If LinkedIn Isn’t Making Your Cash Register Ring, You’re Doing It Wrong!
Because sales is about relationships – not numbers, you need to have real conversations. With LinkedIn, you can spin your wheels and collect connections like baseball cards or actually make the connections you already have count.
You will learn:
1. The 5 ways to kill your reputation on LinkedIn
2. The big "reveal" why LinkedIn is NOT a numbers game
3. The remarkable latest research you can't ignore about "social buyers"
4. What it takes to get results as a social seller: Listen up
5. When to ditch technology and Pick Up the Damn Phone!
This was my closing keynote session at the Sales 2.0 Conference on October 18, 2011. In this presentation I draw upon the philosophy of Bruce Lee and apply it to how sales professionals can sell without selling and build trust with customers in a digital world.
A slide deck from Matt Wakefield's seminar about using social media for business success. The seminars were conducted 4/20/2010 and 4/27/2010 in Seattle
Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
This was my closing keynote session at the Sales 2.0 Conference on October 18, 2011. In this presentation I draw upon the philosophy of Bruce Lee and apply it to how sales professionals can sell without selling and build trust with customers in a digital world.
A slide deck from Matt Wakefield's seminar about using social media for business success. The seminars were conducted 4/20/2010 and 4/27/2010 in Seattle
Get an insider's look at how LinkedIn trains its own sales reps to approach to social selling. Dominic Archibald shares best practices from LinkedIn to help you develop your own strategy on how to better use LinkedIn for your sales teams.
4 Questions to Ask to Determine Which Social Channels Are Right for Your Busi...Jennifer Urbanski
Navigating the social media space can be a big problem if you don't know where to start. Shaw Communications recently held a breakfast learning session in Calgary for their small business partners and invited me to help offer some insight and tips to choosing the right channel.
In an attempt to simplify the somewhat complex world of digital and social media marketing, I narrowed down the focus to 4 key questions to ask when evaluating which channels are right for your business.
Find the recorded webinar at http://learn.marketleader.com/display/learning/LinkedIn+for+Real+Estate
Special guest Laura Monroe, Director of Industry Engagement & Social Media for Inman News, discusses specific strategies to leverage LinkedIn tools to expand your real estate business.
Webinar on how sales leaders can best use LinkedIn for social selling - goes over fundamental 4 behaviors related to social selling and gives tips on how to start taking action now.
A presentation about how to build trust online, with smattering of doing it in the real world. You can see it delivered live at https://www.youtube.com/watch?v=_DHIKIaL0B4
Has your company embraced inbound and content marketing as the new SEO? Here are some insights from HubSpot's Inbound2012 conference that may help along with recent data from ThomasNet.com, the world's leading industrial supplier discovery and sourcing site.
A colleague and myself recently presented on how to attract & gain quality leads for your business. Tools & strategies outlined in presentation include inbound marketing techniques, relationship building, social networking & taking your relationships online to offline.
Webinar handouts for the small business marketing club.
7 common LinkedIn mistakes
Publishing, metics and ROI
Learn more on our LinkedIn Program https://linkedinvas2.eventbrite.com.au
10 practical tips for working with lgbt influencers 12.11.16Auston Matta
This session will explore how travel professionals can use online influencers and creative campaigns to promote their business, brand or destination. The new media revolution has shifted the power of content publication to individuals rather than large publishers and more and more individuals become digital influencers and web celebrities every day. Learn how to successfully identify and recruit online influencers to execute a marketing campaign to reach a desired and targeted LGBT audience.
Social Media and LinkedIn for IFAs and Financial Planners - Full-day workshop...Philip Calvert
Slide deck from Philip Calvert's Social Media and LinkedIn workshop for IFAs and Financial Planners on 26th September 2013
For in-house LinkedIn workshops or conference speeches on how to apply Social Media and LinkedIn in the changing world of sales, please contact Philip Calvert via www.philipcalvert.com
Join our Internet Marketing and Social Media Club for IFAs and Financial Planners here:
http://www.ifalife.com/InternetMarketingClub
4 Questions to Ask to Determine Which Social Channels Are Right for Your Busi...Jennifer Urbanski
Navigating the social media space can be a big problem if you don't know where to start. Shaw Communications recently held a breakfast learning session in Calgary for their small business partners and invited me to help offer some insight and tips to choosing the right channel.
