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What is social selling

What is social selling



Social Selling is the use of social networks to find and engage with decision makers. The BEST social network to empower social selling is LinkedIn. http://www.linkedin.com/in/kokasexton/

Social Selling is the use of social networks to find and engage with decision makers. The BEST social network to empower social selling is LinkedIn. http://www.linkedin.com/in/kokasexton/



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  • Many survey respondents were unaware that they could create and save prospect lists on LinkedIn based on a wide range of criteria. Nor did they realize that this “saved search” capability regularly updated them when new people met their search parameters – thus providing a steady stream of new prospects.

What is social selling What is social selling Presentation Transcript

  • What is Social Selling?
  • What is Social Selling? Koka Sexton Sr. Social Marketing Manager @Linkedin @kokasexton in/kokasexton
  • Social Selling DefinedLeveraging social media to connect with prospects andcustomers in a meaningful way.With the ultimate goal of leveraging the network togenerate leads and build a sales pipeline whileaccelerating sales cycles.
  • Lets Look at the Social Network Landscape
  • Twitter is a real-time information network thatconnects you to the latest stories, ideas, opinions and news about what you find interesting.
  • The public broadcast platform Ability to disseminate and/or track information Real time, trending, celebrity appeal In the context of LinkedIn:  When sharing an update on LinkedIn, members may check a box to publish the update via their Twitter handle, as well  Content published out to amplify professional message
  • Founded in 2004, Facebook’s mission is to make the world more open and connected. People use Facebook to stay connected with friends and family, to discover what’s going on in the world, and to share and express what matters to them.
  • The casual utility Mass audience, socially engaging Core use cases: Games, photos, sharing, event planning In the context of LinkedIn:  Very different environments (customers, priorities, objectives)  Overlap in participants, but not in intent
  • LinkedIns mission is to connect the worlds professionals to makethem more productive and successful.“Our vision is to create economic opportunity for every professional inthe world.”
  • The professional networkMISSION: Connect the world’s professionals to make them more productive and successful Provide ability to own and manage one’s own professional identity Curate professional context Turn relationships and information into business opportunity
  • There are many social networks that you “can” use…
  • Only one social network is the leader in the business of social selling
  • Top Sales Professionals Love Linkedin View LinkedIn as Essential Download Others 12% Top Sellers 88% ©2013 LinkedIn Corporation. All Rights Reserved. 14
  • TOP SALES PROFESSIONALS LEVERAGETHE PREMIUM TOOLS Using Paid Version Others Download 29% Top Sellers 71% ©2013 LinkedIn Corporation. All Rights Reserved. 15
  • Roughly 80% of sales leaders believe their sales force wouldbe more productive with a greater social media presence, and more than half of them expect to increase their engagement with LinkedInHootsuite: Social Selling in B2B Sales
  • Top Sales Professionals leverage the premium tools Power Users (6+ hrs./week) Download Others 14% Top Sellers 86%Top Sellers are those that havegenerated “lots” of opportunities using LinkedIn
  • USE LINKEDIN FOR PROSPECTING Always Use LinkedIn to Identify Potential Contacts Download Others 21% Top Sellers 79% ©2013 LinkedIn Corporation. All Rights Reserved. 19
  • 65% of businesses are already using social media in their sales efforts.EyeOnSales.com
  • Use LinkedIn for TargetingCreate Highly Targeted Prospect Lists (often or always) Download Others 22% Top Sellers 78%
  • #FACTS According to ComScore, 82% of the world’s online population is reached by social networking sites. Nearly one of every five minutes spent online is dedicated to social networking sites.The Grande Guide to Social Selling
  • EXPANDING REACH IN ACCOUNTS Always Use LinkedIn to Expand Account Contacts Others Download 17% Top Sellers 83% ©2013 LinkedIn Corporation. All Rights Reserved. 23
  • More Great Info on Social Selling Click on the books to download.Salesforce mini guide for Hootsuite: Social Selling Eloqua Grande GuideSocial Selling in B2B Sales Social Selling
  • What’s Your Social Selling Index? Get Yours Today!
  • Social SellingLinkedIn Sales Navigator is a premium social selling solution that provides salesprofessionals with the ability to quickly find, qualify and create new opportunitiesand helps sales management accelerate the social selling capabilities of their salesorganization. LinkedIn Sales Navigator helps you navigate your network and reachdecision-makers more directly by leveraging the power of the worlds largestprofessional network. Save time, gain insights, and close deals faster by utilizing thepremium social intelligence solution for all sales professionals.• Expand your network and leverage common connections• Prioritize your prospects and build better lead lists• Engage decision-makers directly and shorten your sales cycle• Find and be found with trusted data
  • Over 200M members and counting 200+ 145 90 55 32 17 4 8 2 2004 2005 2006 2007 2008 2009 2010 2011 2012 LinkedIn Members (Millions)
  • As of December 31, 2012, LinkedIn operatesthe world’s largest professional network on theInternet with more than 200 million membersin over 200 countries and territories.As of December 31, 2012 (the end of thefourth quarter), professionals are signing up tojoin LinkedIn at a rate of approximately twonew members per second.