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Kurt Shaver
The Sales Foundry
Building a
Social Selling Culture
Turning Bottoms-Up Tactics Into Top-Down Strategies
Sales Technology
Adoption
3 Steps to Build Culture
Social Business
Social
Selling
Isn’t LinkedIn for
finding a job?
The Aberdeen Group
31%Greater team quota attainment
with social selling techniques
LinkedIn =
Social Media
Talk to
Marketing
B2B Lead Sources
Some of the biggest Social Selling practitioners are
sales reps at Marketing Automation companies
My salespeople
know how to use
LinkedIn.
VP of Sales
500+ Connections
Managed
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
Managed
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
Managed
via System
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
Managed
via System
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
CRM
Managed
via System
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
CRM Social
Social Selling: Building a Social Selling Culture - Kurt Shaver
Social Selling: Building a Social Selling Culture - Kurt Shaver
VP of Sales
Goals and
Executive Support
VP Marketing
Creator of Content
Enthusiastic Top Rep
Lead by Example
Sales Manager
Reinforce during
Account Reviews
Sales Ops
Communications
and Measurement
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
Sales
Appointments
Social Influence
Connections, Intros, Posts
Insurance: Grow Network of Referral Partners
• Attorneys
• Bankers
• CPAs
2. Training
Knowledge Discipline
2. Training
Profile Network Prospect Engage
• To learn new skills
• To “read the room”
• For your network to respond
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Traditional Sales
Training Company
Miller-Spin-
Centric
Certified Social
Selling Specialist
Marketing
Intern/Social
Media Wiz
Marketing Supplied Library
Marketing Tracks Results
How are we going to
pay for social sales
training?
1. Take from other budgets
2. Rep’s own wallet (reimburse?)
3. HR career development funds
4. Co-op funds for resellers
5. Roll up of trade assn. or
franchisees
3. Manage
Have you been
introduced to the
decision maker?
Does anyone here
have high-level
connections?
How many new
appointments have
you got this month
thru LinkedIn?
L1: Your Connections
L2: Your Connections’ Connections
L3: Your Connections’
Connections’ Connections
535
318,200
10,311,800
Social Selling: Building a Social Selling Culture - Kurt Shaver
Social Selling: Building a Social Selling Culture - Kurt Shaver
Website Visit
Trade Show
LinkedIn
Twitter
Track social lead
sources the same way
as traditional lead
sources
LinkedIn Sales Navigator
©2013 LinkedIn Corporation. All Rights
Reserved.
 Searches Made
 Profiles Viewed
 InMails Sent
Social Selling: Building a Social Selling Culture - Kurt Shaver
kurt@thesalesfoundry.com
*Report fee waived through June for qualified companies of 20+ reps
• LinkedIn KPIs
• Establish baseline
• Compare to industry
benchmarks
Advanced
Beginner
Intermediate
www.thesalesfoundry.com/score

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Social Selling: Building a Social Selling Culture - Kurt Shaver

Editor's Notes

  1. CloudMate seamlessly:Overlays live LinkedIn accountAligns with custom corporate or consultant/expert branding in CloudMate navigation barDelivers role-based guidanceMoves user to relevant LinkedIn pagesCentrally maintains content library for your sales effectiveness trainer or expertRuns in the cloud with no downloadsGenerates training and performance alerts to userssales@rocktech.com or 617-401-3348
  2. Monitor EngagementSearches MadeProfiles ViewedInMail Messages SentDrive Best PracticesMonthly trends for custom time periodsIdentify successes and red flagsMonitor your team’s engagementin key activities on LinkedInDrive adoption of best practices by watching aggregate trends over time and proactively identifying red flags