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How to be a Social Selling Superstar

Get started on a fun and superhero themed journey in climbing the rungs of Social Selling and becoming a Social Selling Superstar.
We will go through multiple stages: Beginner, Professional, Extrovert, Inbound & Maestro.
We will look at the perspectives of Dale Carnegie, Sherlock Holmes, Guy Kawasaki, Vala Afshar, & Alok Rodinhood Kejriwal besides exploring how to leverage the multi-dimensional power of LinkedIn. We will collect 'must haves' & 'take aways' throughout the journey.

If you enjoy the deck, dont forget to 'like' and 'share'!

How to be a Social Selling Superstar

  1. 1. How to be a SOCIAL SElliNG SUPER STAR Kingshuk Hazra LeadStrategus|BY:
  2. 2. • I have had a fairly adventurous career so far & have some interesting stories to share: Why listen to Kingshuk?
  3. 3. • I have had a fairly adventurous career so far & have some interesting stories to share: - worked with Naukri founder in 1998; was Gartner e-com analyst in 2000; used to have coffee with Rodinhooder Alok Kejriwal in 2002; sold first SAAS @ 2008 - I have been lucky to be the first/second marketing /BD person in companies like Amazon Web Services, SAP, Oracle, Pluralsight - I run a Sales & marketing transformation consultancy – LeadStrategus. Social Selling is a key part of our customer’s sales success. Why listen to Kingshuk?
  4. 4. • I have had a fairly adventurous career so far & have some interesting stories to share: - worked with Naukri founder in 1998; was Gartner e-com analyst in 2000; used to have coffee with Rodinhooder Alok Kejriwal in 2002; sold first SAAS @ 2008 - I have been lucky to be the first/second marketing /BD person in companies like Amazon Web Services, SAP, Oracle, Pluralsight - I run a Sales & marketing transformation consultancy – LeadStrategus. Social Selling is a key part of our customer’s sales success. • I have been on LinkedIn since Feb 2004 – 14 months after it was started Why listen to Kingshuk?
  5. 5. • I have had a fairly adventurous career so far & have some interesting stories to share: - worked with Naukri founder in 1998; was Gartner e-com analyst in 2000; used to have coffee with Rodinhooder Alok Kejriwal in 2002; sold first SAAS @ 2008 - I have been lucky to be the first/second marketing /BD person in companies like Amazon Web Services, SAP, Oracle, Pluralsight - I run a Sales & marketing transformation consultancy – LeadStrategus. Social Selling is a key part of our customer’s sales success. • I have been on LinkedIn since Feb 2004 – 14 months after it was started • In the last 6 months ALL our leads have come thru social & reference Why listen to Kingshuk?
  6. 6. • This will not be an easy session – we are covering elements covered in a 3 day workshop in 90 minutes. • Choose your area of focus! • What works for me need not work for you! • Happy Social Selling! Don’t hesitate to come back @kingshukhazra if you have any questions! Be warned! LeadStrategus All brands mentioned/referred here own their copyrights. This is not an endorsement of any brand. All images used for representational purposes only!
  7. 7. Agenda LeadStrategus Social Selling Framework BEGINNER PROFESSIONAL AL EXTROVERT POWERFUL MAESTRO @kingshukhazra
  8. 8. Social SellingStages in Your Social Selling Journey LeadStrategus Mapping your Social Selling Journey
  9. 9. Social SellingStages in Your Social Selling Journey Beginner – irregular, not inviting LeadStrategus Mapping your Social Selling Journey
  10. 10. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks LeadStrategus
  11. 11. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checksGetting Started –Dale Carnegie LeadStrategus
  12. 12. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – understanding, commenting LeadStrategus
  13. 13. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – understanding, commenting Building Target Accounts & Prospects - Sherlock Holmes LeadStrategus
  14. 14. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – understanding, commenting Powerful – engaging, connecting regular LeadStrategus
  15. 15. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – understanding, commenting Powerful – engaging, connecting regularMatch targets to toolsets Understanding & probing LeadStrategus
  16. 16. Social SellingSheparding Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting Powerful – engaging, connecting regular Maestro – Influencer, public + personal, millions LeadStrategus
  17. 17. Social SellingSheparding Your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting Powerful – engaging, connecting regular Maestro – Influencer, public + personal, millions Trigger & talk & content plan LeadStrategus Mapping your Social Selling Journey
  18. 18. Social SellingSheparding Your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting Powerful – engaging, connecting regular Maestro – Influencer, public + personal, millions Influence, take offline LeadStrategus Mapping your Social Selling Journey
