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LinkedIn’s Social Selling Secrets

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Learn how we teach social selling to LinkedIn sales reps and how you can implement these same practices in your sales org.

Published in: Sales
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LinkedIn’s Social Selling Secrets

  1. 1. LinkedIn’s Social Selling Secrets STARTING SOON
  2. 2. Type questions into the Q&A panel Housekeeping Download Resources from Library NOTE: Audio is only available via VoIP. There is no dial-in. Please turn on your computer audio.
  3. 3. LinkedIn’s Social Selling Secrets Patrick Chen Group Marketing Manager LinkedIn Sales Solutions @linkedinselling sales.linkedin.com
  4. 4. • The social selling imperative • How we teach social selling to LinkedIn sales reps • Q&A Topics for today
  5. 5. Brr! It’s cold in here!
  6. 6. My former manager Max A Social Selling Story
  7. 7. 7 A Social Selling Story
  8. 8. Conventional sales tactics are limiting pipeline and losing deals.
  9. 9. 9 Why do reps lose deals? Lacking Credibility Losing Touch with Prospects Missing Critical Players
  10. 10. Missing Critical Players people are involved in the buying decision on average6.8 of decision makers change roles every year20%
  11. 11. of buyers don’t believe sales reps understand their business and don’t think they can help. 77% Lacking Credibility
  12. 12. Losing Touch with Prospects of forecasted deals go dark.24%
  13. 13. There has to be a better way.
  14. 14. How to overcome these challenges Understand your prospects and their businesses Engage throughout the deal cycle Target the right buying committee
  15. 15. Harness the power of LinkedIn members 500M countries & territories 200
  16. 16. 16 The proof is in the pudding increase to pipeline 45% higher probability of reps making quota 51%
  17. 17. The Secret Sauce: How we teach LinkedIn reps
  18. 18. Your LinkedIn profile should inform and inspire Building an Expert Brand • Professional photo - is your first impression • Tagline - should be action oriented, not just a title • Summary - should describe your passions • Rich media - should illustrate your story • Educate - potential buyers who visit your profile
  19. 19. Building an Expert Brand - Great Example
  20. 20. 20 Hunting – Step 1 is to build a lead list Lead Builder is the key to finding 6+ decision makers
  21. 21. Hunting – Step 2 is to engage recommended leads 2 Let LinkedIn do the hunting for you
  22. 22. Hunting – Step 3 is to find team connections Take advantage of your entire company’s rolodex 2 Take advantage of your entire company’s rolodex
  23. 23. Hunting – Step 4 is to listen for selling moments Social triggers create golden selling momentsTake advantage of your entire company’s rolodex 2 Social triggers create golden selling moments
  24. 24. XYZ Company An example of a selling moment The rep sees an insight in the feed…Take advantage of your entire company’s rolodex 2 The rep sees an insight in the feed
  25. 25. XYZ Company XYZ Company ABC Company XYZ Company’s An example of a selling moment He reaches out while prospect is in the moment…The rep sees an insight in the feed…Take advantage of your entire company’s rolodex 2 The rep reaches out while the prospect is in the moment
  26. 26. XYZ Company …Magic happens An example of a selling moment The rep sees an insight in the feed…Take advantage of your entire company’s rolodex 2 Social selling works.
  27. 27. A warm hand-off is the best way to build trust Selling through relationships – Introductions The rep sees an insight in the feed…Take advantage of your entire company’s rolodex 2 A warm hand-off is the best way to build trust
  28. 28. • Fast and lightweight, yet powerful • Best used for less senior prospects or if connection is tenuous • Appropriate to name drop without permission Name Drop Selling through relationships – Name Drop Get the value of an intro with a fraction of the effortThe rep sees an insight in the feed…Take advantage of your entire company’s rolodex 2 Get the value of the intro with a fraction of the effort
  29. 29. Appeal first to emotional (right) side of the brain… • Personal interests • School pride • Articles and posts • Recommendations …Before challenging the logical (left) side of the brain • Insights • Data • Rankings 1 2 Warm outreach As a last resort, “cold” outreach can still be warmThe rep sees an insight in the feed…Take advantage of your entire company’s rolodex 2 As a last resort, a “cold” outreach will still be warm
  30. 30. Q&A Learn more at lnkd.in/letschat @linkedinselling sales.linkedin.com

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