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

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Start with Your Profile

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Build a Professional Brand

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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

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Fast Tips

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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

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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

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Fast Tips

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Leverage Your Team Network

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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

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Start social selling todaySell Through Relationships

2Network

InternallyIncorporateintoyourregularteammeetings

–formalizetheserendipitous‘watercooler’moments

3Use TemplatesCreateanetworkintroductionemailtemplatesopeoplehaveagoldstandard

Lead by exampleEncourageyoursalesteamtoapproachyouforintroductionsto

prospectsconnectedtoyou.

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Fast Tips

NOTE: Make sure they have done their due diligence,

your reputation is on the line too

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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!

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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