Information Sales Solutions

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  • 1. Tips for Social Selling ProfessionalsTransforming the way you sell
  • 2. What is Social Selling?§  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 2
  • 3. Why Apply Social Selling Techniques? “The best reps are not just present in social media, they positionthemselves as credible and influential sources in customer networks.” -Sales Executive Council 3
  • 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? “Effective use of sales intelligence increases revenue productivity per sales rep by 17%.”* – CSO Insights *2011 analysis 5
  • 6. Where are you on the social selling spectrum? High “Leaders” •  Strong Online REPUTATION “Tip-Toers” •  Gathering INTELLIGENCE •  Proactively Building NETWORK •  Contributing INSIGHTS •  Using Social Selling SOLUTIONS “Laggards” •  Weak Online REPUTATION •  NOT Gathering INTELLIGENCE •  Reactively Building NETWORK Low •  NOT Contributing INSIGHTS •  NOT Using Social Selling SOLUTIONS 6
  • 7. 5 Steps to Becoming a Social Selling Pro1 Build Your PROFILE2 Gather INTELLIGENCE3 Develop Your NETWORK4 Contribute INSIGHTS 5 Use Social Selling SOLUTIONS 7
  • 8. 1. Build a Strong Professional ProfileAdd a photo, experience and skills that showcase the brand of YOU 8
  • 9. 2. Gather IntelligenceBe prepared for every interaction by researching contacts and companies 9
  • 10. 3. Proactively Develop Your NetworkBuild trusted relationships who can support your professional objectives 10
  • 11. 4. Contribute InsightsShare ideas through status updates, and participate in groups 11
  • 12. 5. Use Social Selling SolutionsSales Navigator: LinkedIn Premium for sales professionals Build prospect Reveal full profiles of 3rd Leverage co-worker lists with degree contacts with connections with Lead Builder advanced search Team Link 12
  • 13. Best of luck in your journey to becoming a social selling professional!For more information: sales.linkedin.com 13