts but as an example I'll grab this particular Chrome extension I'll go to tab and it's now video in video a gala this is Jamie shanks over at sales for life I hope all is well again a couple weeks ago you had a theory that being able to scale from on premise to cloud in a franchising model in the QoS our space just wouldn't work I want to be able to debunk that myth actually there's a fantastic article written here but I want you to focus here Dave Rowe was the original editor and writer of this I want you to focus in on being able to align the cost structure and now if you concentrate on the Gartner study this is what's going to help your team understand how you can regionalize this concentrate on the Texas market first then what I do is build a proof of concept and then roll it out further again save this I can

send this through any sort of medium now I'm going to pause for a second of the 300 global customers we've trained 40% of those companies sell to one buyer same by our you sell to remember we looked at that demand curve if you sell in the IT space you are no longer early majority adopter you are now what's called early majority now we don't know when we start going to late majority and so forth but now this right now still sits as the purple cow this is new and innovative and this gets people's attention a couple years from now this could be standard operating procedure video based communication will just be normal but I can tell you with empirical evidence watching sellers around the world sell to the very same buyer you sell to their using this to number one humanize themselves people buy from people number two is synthesised what was complex down to something that is very digestible and you can consume in under a minute you know I as a quick aside story when we ended up winning the global Microsoft deal and the decision maker named Jen when we went to meet her for the first time in Fargo in their Fargo office when I walked into the building for six months we'd been communicating this way I never actually had met she gave me a hug at the door we've never actually met and it was she felt like she knew who I was and it's because we're building real ish relationships the purpose of digital is to take your online conversations offline because deals get done offline but you're taking your online conversations offline as fast as you can and this is a great platform and medium to do it so I'm gonna pause for a second I have a few minutes left who would actually next week make a personal video to an account that's stuck we call it the dead zone it's that uncomfortable silence when a customer says call me back next week you call them they're not there call next week they don't answer call them a month from now they're not there what are you doing he just lobbying in voicemail after voicemail or are you taking a moment to teach them something new raise your hand if you would make at least one video to a customer next week love it okay last tip referral-based selling as I mentioned I clearly didn't invent referral-based selling let me close this down what I didn't mention actually I'll just toggle back to that tool what is really neat about it is I can track using this tool who opens it what company if they forward it to other people when we get into doing this in workshops this is about time management this is about buying intent and you might be working a slew of accounts and you say to yourself I can't give equal opportunity to each one I use these sort of mediums this tecnique digital technology to figure out who's hot who's not where do I adjust my time where do I spend it on what accounts this kind of tool helps so it allows me to see who's opening it and so forth okay hmm last tip referral-based selling great statistic by sales benchmark index you're four times more likely to open up a door based on a relationship and we all know this than it is to call in cold but a lot of companies and a lot of people don't actually know how to map this out so I'm going to come back to my story it's 2011 I'm failing hard I have no idea what I'm doing I have like one or two good stories and what I realized then and there is the mistake that I was making is I was calling into accounts and would say mr. mrs. customer I've done business with McDonald's and American Airlines and harley-davidson and the customer would say I don't care has nothing to do with me and right then and there I started to think of this concept which we later coined the sphere of influence and is something that we do today and our customers do every day every time you win a new logo so here's what I'd like you to do is a little exercise grab a sheet of paper I want you to write down the last deal that you closed or worked on okay I realize there's different people in the audience here but write down one logo one customer I want you to put that logo right in the center that company has its own sphere of influence the sphere of influence of New Horizons Learning Center's the largest IT training company in the world when we won that account here's what we do this is the center of the universe for that customer who actually cares