  19. 19. Social SellingSheparding Your Social Selling Journey Mapping your Social Selling JourneyLeadStrategus Social Selling Framework
  20. 20. PROFESSIONAL LeadStrategus It can be a zig-zag path, you may jump rungs; journey is always more important than the destination
  21. 21. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting LeadStrategus
  22. 22. BEGINNER
  23. 23. The journey of a 1000 miles begins with one step. LeadStrategus - Lao Tzu
  24. 24. Dale Carnegie had said it right 80 years back! • Smile... • Be a good listener. ... • Talk in terms of the other person's interest. ... • Become genuinely interested in other people... • Make the other person feel important – and do it sincerely • Remember a person's name is to him, the sweetest & most important sound LeadStrategus
  25. 25. Question is – how do we translate Dale Carnegie’s eternal truths to the multi colour, uber-stimuli post social-media era? LeadStrategus
  26. 26. Understand yourself, Understand your subject, Take the path of least resistance LeadStrategus
  27. 27. What’s your personality? LeadStrategus
  28. 28. Start with self – create your social ikigai Take pen & notebook; On 4 dufferent sheets, write down ‘what you love’ doing, ‘what world needs’ .. On social Combine the sheets to arrive at your social ikigai What you LOVE What world NEEDS What you are GOOD at What you Can be PAID for PASSION VOCATION PROFESSION MISSION IKIGAI
  29. 29. High Responsiveness ‘emotional’ EXPRESSIVE Low Responsiveness ‘controlled’ HighAssertiveness ‘Telling’ LowAssertiveness ‘asking’ DRIVER AMIABLEANALYTICAL Just do it! Lets do it together! ‘Cui bono’ – Why do we it? We are the best! What’s your Social Style? Check your Social Style: http://www.smallworldalliance.com/documents/SocialStyles-Assessment.pdf
  30. 30. HighAssertiveness ‘Telling’ LowAssertiveness ‘asking’ Understand your subject’s style (1) 1. Express strong opinion / feedback 2. Posts frequently 3. First to post on new topics 4. Responds quickly 5. Critical at times 1. Less frequent - well thought out posts/articles 2. Responses 3. Asks questions 4. Not critical – not confrontational 5. Open to new ideas LeadStrategus
  31. 31. Understand your subject’s style (2) 1. Warm & approachable 2. Likes & reposts 3. Uses emoticons 4. Highly engaged on social media 5. Large number of connections 1. Less frequent - well thought out posts/articles 2. Asks questions 3. Can create/respond with in-depth analysis 4. Critical but not always vocal about it High Responsiveness ‘emotional’ Low Responsiveness ‘controlled’ LeadStrategus
  32. 32. • Will not initiate, slow to respond, but pick holes fast • Will go in-depth into technical content • Highly data driven & will like rigour • Will resist being chased • Supportive, conflict avoider • Will like /respond to good content quickly • Likes & gives ‘Tender Loving Care’ • Will avoid conflict • Will be responsive but will not be able to push internally • Brilliant for social selling – high SSI scores • Spontaneous reach-out • Tends to be popular on Social • Will get likes & comment • Will expect quick response & respond equally fast High Responsiveness ‘emotional’ EXPRESSIVE Low Responsiveness ‘controlled’ HighAssertiveness ‘Telling’ • Will respond quickly & move fast if they feel they own it • Will make a pushy salesperson, super-pushy customer • Asks need to be quickly replied but will not respond quickly to your query LowAssertiveness ‘asking’ DRIVER AMIABLEANALYTICAL … in Social Media Just do it! Lets do it together! We are the best!‘Cui bon’ - Why do we it? LeadStrategus
  33. 33. • Best as a technical supporter – not good as a decision maker / consensus builder • Will like detailed technical content • Can slow down decisions, do not chase – sell with analysis • Will like personal high-touch selling with references • Supportive, conflict avoider • Will like /respond to good content • Needs to be handled with lots of love • Will be responsive but will not be able to push internally • Best for building consensus in democratic environments • Will respond to personalised social selling • Will go after popularity • Will expect quick response & respond equally fast High Responsiveness ‘emotional’ EXPRESSIVE Low Responsiveness ‘controlled’ HighAssertiveness ‘Telling’ • Best as a CXO driving a committee for fast decision • Create highly customised solutions as per need • Will need lots of data – but impatient for response LowAssertiveness ‘asking’ DRIVER AMIABLEANALYTICAL …and respond to their style Just do it! Lets do it together! ‘Cui bon’ - Why do we it? We are the best! LeadStrategus
  34. 34. ADD A PROFILE PHOTO: Upload a professional photo, or at least one that looks professional, which is cropped to clearly show your face. Make sure there is no 'paan’ in your teeth and that your background isn’t a visit to the race-course JOIN LINKEDIN & AND fill in YOUR PERSONAL DETAILS LeadStrategus
  35. 35. FOLLOW ALL instructions in LINKEDIN wizard. FILL ‘MORE’ NOT ‘LESS’
  36. 36. Make headline & designation keyword friendly and [pithy. They are your on page seo.