In an attempt to simplify the somewhat complex world of digital and social media marketing, I narrowed down the focus to 4 key questions to ask when evaluating which channels are right for your business.
Find the recorded webinar at http://learn.marketleader.com/display/learning/LinkedIn+for+Real+Estate
Special guest Laura Monroe, Director of Industry Engagement & Social Media for Inman News, discusses specific strategies to leverage LinkedIn tools to expand your real estate business.
Webinar on how sales leaders can best use LinkedIn for social selling - goes over fundamental 4 behaviors related to social selling and gives tips on how to start taking action now.
A presentation about how to build trust online, with smattering of doing it in the real world. You can see it delivered live at https://www.youtube.com/watch?v=_DHIKIaL0B4
Has your company embraced inbound and content marketing as the new SEO? Here are some insights from HubSpot's Inbound2012 conference that may help along with recent data from ThomasNet.com, the world's leading industrial supplier discovery and sourcing site.
A colleague and myself recently presented on how to attract & gain quality leads for your business. Tools & strategies outlined in presentation include inbound marketing techniques, relationship building, social networking & taking your relationships online to offline.
Webinar handouts for the small business marketing club.
7 common LinkedIn mistakes
Publishing, metics and ROI
Learn more on our LinkedIn Program https://linkedinvas2.eventbrite.com.au
10 practical tips for working with lgbt influencers 12.11.16Auston Matta
This session will explore how travel professionals can use online influencers and creative campaigns to promote their business, brand or destination. The new media revolution has shifted the power of content publication to individuals rather than large publishers and more and more individuals become digital influencers and web celebrities every day. Learn how to successfully identify and recruit online influencers to execute a marketing campaign to reach a desired and targeted LGBT audience.
Social Media and LinkedIn for IFAs and Financial Planners - Full-day workshop...Philip Calvert
Slide deck from Philip Calvert's Social Media and LinkedIn workshop for IFAs and Financial Planners on 26th September 2013
For in-house LinkedIn workshops or conference speeches on how to apply Social Media and LinkedIn in the changing world of sales, please contact Philip Calvert via www.philipcalvert.com
Join our Internet Marketing and Social Media Club for IFAs and Financial Planners here:
http://www.ifalife.com/InternetMarketingClub
Beyond Blogging: How B2B Tech Marketers Can Build Trust Through Content Marke...Kiwi Creative
In general, B2B buyers consult roughly seven information sources before making a purchase decision. Of those sources, a company's blog content ranks near the bottom of what buyers care about; instead, they are preferring product demos, user reviews and peer communities as a way to gauge a tech company's trustworthiness.
So, if simply publishing content regularly doesn't move the needle as much it once did, what can B2B tech marketers do instead to build trust for their brand?
Join Jacquie Chakirelis, Director of Digital Strategy for Quest Digital and one of the top 50 B2B influencers to follow in 2021, to dive into how we can leverage our marketing efforts to earn and keep trust with our customers and empower them to become our advocates.
Top takeaways of this session will include:
1. How to break the "inauthentic” content patterns to build lasting relationships with your customers.
2. Learn simple ways B2B technology companies are collaborating with their customers to become the messengers in peer communities and through user-generated content.
3. Explore new tools that marketers can use for content projects designed to build trust.
- - -
This is the slide deck from the March 2022 HubSpot User Group (HUG) for B2B Technology USA.
View the webinar recording at https://youtu.be/4jpri3zjdfc
Sign up for future HUG events at https://events.hubspot.com/b2b-technology-usa/
Building strong relationships is a vital part of the overall sales process. By using social media and other digital tools we are able to create a personal brand, build strong relationships with our current and new customers, and position ourselves as the industry expert.
Dominic Archibald from LinkedIn goes over tactics that LinkedIn’s own sales team employs to train people on social selling - goes over fundamentals like building a profile, how to have a warm introduction.
