Social Selling with LinkedIn #SourceIn 2013

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This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.

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  • Top sellers always use LinkedIn to expand contacts in accounts.
  • Once again, we have a major disparity in numbers. Top sellers ask and respond to more questions, share resources, and start conversations.
  • Build your LinkedIn Network. Top sellers connect with their customers on Linkedin
  • Linkedin and social selling is not just a matter of if but WHEN, and its inevitable. Social selling is not a trend.
  • Companies put a ton of effort into building their brands, you should be no different. Spend the time to build your personal brand.
  • How do you stand out? What makes you different? Of all the people, you should know the answers to this question.Become visible, step out from the shadows of your coworkers, your friends, the rest of the fish. The more visible you are the more opportunities that will be made available.This is your personal branding moment.
  • Regardless if your network is 200 people or 2000, you have an opportunity to build your brand.How do you use your network? Do you leave it as a number on your LinkedIn profile or do you leverage it?I’ll cover 4 ways to leverage your LinkedIn network to grow your connections and get more engagement.
  • Social Selling with LinkedIn #SourceIn 2013

    1. 1. #SourceIn 2013
    2. 2. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2 • What is Social Selling • Building your personal brand • Resume to reputation • Maintaining relationships
    3. 3. LINKEDIN – SOCIAL SELLING time levelofbuyer activity “I’m just downloading stuff” “We have a project” “We’ve made a decision” “I’m just browsing” “We’ve shortlisted vendors” awareness consideration purchase “70% of the B2B buying process happens online” SiriusDecisions Inc.
    4. 4. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 4 Research prospects
    5. 5. LINKEDIN – SOCIAL SELLING Research prospects ©2013 LinkedIn Corporation. All Rights Reserved. 5
    6. 6. LINKEDIN – SOCIAL SELLING Participate in groups ©2013 LinkedIn Corporation. All Rights Reserved. 6
    7. 7. LINKEDIN – SOCIAL SELLING Build a network ©2013 LinkedIn Corporation. All Rights Reserved. 7
    8. 8. LINKEDIN – SOCIAL SELLING Get referrals and introductions ©2013 LinkedIn Corporation. All Rights Reserved. 8
    9. 9. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 9 Get referrals and introductions
    10. 10. LINKEDIN – SOCIAL SELLING Inevitable ©2013 LinkedIn Corporation. All Rights Reserved. 10
    11. 11. Social selling is reminding everyone that who you know is more important that what you know. Greg Alexander – Sales Benchmark Index
    12. 12. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 12 You are the CEO of
    13. 13. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13
    14. 14. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14
    15. 15. LINKEDIN – SOCIAL SELLING “Visibility creates opportunities.”
    16. 16. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 16 “It’s not the size of your network, but how you use it.”
    17. 17. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17 Use your status updates to engage your network • 166 likes • 12 comments • 67 shares
    18. 18. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18 Use your status updates to promote your network
    19. 19. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19 Use your status updates to promote your company • Press • Blogs • Content
    20. 20. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20 Use your status updates to inform your network • Industry news • Relevant content
    21. 21. LINKEDIN – SOCIAL SELLING Who you know IS more Important than WHAT You know Your network is your business.
    22. 22. Proficiency in social media is a differentiator now, but will soon be a qualifier.
    23. 23. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 23 Promote your brand through your LinkedIn profile Elevate your status from sales rep to trusted advisor Let your profile sell for you Educate potential buyers who visit your profile Transfer of trust through profile to another member Attract top talent Differentiate yourself from other sellers Spur connections to take action Generate reciprocal business for the ecosystem Resume to Reputation (R2R) The 9 core principles
    24. 24. LINKEDIN – SOCIAL SELLING Your professional tagline makes a difference! ©2013 LinkedIn Corporation. All Rights Reserved. 24
    25. 25. LINKEDIN – SOCIAL SELLING Make it easy for potential buyers to learn & connect ©2013 LinkedIn Corporation. All Rights Reserved. 25
    26. 26. LINKEDIN – SOCIAL SELLING Educate, educate and educate some more! ©2013 LinkedIn Corporation. All Rights Reserved. 26 • Use rich media • Include a variety • Update regularly
    27. 27. LINKEDIN – SOCIAL SELLING How have you helped customers achieve their goals? ©2013 LinkedIn Corporation. All Rights Reserved. 27 VS.
    28. 28. To succeed, you must be the best at what you do for a specific audience.
    29. 29. LINKEDIN – SOCIAL SELLING • Social selling is NOT a fad • Build your personal brand • Remember “resume to reputation” • Maintain your relationships
    30. 30. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 30 Thanks for reading! Be sure to share this presentation with your social networks
    31. 31. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31

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