  37. 37. YOUR HEADLINE IS YOUR ELEVATOR PITCH summary. Make it stand out!
  38. 38. Got the ‘why’ correct to bring Dale Carnegie’s words to the Social Age
  39. 39. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks LeadStrategus
  40. 40. PROFESSIONAL
  41. 41. https://www.fastcompany.com/28905/brand-called-you
  42. 42. Definition of Professional by Subroto Bagchi INDIVIDUAL Qualification Qualities Integrity New World Self Awareness Managing volume Managing complexity PROFESSIONAL
  43. 43. You get judged in 7 seconds in your first meeting… LeadStrategus
  44. 44. … and in 1/5th of a second online LeadStrategus
  45. 45. Create a powerful drop dead portfolio ADD visual resume,, presentations, designs, docx, artifacts… Source: https://www.slideshare.net/linkedin/linked-in-professional-portfolio-20299685
  46. 46. Optimise every piece of real estate Add image summarising your brand in your 'BACKGROUND IMAGE' LeadStrategus
  47. 47. Do a//b testing to see which combo of profile and keywords – gets you more clicks on linkedin search
  48. 48. ADD ALL YOUR CONTACTS IN LINKEDIN with a personalised message Connect all your emails to linkedin. SWEAR ON YOUR HOLY BOOK THAT FROM TODAY, YOU WILL SEND A customised LINKEDIN INVITE TO ALL YOU MEET –within 12 hours of the meeting
  49. 49. You can connect with anybody you want to How?? personalisation and thoughtfulness in your invitation message LeadStrategus
  50. 50. JOIN all groups most relevant to you – LIMIT 50 you are allowed to send invite to anyone in your group without a foul LeadStrategus
  51. 51. Get your 50 skills &and 99 endorsements Endorsements and skills create a great impression and improve your search LeadStrategus
  52. 52. Parting tips Customize your public profile URL. Make sure others can see your activity. Should people know when you saw their profile?? NO SPELLING ERRORs,, no short-hands, , , no all caps EVER again PLEASE! LeadStrategus
  53. 53. Got the foundations for the Professional Brand
  54. 54. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting LeadStrategus
  55. 55. EXTROVERTED SELLER
  56. 56. LISTEN FIRST LeadStrategus
  57. 57. Making time to read & research in today’s world is an unbeatable competitive advantage LeadStrategus “The more you read The more you know. The more that you learn The more places you’ll go.” - Dr. Seuss
  58. 58. Create a twice a day routine to read your daily feed and spread happiness to your targets- LeadStrategus
  59. 59. How to get anyone to like you in 2 minutes LeadStrategus - Post by Vikram Bhardwaj on LinkedIn
  60. 60. How to get anyone to like you in 2 minutes… - Post by Vikram Bhardwaj on LinkedIn
  61. 61. I’m not a psychopath. I’m a high functioning sociopath. do your research!!
  62. 62. GUESS NUMBER OF TECH CEOs FROM INDIA ON LINKEDIN???
