5. Significance - impact on the lives or work of other people
Identity - contribution to a clearly identifiable larger project
Variety - the use of different skills and talents
Autonomy - independence, freedom and discretion
Feedback - clear, specific, detailed, actionable information
about the effectiveness of her job performance
1
2
3
4
5
6. Vision:
Elevate the Sales Professional
Mission
Connect the world’s buyers and sellers to build
relationships
SMB Strategic Objectives
To be the essential sales platform in the SMB space
To demonstrate the LinkedIn selling model works
To trigger a selling revolution
Significance
Identity
7. …the talent and corporate brands are converging
A bi-product of the rise of social media is that
10. Establish a professional presence on
LinkedIn with a complete profile
Create a professional brand
Prospect efficiently with powerful
search and research capabilities
Find the right people
Discover and share valuable information to
initiate or maintain a relationship
Engage with insights
Expand your network to reach prospects and
those who can introduce you to prospects
Build strong relationships
#socialselling
Prospecting = Engaged Selling Time
16. Remember, we are asking for a favor
Selling through relationships – Introductions
Silver Bullets
Request intros when they will
have the most impact
Make it easy
Offer to ghost-write
the intro email
Follow-through
Close the loop with
the introducer
Alex Richards Bob JacobsenJohn Hastings
Allan Connor Tim Doolittle
XYZ
17. • Fast and lightweight, yet powerful
• Best used on less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Get the value of an intro with a fraction of the effort
Selling through relationships – Name Drop
Name Drop
18. Listen for social triggers that create selling moments
Tune in
Rachel Stewart
Chris Jeffers
XYZco
XYZco
XYZco Ben Green:
19. 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
As a last resort, “cold” outreach can still be warm
Right side, left side outreach
21. Significance & Identity help you attract and retain
self-motivated talent
Social Selling Adds Variety to tasks that were
once mundane
Accountability needs to be Coupled with
Autonomy. Goal oriented reps will hold
themselves to a higher standard than you can
1
2
3
Why don’t kids say they want to be in sales when they grow up? Why is there a stigma around sales professionals? How can we change the image? How can we elevate the sales profession?
There’s a lot of thought and science out there about employee engagement and motivation. A model that has always appealed to me captures many of the common themes and I think is particularly relevant when managing millenials who can better articulate what they want from a work environment. 5 things:
Signficance
Identity
Variety
Autonomy
Feedback