number one people that used to work there so we took tip number one a job change alert who used to work at our customer that is now a VP of Sales our marketing and a company that we don't have that we could tell that story to number two competitors that's an obvious one but number three is dropping into the social networks of the decision makers champions and influencers at that customer at a period of time when the deal is still hot and warm and the implementations going well and you have a great relationship that's Tynan Fisher he's the chief operating officer at New Horizons largest franchise in the Northeast I can drop in to his network and I can understand his sphere of influence what is actually known at the personal level called social proximity we all have our own social proximity my mom my wife who's here in Las Vegas my friends my university alumni my colleagues past and present these are people that are circled around me that actually if they got an email or a LinkedIn message about Jamie shanks they would actually care but anyone outside of that sphere for the most part doesn't really care but how do you understand how to use that let's actually drop in to a real customer and figure out how we do this so here's what I'd like you to do then you could and when we do this in workshops we can do this for named accounts existing customers you can do this all day long I'm going to use the use case right now when we won the sprint deal this is the CEO of Sprint he may recognize his name he is also on the board of uber his name is Marcelo when you win that customer account what do we do next you map out the organizational chart and anyone that's in customer success knows that you need to figure out all the people and players so what we can do now is drop into people's social networks and I'm going to see Marcelo has seven hundred and ninety five people in his network now I'm going to show you the art of asking for a referral one of the big challenges that people have is what they'll do is they'll look into people's social network and say Marcelo can you introduce me to every vice president of sales you know and he'd be like I don't even know where to start I don't because I don't know what type of customers you like markets you serve big small do you want in a certain technology do you want a merging do you want those that are contracting you have to do the homework for them and here's how you do the homework what I'd like you to do is go into the social network of any one of your last customers and concentrate on the company button and click that plus sign what it does is actually maps the social proximity of every person it rolls up their entire social network and distills it into the three four or five counts that person could actually introduce you to you see he's connected to a ton of CEOs and VPS of sales but he might just know one person at one account and he doesn't have a strong relationship but each one of you if I were to drop into your social network there are about three to five accounts that either you used to work there your spouse works there your best friend works there you know it's a customer of yours for five years these are the accounts that if I were to leverage those are the ones you could help me get into so that's step one of course I could always before we do that company search I could always go into information technology and I could search everyone that is a cxo but I wouldn't know where to start I just see IT leaders but could I be spinning my wheels asking for a referral that might not yield anything so what I'm going to do is actually concentrate first on the person's social proximity I'm going to close this down information technology I'm first going to look at the account let's actually drop in to Amazon so what Amazon he knows the general manager worldwide business development head of business development these are the people that he can help with now here's the next step the art of doing this right is number one coming with a game plan so whether you want to call Marcelo or you want to email him you would say here's Marcelo I notice and come with no more than three people or so one account three people or maybe three accounts one person each but anything larger than three sellers around the world have told us usually it never gets done so I come to them with one account I want to penetrate the Amazon account Marcelo pick up the phone I notice you're connected to Michael Drew and Howard how well do you know them verify it or you could send this via email but

here's the most important step number two Marcelo here's what I recommend you say and you give him a play a paragraph a story a video I love to do it in video and that one play in 30 seconds to a minute says Michael Drew Howard we ended up working with Marcelo at Sprint the successes we had 96% certification they created five enterprise opportunities in 90 days multi millions of dollars in pipeline I believe it would work also at Amazon because we've been working with those in the cloud services like Microsoft Azure and so forth now all the sudden I have a much more higher probability that this introduction will happen because I've in an identified number one somebody that actually knows the Amazon account well probably knows this company well enough to know Michael Drew and Howard and I came with a game plan and I gave Marcelo the play so he didn't have to do anything if you started doing this it will dramatically change the lead flow of referrals from your existing IT leaders to other IT leaders because if you opened up the CI just any CIOs network you're going to realize who are they all connected to other CIOs and so you drop into their network map out the one two or three accounts they really know well and move next move to the next referral it becomes a spiderweb what we do and our customers do is you pick a vertical when I started this company the very first customer of ours was in market research within six months we had four market research companies and then from there we got into the logistics space of all spaces we ended up winning five logistics companies because they're all interconnected to each other and you just start moving like a spiderweb so I'm going to pause for a second there are four minutes left I want to see number one give room for one or two questions and let's talk about the takeaways here actually the takeaways number one referral based selling monitor each account for news and jobs triggers be first add value be bold be human and then mapping the social proximity of accounts I want to hear from you is there any questions as we have a few minutes left because I can talk about next steps so as next steps in the breakout sessions number one we have a reinforcement plan we're giving you something we call ask the experts as the experts is a hotline where our trainers talk to anyone of the sales professionals that we deal with around the world you can drop in to the hotline ask our trainers what-if scenarios best practices we have all this free and available to you while providing you videos on all of this supporting assets that you can watch to help you implement these tricks and then ultimately later this the city this morning and this afternoon we have two breakouts that will help deep dive into these very tactics that we're talking about and covering so I really appreciate your time there's two minutes left and it really excited to work with you throughout the day to help you along this digital journey appreciate your time everybody thank you