  63. 63. GUESS NUMBER OF TECH CEOs FROM INDIA ON LINKEDIN??? 35,505
  64. 64. Search &and seed "prospects with a pain" from different portals and platforms
  65. 65. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: LeadStrategus
  66. 66. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: 1. Create a list of portals where your prospects interact – e.g. Quora, Stackoverflow, FB... Don’t forget LinkedIn & Twitter. LeadStrategus
  67. 67. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: 1. Create a list of portals where your prospects interact – e.g. Quora, Stackoverflow, FB... Don’t forget LinkedIn & Twitter. 2. Search to see if anyone talking about any need for a Salesforce service. LeadStrategus
  68. 68. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: 1. Create a list of portals where your prospects interact – e.g. Quora, Stackoverflow, FB... Don’t forget LinkedIn & Twitter. 2. Search to see if anyone talking about any need for a Salesforce service. 3. Figure out all search terms seekers will use before they look for CRM implementation e.g. low cost CRM, fixing XYZ CRM, CRM for ‘auto’ … LeadStrategus
  69. 69. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: 1. Create a list of portals where your prospects interact – e.g. Quora, Stackoverflow, FB... Don’t forget LinkedIn & Twitter. 2. Search to see if anyone talking about any need for a Salesforce service. 3. Figure out all search terms seekers will use before they look for CRM implementation e.g. low cost CRM, fixing XYZ CRM, CRM for ‘auto’ … 4. Figure out if you can get the person’s name+ company name. Look them up on LinkedIn/Twitter. LeadStrategus
  70. 70. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: 1. Create a list of portals where your prospects interact – e.g. Quora, Stackoverflow, FB... Don’t forget LinkedIn & Twitter. 2. Search to see if anyone talking about any need for a Salesforce service. 3. Figure out all search terms seekers will use before they look for CRM implementation e.g. low cost CRM, fixing XYZ CRM, CRM for ‘auto’ … 4. Figure out if you can get the person’s name+ company name. Look them up on LinkedIn/Twitter. 5. Reach out and connect with an immediate answer to their specific challenge/interaction points on portal AND on Linkedin/Twitter LeadStrategus
  71. 71. Search a problem to sell its solution Suppose you are an IT Services firm doing Salesforce implementation: 1. Create a list of portals where your prospects interact – e.g. Quora, Stackoverflow, FB... Don’t forget LinkedIn & Twitter. 2. Search to see if anyone talking about any need for a Salesforce service. 3. Figure out all search terms seekers will use before they look for CRM implementation e.g. low cost CRM, fixing XYZ CRM, CRM for ‘auto’ … 4. Figure out if you can get the person’s name+ company name. Look them up on LinkedIn/Twitter. 5. Reach out and connect with an immediate answer to their specific challenge/interaction points on portal AND on Linkedin/Twitter 6. Congrats - you have created a new cross-platform prospect! LeadStrategus
  72. 72. WAYS TO ENGAGE Like SUBJECT’S activity Comment on Subject’s post Endorse subject’s skill Join subject’s group( Get introduced Flattery works LeadStrategus
  73. 73. WAYS NOT TO ENGAGE –Don’t be a creep VISIT SUBJECT’s profile everyday to let them know that you are thinking about them Pitch immediately after connecting Be critical on social Share IDeas on controversial / divisive topics
  74. 74. Engage like a Personal trainer, not like a Customer Support rep. LeadStrategus
  75. 75. Got extrovert with a goal… …to understand first and then help
  76. 76. Social SellingStages in Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting Powerful – engaging, connecting regular LeadStrategus
  77. 77. POWER withINbound
  78. 78. Eternal Question: What Content works the best? Lessons from my LinkedIn Content Journey
  79. 79. What Content got me the most likes and views? LeadStrategus Ranking based on Likes
  80. 80. Rants, image memes, & replies to popular content works wonders LeadStrategus
  81. 81. #1 Content: Personal Rant with Solutions LeadStrategus
  82. 82. Lesson: Post stickiness improves by offering a solution not just by ranting LeadStrategus
  83. 83. #2 Content: Shout out to Sales Enablers LeadStrategus
  84. 84. Sincerely thanking – and tagging never fails to strike a chord
  85. 85. #3 Job-ad for freshers LeadStrategus
  86. 86. Top Recruiters have always been the most in-demand, But unless they follow-up with engaging content, their stardom tends to be highly ephemeral LeadStrategus
  87. 87. #4 Content: Image meme on ‘social media’ LeadStrategus
  88. 88. High quality ORIGINAL imagery creates an unparalleled aura LeadStrategus
  89. 89. #5 Content: Rant – My lessons on Sales… LeadStrategus
  90. 90. Relevant content that targets you key audience strikes a chord, increases recall & improves your searchability.
  91. 91. #6 Content: Rant on Steve Jobs’ quote LeadStrategus
  92. 92. #7 Content: Cricket inspiration image meme LeadStrategus
  93. 93. An image is worth a million words
  94. 94. #8 Content: Image Meme for a webinar LeadStrategus
  95. 95. Well thought out targeted content turns interests to prospects, prospects to customers. LeadStrategus
  96. 96. #9 Content: Share other’s post with comments
  97. 97. #10 Content: Reply to Other’s Questions
  98. 98. Magic happens when your prospect’s influencers endorse your content LeadStrategus
  99. 99. Parting thoughts More relevant your post to your target,, more leads you get One image = one million words You may not be able to produce blockbusters every day - Borrow with credits - Post at 10am &and at 5pm Keep self promotion to a minimum LeadStrategus
  100. 100. LeadStrategus And above all – honour the trust!
