Kurt Shaver
The Sales Foundry
Building a
Social Selling Culture
Turning Bottoms-Up Tactics Into Top-Down Strategies
Sales Technology
Adoption
3 Steps to Build Culture
Social Business
Social
Selling
Isn’t LinkedIn for
finding a job?
The Aberdeen Group
31%Greater team quota attainment
with social selling techniques
LinkedIn =
Social Media
Talk to
Marketing
B2B Lead Sources
Some of the biggest Social Selling practitioners are
sales reps at Marketing Automation companies
My salespeople
know how to use
LinkedIn.
VP of Sales
500+ Connections
Managed
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
Managed
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
Managed
via System
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
Managed
via System
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
CRM
Managed
via System
Strategy and
Formal
Training
Every Rep for
Themselves
Stages of Sales Technology Adoption
CRM Social
VP of Sales
Goals and
Executive Support
VP Marketing
Creator of Content
Enthusiastic Top Rep
Lead by Example
Sales Manager...
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
Sales
Appointments
Social Influence
Connections, Introductions, Groups, Posts
Sales
Appointments
Social Influence
Connections, Intros, Posts
Insurance: Grow Network of Referral Partners
• Attorneys
• Bankers
• CPAs
2. Training
Knowledge Discipline
2. Training
Profile Network Prospect Engage
• To learn new skills
• To “read the room”
• For your network to respond
Marketing
Intern/Social
Media Wiz
Socially Savvy
Top Rep
Traditional Sales
Training Company
Miller-Spin-
Centric
Certified...
Marketing
Intern/Social
Media Wiz
Marketing Supplied Library
Marketing Tracks Results
How are we going to
pay for social sales
training?
1. Take from other budgets
2. Rep’s own wallet (reimburse?)
3. HR caree...
3. Manage
Have you been
introduced to the
decision maker?
Does anyone here
have high-level
connections?
How many new
appointments ha...
L1: Your Connections
L2: Your Connections’ Connections
L3: Your Connections’
Connections’ Connections
535
318,200
10,311,8...
Website Visit
Trade Show
LinkedIn
Twitter
Track social lead
sources the same way
as traditional lead
sources
LinkedIn Sales Navigator
©2013 LinkedIn Corporation. All Rights
Reserved.
 Searches Made
 Profiles Viewed
 InMails Sent
kurt@thesalesfoundry.com
*Report fee waived through June for qualified companies of 20+ reps
• LinkedIn KPIs
• Establish b...
Advanced
Beginner
Intermediate
www.thesalesfoundry.com/score
Social Selling: Building a Social Selling Culture - Kurt Shaver
Social Selling: Building a Social Selling Culture - Kurt Shaver
Social Selling: Building a Social Selling Culture - Kurt Shaver
Social Selling: Building a Social Selling Culture - Kurt Shaver
Social Selling: Building a Social Selling Culture - Kurt Shaver
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Social Selling: Building a Social Selling Culture - Kurt Shaver

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Inside Sales Virtual Summit - Access all 62 sessions here: http://www.insidesales.com/summit/register-2

Kurt Shaver - Founder of the Sales Foundry http://www.thesalesfoundry.com

LinkedIn - www.linkedin.com/in/kurtshaver
Twitter - https://twitter.com/salesfoundry

Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php

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  • CloudMate seamlessly:Overlays live LinkedIn accountAligns with custom corporate or consultant/expert branding in CloudMate navigation barDelivers role-based guidanceMoves user to relevant LinkedIn pagesCentrally maintains content library for your sales effectiveness trainer or expertRuns in the cloud with no downloadsGenerates training and performance alerts to userssales@rocktech.com or 617-401-3348
  • Monitor EngagementSearches MadeProfiles ViewedInMail Messages SentDrive Best PracticesMonthly trends for custom time periodsIdentify successes and red flagsMonitor your team’s engagementin key activities on LinkedInDrive adoption of best practices by watching aggregate trends over time and proactively identifying red flags
  • Social Selling: Building a Social Selling Culture - Kurt Shaver

    1. 1. Kurt Shaver The Sales Foundry Building a Social Selling Culture Turning Bottoms-Up Tactics Into Top-Down Strategies
    2. 2. Sales Technology Adoption 3 Steps to Build Culture
    3. 3. Social Business Social Selling
    4. 4. Isn’t LinkedIn for finding a job?
    5. 5. The Aberdeen Group 31%Greater team quota attainment with social selling techniques
    6. 6. LinkedIn = Social Media Talk to Marketing
    7. 7. B2B Lead Sources
    8. 8. Some of the biggest Social Selling practitioners are sales reps at Marketing Automation companies
    9. 9. My salespeople know how to use LinkedIn. VP of Sales 500+ Connections
    10. 10. Managed Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
    11. 11. Managed Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
    12. 12. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption
    13. 13. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption CRM
    14. 14. Managed via System Strategy and Formal Training Every Rep for Themselves Stages of Sales Technology Adoption CRM Social
    15. 15. VP of Sales Goals and Executive Support VP Marketing Creator of Content Enthusiastic Top Rep Lead by Example Sales Manager Reinforce during Account Reviews Sales Ops Communications and Measurement
    16. 16. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
    17. 17. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
    18. 18. Sales Appointments Social Influence Connections, Introductions, Groups, Posts
    19. 19. Sales Appointments Social Influence Connections, Intros, Posts
    20. 20. Insurance: Grow Network of Referral Partners • Attorneys • Bankers • CPAs
    21. 21. 2. Training
    22. 22. Knowledge Discipline 2. Training
    23. 23. Profile Network Prospect Engage
    24. 24. • To learn new skills • To “read the room” • For your network to respond
    25. 25. Marketing Intern/Social Media Wiz Socially Savvy Top Rep Traditional Sales Training Company Miller-Spin- Centric Certified Social Selling Specialist
    26. 26. Marketing Intern/Social Media Wiz Marketing Supplied Library Marketing Tracks Results
    27. 27. How are we going to pay for social sales training? 1. Take from other budgets 2. Rep’s own wallet (reimburse?) 3. HR career development funds 4. Co-op funds for resellers 5. Roll up of trade assn. or franchisees
    28. 28. 3. Manage
    29. 29. Have you been introduced to the decision maker? Does anyone here have high-level connections? How many new appointments have you got this month thru LinkedIn?
    30. 30. L1: Your Connections L2: Your Connections’ Connections L3: Your Connections’ Connections’ Connections 535 318,200 10,311,800
    31. 31. Website Visit Trade Show LinkedIn Twitter Track social lead sources the same way as traditional lead sources
    32. 32. LinkedIn Sales Navigator
    33. 33. ©2013 LinkedIn Corporation. All Rights Reserved.  Searches Made  Profiles Viewed  InMails Sent
    34. 34. kurt@thesalesfoundry.com *Report fee waived through June for qualified companies of 20+ reps • LinkedIn KPIs • Establish baseline • Compare to industry benchmarks
    35. 35. Advanced Beginner Intermediate www.thesalesfoundry.com/score

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