2. Today’s Agenda
1. Your profession: What’s changed?
2. What IS Social Selling
3. Becoming a Social Selling Expert
4. 3 steps to prospecting with Sales Navigator
5. How social is your sales organisation right now?
Sales Solutions
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7. What is Social Selling?
Developing a Reputation: Building a strong online reputation that
showcases your experience and increases your credibility
Gathering Intelligence: Researching social information to prepare for
sales conversations
Building your Network: Developing relationships with people who can
share information and provide referrals
Offering Insights: Providing meaningful insights that earn opportunities to
engage with and influence contacts
Using Social Selling Solutions: Taking advantage of innovative selling
solutions such as LinkedIn Sales Navigator
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11. 5 Steps to Becoming a Social Selling Expert
1. Build Your PROFILE
Developing a Reputation: Building a strong online
reputation that showcases your experience and increases
your credibility
2. Develop Your NETWORK
Building your Network: Developing relationships with
people who can share information and provide referrals
3. Gather INSIGHTS
Gathering Intelligence: Researching social information
to prepare for sales conversations
4. Contribute INSIGHTS
Offering Insights: Providing meaningful insights that earn
opportunities to engage with and influence contacts
5. Use Social SOLUTIONS
Gain competitive advantage: Use targeted social
media engagement and turn cold leads into warm prospects
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12. 1. Build a Strong Professional Profile
Add a photo, experience and skills that showcase the brand of YOU
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27. In Summary
1 Build Your PROFILE
2 Gather INTELLIGENCE
3 Develop Your NETWORK
4 Contribute INSIGHTS
5 Use Social Selling SOLUTIONS
Just how Social is YOUR sales organisation……?
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28. LinkedIn’s Social Selling Index
First-of-its kind measure that ranks company utilisation of
LinkedIn as a social selling tool.
http://promo.linkedinsocialsellingindex.com/register/
• Gain visibility into your
company’s activities
• Uncover new opportunities
• Benchmark yourself against
peers and competitors
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Introduce your self and the process that you came to speak today.
Buyers are savvy and have an abundance of information sources with an unprecedented depth of research available to them – what this means
Transition slide, talk over it – use this slide how you want - tell a story, or your story. I’m a sales professional, and I was the first rep in this territory when our sales solutions business was just in its infancy. And when our team was first starting out and we were building our product and learning about the market, the main question that I needed to answer was “why are sales professionals so engaged on LinkedIn? Why are they the largest professional group we have, and why they’re choosing to pay for our premium subscriptions. We needed to fully understand what was happening in the sales profession, before we could augment LinkedIn in a way that help. Well what we found was that the levels of engagement we were seeing in sales/business development professionals is a result of a fundamental shift in how their stakeholders are behaving; purchasing decisions are being made in a very different way today.
Buyers/DM’s/influencers are increasingly tech savvy and are using the internet and social media to get more information. Quite often they know as much or even more about your products than your reps will. And the best information doesn’t come from the vendors themselves, but from 3rd party reviews, blogs and forums, which gives them a 360 view of what they are thinking of buying.Nor do they need to wait for vendors to give them information – they can go out and get it. Additionally, they’re less inclined to believe the sales and marketing messages from vendors and increasingly believing what they hear from friends, colleagues, peers or networks – whether face to face or online.What does this mean? Three things:Our buyers/DM’s/influencers areOn Social Media;More informed; And less responsive. There is empirical evidence to back up this changing landscape. A recent IBM survey show that 75% of B2B buyers research online (although this seems low to me). Also the point that the vendor’s sales team is being invited into discussions is getting later and later. If you think of the buying process as starting with a problem statement and going through stages such as needs analysis, evaluation of possible solutions, preferred solution and so on. With all the information that the buyers have, the point in the buying process that they are now starting to talk to sales people is over 60% down the line. A clear change from the way that buying has been done in the past.If you look at things like the solution sales process then this can have a significant impact. Solution sales is all about getting in early in the sales process and influencing requirements, and it will be much harder to do this.We need to start to think differently how we sell and how we engage in the buying process.
The world of work has changedThe Internet has transformed how information is created and accessed, and how people connect and collaborate.Buyers have changed; they are technology enabled and socially empowered.Professionals need to be more responsive and make faster and better informed decisions to perform in this accelerated business environment. Enter LinkedIn. There is now a single, global community of professionals from which a magical new data asset emerges. With more than 259 million professional members representing companies in more than 200 countries and territories, LinkedIn is the world’s largest professional network on the Internet. These millions of professionals are adding information to their profiles, sharing important insights, and building their networks every day on LinkedIn.
Our mission is to help sales reps leverage their professional brand to fill their pipeline with the right people, insights, and relationships. Our vision and our dream is to elevate the sales professional.
Social Selling on our platform is based around these 5 core behaviours
I don’t think that LinkedIn has defined “Social Selling,” but we do enable it.
Our mission is to help sales reps leverage their professional brand to fill their pipeline with the right people, insights, and relationships. Our vision and our dream is to elevate the sales professional.
-Animate the three columns so can discuss one at a time.-Follow a rhythm in diving into each of the three that we (1)conceptually present the value, and then (2)show how this is provided in Sales NavigatorWhat exactly does building strong pipeline entail?Since this is the top X priority for you to hit your number and you, not marketing, is not driving the majority of pipeline, let’s deconstruct together what exactly are the key activities in building pipeline so we can assess how well you’re doing with each and how LinkedIn may helpVery quickly introduce these three (quickly, because want to leave time to dive into each in a moment)Who is right person? One of the most inefficient and annoying things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person. What do I say? There’s nothing more annoying than when a sales person has no context about you or your business or contacts you at the wrong time (even if you are the right person and they came in warm).What’s my path in? Even if you’re the right person, buyers hate being cold called. It is so much better if a seller came to me through a trusted source because I could immediately tell the mutual connection I’m not interested. Since relationships matter, the seller couldn’t be too aggressive or would damage his/her relationship with the mutual connection.
Challenger – Our SolutionObjective – Demonstrate a simple, fast and easy way to identify the right people you want to speak with
Challenger – Our SolutionObjective – create comfort on the depth of information you could use to build rapport with the potential contactsActivity feed.Updates, presentations videos
Challenger – Our SolutionObjective – demonstrate the power of relationships and how you could turn on this power tomorrow