LinkedIn and Social Media for IFAs and Financial PlannersPhilip Calvert
The IFA and Financial Planner’s Guide to Social Media and LinkedIn.
For details of our next LinkedIn training for IFAs, Financial Planners, Wealth Managers and Financial Advisers, contact: events@ifalife.com
Traditional sales is good - but it's dead. What works is first educating customers. In today's digital economy much of that education is delivered through social content. In this master class Ramon shares his proven principles for using engaging content to make sales! Attendees leave with practical insight to take their businesses to the next level using social content. Social content marketing takes time, focus and a plan of action to work and work well - Ramon helps understand this in a simple, energized and humorous presentation. By attending this session, attendees will leave with practical take aways of using social media as a powerful tool for sales and branding. Ramon's unique take on social media will leave attendees with a fresh perspective and insight on using content (including video and more) to generate more sales in their business.
Social Media for Financial Services Providers: How to Engage with IFAs and F...Philip Calvert
How Financial Services brands: life, pension, investment and protection providers can use Social Media, LinkedIn and conversational marketing to engage with IFAs and financial advisers online.
Contact Philip Calvert for information on conference speaking, in-house training and consultancy for Financial Services and regulated industries.
http://www.philipcalvert.com and http://www.ifalife.com
1. 5 Ways LinkedIn Can Drive Revenue
Without Selling
July 22, 2014
Joanne S. Black
2. Welcome!
I’m Joanne Black
America’s leading authority on referral selling
Introducing Jim Horan
President, The One Page Business Plan Company
2
3. In 38 minutes…
• 5 Ways to kill your reputation on LinkedIn
• Why LinkedIn is NOT a numbers game
• Latest research on social buyers
• Get results as a social seller: Listen up
• When to ditch technology and Pick Up the Damn
Phone!
13. The Power of a Response
Hi Joanne:
I cannot express how much your note meant to me. As a
woman, sales person in Tech I've been at a professional
crossroads.
Your quick, note recognizing my efforts helped me to reset
and focus on what matters and to believe in myself and trust
my choices- so thank you!
13
14. The Power of a Response
Lauren McSorley, Enterprise Sales Executive
14
15. The Power of a Response
“The most impactful invitation I’ve ever received. I’m
saving it as an example.”
15
16. The Power of a Response
Sean Burke, Chief Revenue Officer, Kite Desk
16
24. Kill Your Reputation on LinkedIn #4
Don’t use Groups to promote your products
24
25. Kill Your Reputation on LinkedIn #5
• Do not ask for a referral online
• A referral is an introduction from someone your
prospect knows and trusts
25
27. Why LinkedIn is NOT a Numbers Game
Assume a connection is a relationship
27
28. Why LinkedIn is NOT a Numbers Game
“There’s a big difference between being the most
connected person and the being best connected
person.”
Reid Hoffman, co-founder of LinkedIn
28
29. Why LinkedIn is NOT a Numbers Game
Not social intelligence we need so much—it's
relationship intelligence
31. of C-Level and VP-level buyers use
social media for B2B purchase decisions
Social buying is widely practiced among B2B decision makers,
especially C-level and VP-level executives
of all buyers use social media for
B2B purchase decisions
31
32. Average spend of
non-social buyers
Average spend of
social buyers
Compared with other B2B buyers, buyers who use social
media for purchasing spend 84% more per purchase
32
33. Social buyers also make 61% more purchases on average than buyers
who don’t use social
# of purchases made
by non-social buyers
# of purchases made
by social buyers
33
34. And social buyers have a higher level of company influence
than purchasers who do not use social media
of non-social buyers make
purchases for their entire
company, business unit, or
multiple departments
of social buyers make purchases for
their entire company, business unit, or
multiple departments
34
35. Getting Results as a Social Seller
“Leveraging your professional brand to fill your
pipeline with the right people, insights, and
relationships.”
36. • Our job as salespeople is to provide:
- Wisdom
- Knowledge
- Insights
Getting Results as a Social Seller
38. