Social Selling 101

1. Vivian Chan LinkedIn Sales Solutions

2. 2 Fact: Reps lose deals.

3. 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%

5. Social Selling A modern approach to sales that utilizes information from social networks to grow your business

6. Social Selling Behaviors Create a professional brand Find the right people Build strong relationshipsEngage with insights

7. Social Sellers See More Success 45% 51% 78% Create more opportunities More likely to achieve quota Outsell peers who don’t use social media

8. 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

9. 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

10. Get More Out of LinkedIn with LinkedIn Sales Navigator

11. 11 Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn

13. 13

14. Start with Your Profile 14 Build a Professional Brand

15. 1 Media should illustrate your story Summary should describe your passions Inform & Inspire Build a Professional Brand Tagline should be action oriented, not just a title Professional Photo your first impression

16. Become a Thought Leader Build a Professional Brand • Comment in group discussions • Share important news • Ask clients for recommendations • Leverage existing marketing content • Publish content LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014

17. 17 Start social selling today Build a Professional Brand 2 Say Cheese Bring in a professional photographer for profile headshots 3 Share Content Ask marketing for existing content so you can leverage what’s already available Peer Review Schedule time on a Friday for your team to update LinkedIn profiles together 1 Fast Tips

19. AccountPotential Likelihood to Buy Finding the Right People Time is Money

20. Prioritize by Size and Industry Finding the Right People

21. Build and Save Lead Lists with Lead Builder 21 Finding the Right People

22. Leverage Your Team Network 22 Finding the Right People

23. 23 Start social selling today Finding the Right People 2 Research Go beyond just your target lead at an account – look up their Director+ peers and identify your entire buyer panel 3 Train Teach new employees your process from the start and invest in training your more experienced team members. Connect Have your sales team connect to one another on LinkedIn to start unlocking the power of your combined networks 1 Fast Tips

25. Leverage Your Team Network 25 Sell Through Relationships

26. Ask for Permission Request intros when they will have the most impact Make it easy Offer to ghost-write the intro email Follow-through Close the loop with the introducer The Cold Call is Dead Sell Through Relationships Warm Introduction Name Drop

27. 27 Start social selling today Sell Through Relationships 2 Network Internally Incorporate into your regular team meetings – formalize the serendipitous ‘water cooler’ moments 3 Use Templates Create a network introduction email template so people have a gold standard Lead by example Encourage your sales team to approach you for introductions to prospects connected to you. 1 Fast Tips NOTE: Make sure they have done their due diligence, your reputation is on the line too

29. 29 Even if it’s cold, keep it personal Engage with Insights

30. …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 1

31. 31 Start social selling today Engage with InsightsFast Tips 2 Follow Target Companies Watch for marketing materials and press releases related to your target companies and products. 3 Look for Openings Pay attention to key moments for your leads or accounts: job changes, promotions, news mentions, etc. Start Small Start simply by sharing, liking and commenting on others’ content. You can start engaging without any of your own original content! 1

32. 32 Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights You have the fundamentals Next 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

Social Selling 101

Social Selling 101

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Social Selling 101