How to Use LinkedIn and Other Social Tools to Increase Sales is a great opportunity for partners to learn about the latest marketing trends and strategies from marketing innovator Luanne Tierney. You will learn: • What makes great content • Why it is important to have an integrated content marketing strategy • How social selling can be used to increase sales • Why social media needs to be part of your marketing foundation and selling process • How to embrace being authentic and how to leverage it in your content marketing strategy • How to build your online influence with LinkedIn

1. How to Use LinkedIn and Other
Social Tools to Increase Sales:
A Conversation with Luanne Tierney

2. What is Social Selling?
Social selling is using social
media for generating &
executing sales. It’s based on
listening to prospects, and
sharing content to directly
engage them.
Connect
Share
Engage

3. Simple Question
Why is this important?

4. What if you could have all your sales leads
in a single room?

5. Real Results When Done Right
Sources: IBM | Hubspot 2013 | State of Inbound Marketing 2013
✓ 78% of salespeople using social media outsell their
peers
✓ Social media produces almost 2x the leads of trade
shows, telemarketing, direct mail or pay-per click
✓ 52% of all marketers sourced a lead from Facebook
in 2013

6. LinkedIn: Engage Where
Engagement Happens

8. Who are you connected to?

9. But, isn’t LinkedIn mostly
for job hunting?

10. Your competition is using LinkedIn
Social Selling Efforts
15% 31% 21%
More
customer
renewals
Greater team
margin
attainment
More reps
reaching their
targets
Source: Aberdeen Group

11. How to Begin?

12. NEW GAME
“It’s important to build a personal brand because it’s the
only thing you’re going to have. Your reputation online
matters, which in the new business world is pretty much the
game, so you’ve got to be a good person. You can’t hide
anything, and more importantly, you’ve got to be out
there at some level.”
Gary Vaynerchuk Entrepreneur, Author, Investor

13. STEP 1: HAVE A GREAT PRESENCE

14. Where do they hang?
Go to IT forums & see what
customers are saying
What are their interests?
What are they reading?
STEP 2: RESEARCH YOUR AUDIENCE

15. STEP 3: BEFORE DOING
ANYTHING…LISTEN!
▪ What’s being said?
▪ What are customers’ hot topics?
▪ What are their key concerns?
▪ What are latest trends?
▪ What is the current IT news?
This will help you know the
content to share

16. STEP 4: ENGAGE
SHARE RELEVANT CONTENT & START CONVERSATIONS
✓ Post a very intriguing question like:
“Want to know the top security mistakes
every company makes? Download xyz”
✓ Link the download to your site so marketing
team can monitor who is clicking on the links
✓ Follow up within a week with a question or
conversation starter

17. What does Marketing
Need to do?

18. Target the best groups

19. Sales people pick off the
engaged prospect for more
direct conversation

20. What is the Importance of
the Long Form Posts?

21. Get found!
● Google ranks authorship
● Sharing increases rankings
● LinkedIn content increases engagement

22. Aren’t LinkedIn Groups
often like a Rave?
Here one day, gone the next?

23. LinkedIn conversations
in email and websites
increase engagement

25. What are some Main
LinkedIn Tips?

26. LinkedIn Tips
LinkedIN
1. Use headlines to stimulate attention; your title is not always
the best headline
2. Create a summary showing value you bring. Write in the 1st
person
3. Use data or industry stats to gain credibility
4. Show your expertise
5. List skills your customers will want to hear
6. Use LinkedIn "Professional Portfolio” to share presentations,
videos, links, PDFs etc.

27. What Investment do the
Sales People Need
to Make?

28. LinkedIn Premium – Sales
Professional
• Improve your professional identity
• Discover who’s interested in you
• Get analytics to improve your professional presence
• Be prepared with key information on business contacts
• Grow your professional network
• Make new business contacts outside your network
• Get introduced through your network
• Make yourself available to new contacts
• Promote and grow your business
• Zero in on the right people
• Easily stay on top of your search
• Reach out credibly to anyone on LinkedIn
Price – Starting at US$23.99/MO

29. So what about Twitter?

31. Who can you find?

32. What can we learn?

33. How we should start?

34. Remember
Linked
IN
Google
+
Twitt
er
Facebo
ok
Break Down The Walls

35. Sounds great but...
Isn’t it time consuming

36. TURN SALES INTO
SOCIAL SELLING PRO’S
WEEKLY
MONTHLY
DAILY
Review & update your LinkedIn Summary, current role description,
adding in new talking points & achievements respectively
Schedule time to spend in key LinkedIn Groups to add comments,
start discussions and reach out to ‘qualifying’ individuals
Write an article highlighting your perspective on one of the major
challenges in one of the markets you serve, & post it into LinkedIn
Share an on-topic article – from a trusted source, your
company’s website, or LinkedIn Pulse
(tip: pre-schedule the week using Content MX)
QUARTERLY
DAILY
.

37. Search | Learn | Engage

38. How do I convince the sales team?

39. What are some of the
solutions to help?

40. Content and Management
Strategy Sales Lead Data

41. Free Assessment of Your
LinkedIn and Social Selling Strategy
Thank you for attending!
A member of the ContentMX team will be reaching out
to you over the next few days to schedule your free
assessment of your LinkedIn and Social Selling
strategy.
You can also reach me at jeff@contentmx.com or at 781.444.7000 if you
have any questions about the webinar or your free assessment.