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The Rise of Social Selling

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  • 1. #SourceIn Social Selling Best Practices Koka Sexton LinkedIn
  • 2. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2 •  What is Social Selling •  Building your personal brand •  Resume to reputation •  Maintaining relationships
  • 3. LINKEDIN – SOCIAL SELLING time levelofbuyer activity “I’m just downloading stuff” “We have a project” “We’ve made a decision” “I’m just browsing” “We’ve shortlisted vendors” awareness consideration purchase “70% of the B2B buying process happens online” SiriusDecisions Inc.
  • 4. LINKEDIN – SOCIAL SELLING time levelofbuyer activity “I’m just downloading stuff” “We have a project” “We’ve made a decision” “I’m just browsing” “We’ve shortlisted vendors” awareness consideration purchase “70% of the B2B buying process happens online” SiriusDecisions Inc.
  • 5. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 5 Research prospects
  • 6. LINKEDIN – SOCIAL SELLING Research prospects ©2013 LinkedIn Corporation. All Rights Reserved. 6
  • 7. LINKEDIN – SOCIAL SELLING Participate in groups ©2013 LinkedIn Corporation. All Rights Reserved. 7
  • 8. LINKEDIN – SOCIAL SELLING Build a network ©2013 LinkedIn Corporation. All Rights Reserved. 8
  • 9. LINKEDIN – SOCIAL SELLING Get referrals and introductions ©2013 LinkedIn Corporation. All Rights Reserved. 9
  • 10. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 10 Get referrals and introductions
  • 11. LINKEDIN – SOCIAL SELLING Inevitable ©2013 LinkedIn Corporation. All Rights Reserved. 11
  • 12. ©2013 LinkedIn Corporation. All Rights Reserved. Social selling is reminding everyone that who you know is more important that what you know. Greg Alexander – Sales Benchmark Index
  • 13. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13 You are the CEO of
  • 14. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14
  • 15. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 15
  • 16. LINKEDIN – SOCIAL SELLING “Visibility creates opportunities.”
  • 17. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17 “It’s not the size of your network, but how you use it.”
  • 18. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18 Use your status updates to engage your network •  166 likes •  12 comments •  67 shares
  • 19. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19 Use your status updates to promote your network
  • 20. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20 Use your status updates to promote your company •  Press •  Blogs •  Content
  • 21. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 21 Use your status updates to inform your network •  Industry news •  Relevant content
  • 22. LINKEDIN – SOCIAL SELLING Who you know IS more Important than WHAT You know Your network is your business.
  • 23. ©2013 LinkedIn Corporation. All Rights Reserved. Proficiency in social media is a differentiator now, but will soon be a qualifier.
  • 24. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 24 §Promote your brand through your LinkedIn profile §Elevate your status from sales rep to trusted advisor §Let your profile sell for you §Educate potential buyers who visit your profile §Transfer of trust through profile to another member §Attract top talent §Differentiate yourself from other sellers §Spur connections to take action §Generate reciprocal business for the ecosystem Resume to Reputation (R2R) The 9 core principles
  • 25. LINKEDIN – SOCIAL SELLING Your professional tagline makes a difference! ©2013 LinkedIn Corporation. All Rights Reserved. 25
  • 26. LINKEDIN – SOCIAL SELLING Make it easy for potential buyers to learn & connect ©2013 LinkedIn Corporation. All Rights Reserved. 26
  • 27. LINKEDIN – SOCIAL SELLING Educate, educate and educate some more! ©2013 LinkedIn Corporation. All Rights Reserved. 27 •  Use rich media •  Include a variety •  Update regularly
  • 28. LINKEDIN – SOCIAL SELLING How have you helped customers achieve their goals? ©2013 LinkedIn Corporation. All Rights Reserved. 28 VS.
  • 29. ©2013 LinkedIn Corporation. All Rights Reserved. To succeed, you must be the best at what you do for a specific audience.
  • 30. LINKEDIN – SOCIAL SELLING •  Social selling is NOT a fad •  Build your personal brand •  Remember “resume to reputation” •  Maintain your relationships
  • 31. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31

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