social selling 101

VivianChanLinkedInSalesSolutions

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Fact:Reps lose deals.

Why reps lose deals

Missing critical players

people on average are involved in the buying

decision

5.4

Saying the wrong things

77%of buyers don’t believe that

sales understands their business and don’t think

they can help

Losing touch with prospects

of forecasted deals go dark

24%

Social SellingA modern approach to sales that utilizes information from social

networks to grow your business

Social Selling Behaviors

Create a professional brand

Find the right people Build strong relationshipsEngage with insights

Social Sellers See More Success

45% 51% 78%Create more opportunities

More likely to achieve quota

Outsell peers who don’t use social

media

LinkedIn has a wealth of information on the people and companies with whom you want to build relationships

430M+Members worldwide

7M+Global companies

159M Monthly unique visitors

2B+Updates per Week

To tap into the power of LinkedIn for sales, you need to expand your access and tailor your experience

Today: your personal

network

All that LinkedIn has to offer

YOU

Just what you need for sales

GetMoreOutofLinkedInwithLinkedInSalesNavigator

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Sell Through Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 Start with the Building BlocksFundamentals of Social Selling with LinkedIn

12

Sell Through Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 Start with the Building BlocksFundamentals of Social Selling with LinkedIn

13

 Start with Your Profile

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Build a Professional Brand

15

Mediashould illustrate your story

Summaryshould describe your passions

Inform & InspireBuild a Professional Brand

Taglineshould be action oriented, not just a title

Professional Photoyour first impression

 Become a Thought LeaderBuild a Professional Brand

• Commentingroupdiscussions• Shareimportantnews• Askclientsforrecommendations• Leverageexistingmarketingcontent• Publishcontent

LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014

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 Start social selling todayBuild a Professional Brand

2Say Cheese

Bringinaprofessionalphotographerforprofile

headshots

3Share ContentAskmarketingfor

existingcontentsoyoucanleveragewhat’salreadyavailable

Peer ReviewScheduletimeona

Fridayforyourteamtoupdate

LinkedInprofilestogether

1

Fast Tips

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Sell Through Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 Start with the Building BlocksFundamentals of Social Selling with LinkedIn

Acc

ount

Pot

entia

l

Likelihood to Buy

Finding the Right People Time is Money

Prioritize by Size and IndustryFinding the Right People

 Build and Save Lead Lists with Lead Builder

21

Finding the Right People

 Leverage Your Team Network

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Finding the Right People

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 Start social selling todayFinding the Right People

2Research

Gobeyondjustyourtargetleadatan

account–lookuptheirDirector+peersandidentifyyourentire

buyerpanel

3Train

Teachnewemployeesyourprocessfromthestartandinvestintrainingyourmoreexperiencedteam

members.

ConnectHaveyoursalesteamconnecttooneanotheronLinkedIntostart

unlockingthepowerofyourcombinednetworks

1

Fast Tips

24

Sell Through Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 Start with the Building BlocksFundamentals of Social Selling with LinkedIn

 Leverage Your Team Network

25

Sell Through Relationships

Ask for PermissionRequest intros when they will

have the most impact

Make it easyOffer to ghost-write

the intro email

Follow-throughClose the loop with

the introducer

 The Cold Call is DeadSell Through Relationships

WarmIntroduction

NameDrop

27

 Start social selling todaySell Through Relationships

2Network

InternallyIncorporateintoyourregularteammeetings

–formalizetheserendipitous‘watercooler’moments

3Use TemplatesCreateanetworkintroductionemailtemplatesopeoplehaveagoldstandard

Lead by exampleEncourageyoursalesteamtoapproachyouforintroductionsto

prospectsconnectedtoyou.

1

Fast Tips

NOTE: Make sure they have done their due diligence,

your reputation is on the line too

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Sell Through Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 Start with the Building BlocksFundamentals of Social Selling with LinkedIn

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Even if it’s cold, keep it personalEngage with Insights

…Before challenging the logical (left) side of the brain• Insights• Data• Rankings

2

Engage with Insights Appeal to Both Sides of the Brain

Appeal first to emotional (right) side of the brain…• Personal interests• School pride• Articles and posts• Recommendations

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 Start social selling todayEngage with InsightsFast Tips

2Follow Target Companies

Watchformarketingmaterialsandpress

releasesrelatedtoyourtargetcompaniesand

products.

3Look for Openings

Payattentiontokeymomentsforyourleads

oraccounts:jobchanges,promotions,newsmentions,etc.

Start SmallStartsimplybysharing,likingandcommentingonothers’content.You

canstartengagingwithoutanyofyourown

originalcontent!

1

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Sell Through Relationships

Create a Professional Brand

Find the Right People

Engage with Insights

 You have the fundamentalsNext Steps: Start Social Selling

 For more on LinkedIn Sales Navigator, visit sales.linkedin.com

Polish Your LinkedIn Profile

Search 400M+ Members

Leverage Warm Introductions

Keep Up with Your Accounts