  101. 101. Content gives you ‘unbound’ inbound POWER
  102. 102. Social SellingSheparding Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting Powerful – engaging, connecting regular Maestro – Influencer, public + personal, millions LeadStrategus
  103. 103. MAESTRO
  104. 104. Guy Kawasaki Vala Afshar Alok Rodinhood Kejriwal Story of 3 maestros LeadStrategus
  105. 105. LinkedIn follower, #articles Twitter follower, #tweets Slideshare #followers, #decks 2.6M, 199 1.5M, 184K 28.7K, 53 7250, 3 227K, 330K 2.5K, 32 116K, 108 27.8K, 14.4K 3K, 38 Maestros’ fan-base LeadStrategus
  106. 106. What’s their secret sauce? AUTHENTIC CONNECTEDNESS PURPOSEFUL POSITIONING QUALITY & REGULAR CONTENT LeadStrategus
  107. 107. Guy Kawasaki – the original LeadStrategus • One of original marketer of Apple Macintosh in 1984 • He popularized the word ‘evangelist’ before it became popular & concepts of evangelism marketing and technology evangelism • He has written over 10 books • He was one of the earlier authors of e-books, earliest Kindle book • He is a keynote speaker in many of the biggest & most respected events • He started Canvaa – a graphical design tool site & popularised it • He wrote ’Enchantment ’ a bible for modern influencers • He serves on the Wikipedia board besides being a brand ambassador of Mercedes in addition to being a VC, Canvaa, speaking engagements PHOTO: (cc) Kenneth Yeung - www.thelettertwo.com -
  108. 108. Guy’s Advice on being maestro! LeadStrategus • Have a goal of creating something that is 10X better • Its bullshit to have a goal of being a thought leader. While building/marketing/servicing your product/service you gain a lot of knowledge, that makes you a thought leader • Do not be afraid of polarising people while creating something. Its OK to be loved or hated! • Be in the genuine + generous quadrant! • Think DICEE - Deep - Intelligent - Complete - Elegant - Emotive PHOTO: (cc) Kenneth Yeung - www.thelettertwo.com -
  109. 109. Vala – the tech-god of Twittersphere LeadStrategus PHOTO: Youtube screengrab • Vala is the Chief Digital Evangelist for Salesforce. • He has 227,000 Twitter followers, receives about 2 million mentions per day, has a popular HuffPost blog, a weekly web series and a book, “The Pursuit of Social Business Excellence” • He emigrated from Iran to US at age 10 and couldn’t speak English then
  110. 110. Lessons from Vala (1) LeadStrategus PHOTO: Youtube screengrab “In school, I enjoyed the beauty of a presentation, building a strong narrative, connecting technology to business outcomes. That’s when I knew there was a little marketing-sales guy in me.” From: Interview in University magazine
  111. 111. Lessons from Vala (2) LeadStrategus PHOTO: Youtube screengrab “What I did discover over five years ago is that if you take that small step of sharing things that you find interesting on social media, over time people will find you interesting. So now, when I read an article or watch a TED Talk or I’m at a conference and someone is doing something that inspires me, I share that. Social changed my career.” From: Interview in University magazine
  112. 112. Lessons from Vala (3) LeadStrategus PHOTO: Youtube screengrab “The most important skill in a digital economy is your ability to stay teachable.” From: Interview in University magazine
  113. 113. Alok – the doer+thinker LeadStrategus PHOTO: Twitter handle of Alok • Alok is an Indian entrepreneur and founder of the Contests2win Group of companies. • He is a serial entrepreneur running Games2win. It is his fourth startup and is one of the largest casual mobile gaming companies in the world • He runs a popular entrepreneur community TheRodinhood • He’s featuring in the MTV reality show Drop Out Pvt Ltd • He is known for his nearly daily LinkedIn posts on business insights that receive huge adulation & shares
  114. 114. Lessons from Alok LeadStrategus PHOTO: Twitter handle of Alok • Sharing your experiences genuinely with warts and all - publicly make you a thought leader • There is no need to spend money on advertising and promotions – if you are a storyteller, Social PR works for you • Good, funny, unique, interesting, entertaining content markets itself rather well virally • Don’t overanalyse initially – analyse the post facto viewership & usage data to death though! • Be pragmatic about correcting mistakes and act like lightning to make up when you make a mistake
  115. 115. LeadStrategus Being a maestro is a rare privilege. The brickbats fly in as fast as the bouquets. How you handle the brickbats determine how long you stay in the perch.
