1.
joel marans | @schnitzelboy

2.
What we’ll cover today
Why social selling is important (for you & clients)
How to organize/deploy a social selling program
Practical social selling skills to use right away

3.
why social selling?
Create more sales opportunities, faster
with content prospects actually want & need.

4.
the real reason?

5.
I hate cold calls.

6.
Cold calls are the Sex Panther of selling.
97% of the time, they work none of the time.

7.
Know what prospects want, and share it before they find it.
Social selling means becoming a search engine shortcut.

8.
WHILE BIG DATA GETS
BIGGER...
…SMALL DATA IS GETTING
SMALLER.
[ question is….are you listening? ]

9.
Buyers have changed, too.
5.475% 57%
number of people
you need for large deals
B2B purchaser’s
influenced
by social media
Of buying decision is
made before
sales rep is involved

10.
Step 1: Plan your approach

11.
Sales Navigator Product Overview
• 25 inMails / month
• Really cool advanced search tools
• TeamLink
• CRM integration
• And more...

12.
Step 2: Find Mavericks

13.
Step 3: Training

14.
InMail
member
message
connection
request
Start a relationship" Confirm a relationship" Leverage a relationship"

15.
InMail Secret Ingredients

16.
5 Great Subject Lines

17.
inMails are a perfect
way to deal with CASL

18.
Step 4: Assess and re-assign

19.
Measure your baselines.
Ruthlessly.

20.
Step 5: Celebrate (and sustain) your wins

21.
What we covered (and your action items)
Why social selling is important (for you & clients)
Deliver more sales opportunities, faster with content they actually need
How to organize a social selling program
Establish goals, find Mavericks, train and measure them
Practical social selling skills to use right away
Optimize your own profiles, consider paid accounts
Never make a cold call again!

22.
Practical, tactical ideas for social business.
Please connect with me
@schnitzelboy | about.me/joelmarans