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Jill Rowley - Social Selling

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Jill Rowley - Social Selling

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INBOUND 2015

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  1. 1. INBOUND15 Social Selling: How to Connect with the Modern Buyer Jill Rowley Social Selling Evangelist & Startup Advisor
  2. 2. Placeholder slide for opening video @jill_rowley #SocialSelling
  3. 3. Marketing Needs to Know More about Sales Sales Needs to Know More about Marketing We all Need to Know More about our CUSTOMERS @jill_rowley #SocialSelling
  4. 4. Meet the Modern Buyer Digitally-driven Socially-connected Mobile Empowered @jill_rowley #SocialSelling
  5. 5. @jill_rowley #SocialSelling
  6. 6. @jill_rowley #SocialSelling
  7. 7. @jill_rowley #SocialSelling
  8. 8. Mindset: from Selling to Helping Skill set: digital, social Toolkit: a fool with a tool is still a fool
  9. 9. The Why, What & How-To-Do Social Selling @jill_rowley #SocialSelling
  10. 10. Why do Social Selling? @jill_rowley #SocialSelling
  11. 11. Pipeline, Revenue, Renewals @jill_rowley #SocialSelling
  12. 12. What is Social Selling? @jill_rowley #SocialSelling
  13. 13. Social Selling is using Social Networks to do Research to be Relevant to build Relationships that drive Revenue. @jill_rowley #SocialSelling
  14. 14. @jill_rowley #SocialSelling
  15. 15. How do I do Social Selling? @jill_rowley #SocialSelling
  16. 16. 5 Pillars & Practices of Social Selling @jill_rowley #SocialSelling
  17. 17. 1. Buyer-centric LinkedIn profile 2. The Art of a LinkedIn Invite 3. LinkedIn Job Change Alerts 4. Advanced Search in LinkedIn 5. Find Alumni 6. Recommendations & Endorsements = Credibility 7. Share Content @jill_rowley #SocialSelling
  18. 18. The Art of a LinkedIn Invite @jill_rowley #SocialSelling
  19. 19. Buying Committee: 5.4 @jill_rowley #SocialSelling
  20. 20. Use Your Alumni Network
  21. 21. TWITTER @jill_rowley #SocialSelling
  22. 22. 1. Pick a simple and short username (this is your brand) 2. Create a personal profile that tells a story 3. Upload a good picture (no eggheads!) 4. Include your LinkedIn URL in your bio 5. Listen first, find your voice 6. Follow influencers and experts in your field; Subscribe to lists 7. Share things that are useful and relevant to your followers 8. Do no just self-promote or share your stuff 9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #INBOUND15
  23. 23. Social Selling: It’s not a one-off • Executive Sponsorship • Program Owner • Alignment: Marketing, Sales, Sales Enablement, Sales Training, Sales Ops • Sustainable training program – 101, 201, 301 – Live and eLearning – Certification • Provide repository to store everything “social” • Deliver content calendars to make sharing easy • Celebrate successes • Share best practices & provide coaching • Embed in process & systems (SFA/CRM) • Recognition & Rewards • Track results @jill_rowley #SocialSelling
  24. 24. 5 Things for Sales Reps to do Right Away! • Optimize your LinkedIn profile for the Buyer; not the Recruiter. • Personalize your LinkedIn Invites – ALWAYS!! • Expand your Professional Network. ABC = Always Be Connecting. Leverage your College Alumni. • Follow Influencers and SHARE their content. • Follow your Customers (and Partners) on LinkedIn & Twitter. @jill_rowley #SocialSelling
  25. 25. @jill_rowley www.linkedin.com/in/jill_rowley Let’s Connect!

Description

INBOUND 2015

Transcript

  1. 1. INBOUND15 Social Selling: How to Connect with the Modern Buyer Jill Rowley Social Selling Evangelist & Startup Advisor
  2. 2. Placeholder slide for opening video @jill_rowley #SocialSelling
  3. 3. Marketing Needs to Know More about Sales Sales Needs to Know More about Marketing We all Need to Know More about our CUSTOMERS @jill_rowley #SocialSelling
  4. 4. Meet the Modern Buyer Digitally-driven Socially-connected Mobile Empowered @jill_rowley #SocialSelling
  5. 5. @jill_rowley #SocialSelling
  6. 6. @jill_rowley #SocialSelling
  7. 7. @jill_rowley #SocialSelling
  8. 8. Mindset: from Selling to Helping Skill set: digital, social Toolkit: a fool with a tool is still a fool
  9. 9. The Why, What & How-To-Do Social Selling @jill_rowley #SocialSelling
  10. 10. Why do Social Selling? @jill_rowley #SocialSelling
  11. 11. Pipeline, Revenue, Renewals @jill_rowley #SocialSelling
  12. 12. What is Social Selling? @jill_rowley #SocialSelling
  13. 13. Social Selling is using Social Networks to do Research to be Relevant to build Relationships that drive Revenue. @jill_rowley #SocialSelling
  14. 14. @jill_rowley #SocialSelling
  15. 15. How do I do Social Selling? @jill_rowley #SocialSelling
  16. 16. 5 Pillars & Practices of Social Selling @jill_rowley #SocialSelling
  17. 17. 1. Buyer-centric LinkedIn profile 2. The Art of a LinkedIn Invite 3. LinkedIn Job Change Alerts 4. Advanced Search in LinkedIn 5. Find Alumni 6. Recommendations & Endorsements = Credibility 7. Share Content @jill_rowley #SocialSelling
  18. 18. The Art of a LinkedIn Invite @jill_rowley #SocialSelling
  19. 19. Buying Committee: 5.4 @jill_rowley #SocialSelling
  20. 20. Use Your Alumni Network
  21. 21. TWITTER @jill_rowley #SocialSelling
  22. 22. 1. Pick a simple and short username (this is your brand) 2. Create a personal profile that tells a story 3. Upload a good picture (no eggheads!) 4. Include your LinkedIn URL in your bio 5. Listen first, find your voice 6. Follow influencers and experts in your field; Subscribe to lists 7. Share things that are useful and relevant to your followers 8. Do no just self-promote or share your stuff 9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #INBOUND15
  23. 23. Social Selling: It’s not a one-off • Executive Sponsorship • Program Owner • Alignment: Marketing, Sales, Sales Enablement, Sales Training, Sales Ops • Sustainable training program – 101, 201, 301 – Live and eLearning – Certification • Provide repository to store everything “social” • Deliver content calendars to make sharing easy • Celebrate successes • Share best practices & provide coaching • Embed in process & systems (SFA/CRM) • Recognition & Rewards • Track results @jill_rowley #SocialSelling
  24. 24. 5 Things for Sales Reps to do Right Away! • Optimize your LinkedIn profile for the Buyer; not the Recruiter. • Personalize your LinkedIn Invites – ALWAYS!! • Expand your Professional Network. ABC = Always Be Connecting. Leverage your College Alumni. • Follow Influencers and SHARE their content. • Follow your Customers (and Partners) on LinkedIn & Twitter. @jill_rowley #SocialSelling
  25. 25. @jill_rowley www.linkedin.com/in/jill_rowley Let’s Connect!

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