  116. 116. Social SellingSheparding Your Social Selling Journey Mapping your Social Selling Journey Beginner – irregular, not inviting Professional – complete profile, regular checks Extroverted – reaching out, commenting Powerful – engaging, connecting regular Maestro – Influencer, public + personal, millions LeadStrategus
  117. 117. Social SellingSheparding Your Social Selling Journey Mapping your Social Selling JourneyLeadStrategus Social Selling Framework We’re probably not here to be Guy, Alok or Vala. We’re here to be the best version of Social Sellers we can possible be. LinkedIn is the biggest and a multi- dimensional social selling channel. Plan to hack it with an attitude, some inspiration, n hard work! @Kingshukhazra
  118. 118. LinkedIn Contacts database Messaging Discover & Connect Publishing Market Insights CRM Smarketing automation? Taking advantage of multi-dimensional power of LinkedIn LeadStrategus LinkedIn is probably the most powerful sales tool created since telephone. It works in 6 dimensions. Learn how to maximize al!* • For more training on using Linkedin for sales, watch this space or get in touch @kingshukhazra
  119. 119. Contacts Add all your contacts to LinkedIn Take all prospects, strong & weak relationship to LinkedIn; superpower them with power of social Take all your contacts from LinkedIn to your CRM You can now integrate all social interactions Into CRM Connect LinkedIn with CRM Superpowering the impact of your content & social interactions while integrating your CRM with LinkedIn
  120. 120. App Messaging 1-1 messaging with time- stamp of when message read powerful feature Easy to get blocked forever – use carefully! Message archiving for permanent storage powerful feature – can replace emails Use messaging – the always-on killer app Track & have live conversations with your prospects without having their mobile numbers
  121. 121. Discover & Connect Advanced Search is LinkedIn’s killer feature Use Boolean Search, analyse ‘search trends’ and be the master searcher & master of being found You can segment, target & create markets of 1 using search Key is personalised, sincere, yet positive message while connecting Use most powerful & accurate discover & connect database ever LeadStrategus Prospect is not hidden any more. Your prospect database is live, real, within arms-reach, & self-correcting
  122. 122. Self-Publishing Create multi-format content – graphical, short post, long post, articles Publish weekly if not daily Targeted prospects 1-1 or 1- many or group Engage in 1-1 interaction & take offline Publish & grow sales pipeline LeadStrategus Publish, measure impact, engage, & put in pipeline – in the blink of an eye
  123. 123. Market Insights Most powerful customer & competition insights ever invented Consider LinkedIn Sales Navigator – but do twice a day sweep thru your notifications religiously Track prospects & competition LeadStrategus Nothing is more powerful than knowing instantaneously when prospect announces projects/openings, changes jobs OR competition is ‘tagged’ to participate in RFIs/RFPs
  124. 124. CRM/ Smarketing automation? LinkedIn, Hubspot, Salesforce. LeadSquared, Zoho,.. are converging for the next big Smarketing CRM battle – fought over Social Selling integration Use System Integrators, manual data transfers or app level connectors (e.g. Zapier)? Integrating CRM + Sales & Marketing automation + LinkedIn – the NEW holy grail! LeadStrategus Integrating CRM + smarketing automation + LinkedIn will be the biggest game in town
  125. 125. https://www.linkedin.com/sales/ssi Use LinkedIn SSI for keeping scores
  126. 126. ACTION FOR YOU My daily mantra – 5 personalised engagements daily with tracking in crm Listen and research daily Add value before selling FIND YOUR IKIGAI & SOCIAL STYLE BE YOUR BEST VERSION OF SOCIAL SELLING SUPERSTAR Keep track through linkedin social selling index - LeadStrategus
  127. 127. Final thoughts Undestand yourself, understand your subject, and then act fast SOCIAL SELLING doesn’t align with quarterly targets but social sellers outsell others 4:to:1 Combining digital with social with real in unimagined ways will be true source of competitive advantage LeadStrategus
  128. 128. YOU HAVE THE POWER nOw!! ! Explore More Such Ideas: www.pinterest.com/kingshukhazra/ Interact With Us: www.linkedin.com/in/kingshuk/ Tweet to: @kingshukhazra LeadStrategus

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