The 30 minute talk that shares the core subjects we cover in our full 1 day Social selling Success MasterClass.

1. Social Selling
Success
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Presented by Dave Davies
@SandlerTV | #HowToSucceed

2. Who Are We?
The world’s largest sales training company with over
250 locations in 31 countries!
©2017 Sandler Systems, Inc. S Sandler Training Finding Power In Reinforcement (with design) is a registered service mark of Sandler Systems, Inc.
Experts in:
• Leadership / Sales Management
• Sales
• Customer Service
Dave Davies
Sandler Sales &
Management Trainer
@SandlerTV
Ask me for a Free PDF eBook of LinkedIn the Sandler Way:
25 Secrets That Show Salespeople How To Leverage the Word’s Largest Professional Network

3. What Is Social Selling?
Using virtual tools and online
networks to add more prospects,
opportunities, and information to
your sales pipeline.
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Your knowledge and relationships are infinite resources you
can use to build your network!

4. Build Relationships for Mutual Gain
• Build social capital by giving
• Build relationships by staying
connected and keeping in touch
• Build authority by adding value
• Build intimacy by opening up
and being personal
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.

5. Do It Right!
• Right person
• Right time
• Right message
• Right channel
• Right ask
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.

6. Increasing Your Chances Of Success
Closing Rates
• Personal introductions – 60-80%
• Networking and referrals – 35-50%
• In-bound marketing leads – 10-30%
• Cold calls and walk-ins – 1-3%
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.

7. Ask me for a Free PDF eBook of LinkedIn the Sandler Way:
Why Salespeople Fail…and what you can do about it!
APPLICATION ACTIVITY
• Google Yourself
• Find Your Social Selling Index
• Establish your professional brand
• Find the right people
• Engage with insights
• Build relationships

8. Growing Your Referral Tree
• Do you have strong relationships from which you can branch out?
• Do you water and nourish your tree often?
• Do you make and ask for introductions?
• Do you need to trim some branches?
• Emerson’s Law of Compensation is Miracle-Gro® for your
referral tree!
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Ask me for a Free PDF eBook of LinkedIn the Sandler Way:
Why Salespeople Fail…and what you can do about it!

9. Sharing Social Updates And Articles
• Curate industry knowledge
• Become an authority
• Share marketing CTAs
• Share with personality
• Keep “fuzzy files”
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Share 3 to 9 times per day using the 5-3-1!

10. Searching For Suspects
• Advanced searches
• Saved searches and watch lists
• Company searches
• Searching within connections
• Searching posts, news and groups
• “People Also Viewed” and “Similar Companies”
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.

11. Listening For Opportunities
• Social mentions
• Trigger events
• Job changes
• Anniversaries
• Product launches
• Other market changes or news
• Personal connections
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Ask me for a Free PDF eBook of LinkedIn the Sandler Way:
25 Secrets That Show Salespeople How To Leverage the Word’s Largest Professional Network

12. Engaging With Suspects
• Liking, sharing and commenting
• Asking good questions
• Giving introductions, information,
or opportunities
• Joining similar groups
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.

13. Asking For Introductions
• Bring names to the table
• Always ask them to qualify the
suspect for you
• Ask if they feel comfortable
introducing you
• Rehearse the introduction
• Always follow up with both parties
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.

14. Top 10 Social Selling Behaviors
1. Search the connections of your
contacts before every meeting
and ask for referrals
2. Create a saved prospecting list
3. Start online conversations from
your likes, shares, and
comments
4. Send cold emails or InMails when
you can’t get an introduction
5. Don’t be afraid to PUTT!
6. Take action on trigger events
7. Research leads and suspects
8. Schedule posts and content
marketing ahead of time with
social media tools
9. Write and share long-form
articles monthly
10. Expand your prospecting lists
with “People Also Viewed” and
“Similar Companies”
©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Ask me for a Free PDF eBook of LinkedIn the Sandler Way:
Why Salespeople Fail…and what you can do about it!

15. What’s the Next Step?
©2017 Sandler Systems, Inc. S Sandler Training Finding Power In Reinforcement (with design) is a registered service mark of Sandler Systems, Inc.

16. Let’s make a connection
©2017 Sandler Systems, Inc. S Sandler Training Finding Power In Reinforcement (with design) is a registered service mark of Sandler Systems, Inc.
CONNECT WITH ME ON LINKEDIN
www.linkedin.com/davidwdavies
FOLLOW ME ON TWITTER
@SandlerTV
TALK TO ME ABOUT SALES ON
0118 969 1752 or 07773 397810
EMAIL ME ON
david.davies@sandler.com
VISIT MY WEBSITE
www.thamesvalley.sandler.com
Dave Davies
Sandler Sales &
Management Trainer
@SandlerTV

17. ©1999-2016 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of
Sandler Systems, Inc.
Thank You!
Tweet your takeaways with #HowToSucceed
Get a Free Training Session or Free eBook:
www.thamesvalley.sandler.com