This document provides tips for social selling professionals. It discusses what social selling is, including developing an online reputation, gathering intelligence, building a network, and offering insights. It emphasizes the importance of social selling by quoting executives and research showing how social media influences B2B buyers and increases sales productivity. The document also evaluates where professionals fall on the social selling spectrum and provides a 5-step process for becoming a social selling pro, including building a profile, gathering intelligence, developing networks, contributing insights, and using social selling solutions.

1. Tips for Social Selling Professionals
Transforming 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
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3. Why Apply Social Selling Techniques?
“The best reps are not just present in social media, they position
themselves as credible and influential sources in customer networks.”
-Sales Executive Council
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4. Why Apply Social Selling Techniques?
”The B2B social buyer relies on social media and online
communities during the purchase process.”
-ITSMA
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5. Why Apply Social Selling Techniques?
“Effective use of sales intelligence increases revenue
productivity per sales rep by 17%.”*
– CSO Insights
*2011 analysis
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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
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7. 5 Steps to Becoming a Social Selling Pro
1 Build Your PROFILE
2 Gather INTELLIGENCE
3 Develop Your NETWORK
4 Contribute INSIGHTS
5 Use Social Selling SOLUTIONS
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8. 1. Build a Strong Professional Profile
Add a photo, experience and skills that showcase the brand of YOU
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9. 2. Gather Intelligence
Be prepared for every interaction by researching contacts and companies
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10. 3. Proactively Develop Your Network
Build trusted relationships who can support your professional objectives
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11. 4. Contribute Insights
Share ideas through status updates, and participate in groups
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12. 5. Use Social Selling Solutions
Sales 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
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13. Best of luck in your journey to
becoming a social selling
professional!
For more information: sales.linkedin.com
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