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#SourceIn
Social Selling Best Practices
Koka Sexton
LinkedIn
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2
•  What is Social Selling
•  Building your per...
LINKEDIN – SOCIAL SELLING
time
levelofbuyer
activity
“I’m just
downloading
stuff”
“We have a
project”
“We’ve
made a
decisi...
LINKEDIN – SOCIAL SELLING
time
levelofbuyer
activity
“I’m just
downloading
stuff”
“We have a
project”
“We’ve
made a
decisi...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 5
Research prospects
LINKEDIN – SOCIAL SELLING
Research prospects
©2013 LinkedIn Corporation. All Rights Reserved. 6
LINKEDIN – SOCIAL SELLING
Participate in groups
©2013 LinkedIn Corporation. All Rights Reserved. 7
LINKEDIN – SOCIAL SELLING
Build a network
©2013 LinkedIn Corporation. All Rights Reserved. 8
LINKEDIN – SOCIAL SELLING
Get referrals and introductions
©2013 LinkedIn Corporation. All Rights Reserved. 9
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 10
Get referrals and introductions
LINKEDIN – SOCIAL SELLING
Inevitable
©2013 LinkedIn Corporation. All Rights Reserved. 11
©2013 LinkedIn Corporation. All Rights Reserved.
Social selling is reminding
everyone that who you know is
more important ...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13
You are the CEO of
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 15
LINKEDIN – SOCIAL SELLING
“Visibility creates opportunities.”
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17
“It’s not the size of your network, but how y...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18
Use your status
updates to engage
your networ...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19
Use your status
updates to promote
your netwo...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20
Use your status
updates to promote
your compa...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 21
Use your status
updates to inform
your networ...
LINKEDIN – SOCIAL SELLING
Who you know IS more
Important than WHAT
You know
Your network
is your business.
©2013 LinkedIn Corporation. All Rights Reserved.
Proficiency in social media is a
differentiator now, but will
soon be a q...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 24
§Promote your brand through your LinkedIn pr...
LINKEDIN – SOCIAL SELLING
Your professional tagline makes a difference!
©2013 LinkedIn Corporation. All Rights Reserved. 25
LINKEDIN – SOCIAL SELLING
Make it easy for potential buyers to learn & connect
©2013 LinkedIn Corporation. All Rights Rese...
LINKEDIN – SOCIAL SELLING
Educate, educate and educate some more!
©2013 LinkedIn Corporation. All Rights Reserved. 27
•  U...
LINKEDIN – SOCIAL SELLING
How have you helped customers achieve their goals?
©2013 LinkedIn Corporation. All Rights Reserv...
©2013 LinkedIn Corporation. All Rights Reserved.
To succeed, you must be the best
at what you do for a specific
audience.
LINKEDIN – SOCIAL SELLING
•  Social selling is NOT a fad
•  Build your personal brand
•  Remember “resume to reputation”
•...
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31
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The Rise of Social Selling

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Transcript of "The Rise of Social Selling"

  1. 1. #SourceIn Social Selling Best Practices Koka Sexton LinkedIn
  2. 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. 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. 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. 5. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 5 Research prospects
  6. 6. LINKEDIN – SOCIAL SELLING Research prospects ©2013 LinkedIn Corporation. All Rights Reserved. 6
  7. 7. LINKEDIN – SOCIAL SELLING Participate in groups ©2013 LinkedIn Corporation. All Rights Reserved. 7
  8. 8. LINKEDIN – SOCIAL SELLING Build a network ©2013 LinkedIn Corporation. All Rights Reserved. 8
  9. 9. LINKEDIN – SOCIAL SELLING Get referrals and introductions ©2013 LinkedIn Corporation. All Rights Reserved. 9
  10. 10. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 10 Get referrals and introductions
  11. 11. LINKEDIN – SOCIAL SELLING Inevitable ©2013 LinkedIn Corporation. All Rights Reserved. 11
  12. 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. 13. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13 You are the CEO of
  14. 14. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14
  15. 15. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 15
  16. 16. LINKEDIN – SOCIAL SELLING “Visibility creates opportunities.”
  17. 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. 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. 19. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19 Use your status updates to promote your network
  20. 20. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20 Use your status updates to promote your company •  Press •  Blogs •  Content
  21. 21. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 21 Use your status updates to inform your network •  Industry news •  Relevant content
  22. 22. LINKEDIN – SOCIAL SELLING Who you know IS more Important than WHAT You know Your network is your business.
  23. 23. ©2013 LinkedIn Corporation. All Rights Reserved. Proficiency in social media is a differentiator now, but will soon be a qualifier.
  24. 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. 25. LINKEDIN – SOCIAL SELLING Your professional tagline makes a difference! ©2013 LinkedIn Corporation. All Rights Reserved. 25
  26. 26. LINKEDIN – SOCIAL SELLING Make it easy for potential buyers to learn & connect ©2013 LinkedIn Corporation. All Rights Reserved. 26
  27. 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. 28. LINKEDIN – SOCIAL SELLING How have you helped customers achieve their goals? ©2013 LinkedIn Corporation. All Rights Reserved. 28 VS.
  29. 29. ©2013 LinkedIn Corporation. All Rights Reserved. To succeed, you must be the best at what you do for a specific audience.
  30. 30. LINKEDIN – SOCIAL SELLING •  Social selling is NOT a fad •  Build your personal brand •  Remember “resume to reputation” •  Maintain your relationships
  31. 31. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31
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