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Social Selling 101: Get the Fundamentals Right

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Learn the fundamentals of social selling with LinkedIn and how you can get more out of the platform with Sales Navigator.

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Social Selling 101: Get the Fundamentals Right

  1. 1. Tina Ngo Marketing Manager LinkedIn Sales Solutions Social Selling 101 Get the Fundamentals Right
  2. 2. We all lose deals FACT:
  3. 3. WHY WE LOSE DEALS 6.8 People on average involved in the buying decision 77% 24% Decision makers change roles every year Of buyers don’t believe that sales understands their business and don’t think they can help ?? ? Missing Critical Players Lacking Credibility Losing Touch with Prospects
  4. 4. A modern approach to sales that utilizes information from social networks to grow your business Social Selling
  5. 5. 500M+ Members worldwide 7M+ Global companies 2B+ Updates per Week LinkedIn allows you to tap into its vast network
  6. 6. Member Experience on LinkedIn.com
  7. 7. For full value, expand your access and tailor your experience TODAY: All that LinkedIn has to offer YOU The SALES NAVIGATOR Experience for sales
  8. 8. Get More Out of LinkedIn with Sales Navigator LinkedIn.com LinkedIn Sales Navigator Search only 1st, 2nd, 3rd connections
  9. 9. Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
  10. 10. Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
  11. 11. BUILD A PROFESSIONAL BRAND | Start with Your Profile Patrickis a 2nd DegreeConnection meaning you’re not directly connected to someone who knows this sales rep
  12. 12. BUILD A PROFESSIONAL BRAND | Start with Your Profile Professional Photo Your first impression Summary Should describe your passions Tagline Should be action oriented, not just a title Media Should illustrate your story
  13. 13. Become a Thought Leader Build a Professional Brand LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014 B2B buyers are 5x more likely to engage with sellers who are known industry thought leaders • Comment in group discussions • Share important news • Ask clients for recommendations • Leverage existing marketing content • Publish content
  14. 14. Start social selling today Build a Professional Brand 2 Say Cheese Bring in a professional photographer for profile headshots 3 Share Content Ask marketing for existing content so you can leverage what’s already available Peer Review Schedule time on a Friday for your team to update LinkedIn profiles together 1 Fast Tips
  15. 15. Find the Right People Sell Through Relationships Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn Create a Professional Brand
  16. 16. AccountPotential Likelihood to Buy Finding the Right People Time is Money
  17. 17. Prioritize by size & industry Find the Right People LinkedIn.com
  18. 18. Prioritize by size & industry Find the Right People LinkedIn Sales Navigator
  19. 19. Find the Right People Build & save lists with ‘Lead Builder’
  20. 20. Leverage Your Team Network with TeamLink™
  21. 21. Start social selling today Finding the Right People 2 Research Go beyond just your target lead at an account – look up their Director+ peers and identify your entire buyer panel 3 Train Teach new employees your process from the start and invest in training your more experienced team members. Connect Have your sales team connect to one another on LinkedIn to start unlocking the power of your combined networks 1 Fast Tips
  22. 22. Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
  23. 23. Leverage Your Team Network with TeamLink™ COLD CALLING IS DEAD
  24. 24. Leverage Your Team Network with TeamLink™
  25. 25. Leverage Your Team Network with TeamLink™
  26. 26. 1. Ask for Permission Request intros when they will have the most impact 2. Make it easy Offer to ghost-write the intro email 3. Follow-through Close the loop with the introducer Sell Through Relationships WARM INTRODUCTION NAME DROP
  27. 27. Start social selling today Sell Through Relationships 2 Network Internally Incorporate into your regular team meetings – formalize the serendipitous ‘water cooler’ moments 3 Use Templates Create a network introduction email template so people have a gold standard Lead by example Encourage your sales team to approach you for introductions to prospects connected to you 1 Fast Tips NOTE: Make sure they have done their due diligence, your reputation is on the line too
  28. 28. Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn
  29. 29. Engage with Insights | Even if it’s cold, keep it personal
  30. 30. …Before challenging the logical (left) side of the brain • Insights • Data • Rankings 2 Engage with Insights Appeal to Both Sides of the Brain Appeal first to emotional (right) side of the brain… • Personal interests • School pride • Articles and posts • Recommendations 1
  31. 31. Start social selling today Engage with InsightsFast Tips 2 Follow Target Companies Watch for marketing materials and press releases related to your target companies and products. 3 Look for Openings Pay attention to key moments for your leads or accounts: job changes, promotions, news mentions, etc. Start Small Start simply by sharing, liking and commenting on others’ content. You can start engaging without any of your own original content! 1
  32. 32. Sell Through Relationships Create a Professional Brand Find the Right People Engage with Insights You have the fundamentals Next Steps: Start Social Selling For more on LinkedIn Sales Navigator, visit sales.linkedin.com Polish Your LinkedIn Profile Search 500M+ Members Leverage Warm Introductions Keep Up with Your Accounts

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