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Tips for Social Sales Professionals
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Tips for Social Sales Professionals

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  • 1. Tips for Social Selling Professionals Transforming the way you sell
  • 2.  Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility  Gathering Intelligence: Researching social information to prepare for sales conversations  Building your Network: Developing relationships with people who can share information and provide referrals  Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts  Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator What is Social Selling? 2
  • 3. Why Apply Social Selling Techniques? 3 “The best reps are not just present in social media, they position themselves as credible and influential sources in customer networks.” -Sales Executive Council
  • 4. Why Apply Social Selling Techniques? ”The B2B social buyer relies on social media and online communities during the purchase process.” -ITSMA 4
  • 5. Why Apply Social Selling Techniques? 5 “Effective use of sales intelligence increases revenue productivity per sales rep by 17%.”* – CSO Insights *2011 analysis
  • 6. Where are you on the social selling spectrum? 6 • Weak Online REPUTATION • NOT Gathering INTELLIGENCE • Reactively Building NETWORK • NOT Contributing INSIGHTS • NOT Using Social Selling SOLUTIONS “Laggards” “Tip-Toers” “Leaders” Low High • Strong Online REPUTATION • Gathering INTELLIGENCE • Proactively Building NETWORK • Contributing INSIGHTS • Using Social Selling SOLUTIONS
  • 7. 7 Build Your PROFILE 5 Steps to Becoming a Social Selling Pro Gather INTELLIGENCE Develop Your NETWORK Contribute INSIGHTS 1 2 3 4 Use Social Selling SOLUTIONS5
  • 8. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 8
  • 9. 9 2. Gather Intelligence Be prepared for every interaction by researching contacts and companies
  • 10. 10 3. Proactively Develop Your Network Build trusted relationships who can support your professional objectives
  • 11. 11 4. Contribute Insights Share ideas through status updates, and participate in groups
  • 12. 12 5. Use Social Selling Solutions Sales Navigator: LinkedIn Premium for sales professionals Build prospect lists with Lead Builder Reveal full profiles of 3rd degree contacts with advanced search Leverage co-worker connections with Team Link
  • 13. Best of luck in your journey to becoming a social selling professional! 13 For more information: http://sales.linkedin.com or www.slideshare.net/linkedin-sales-solutions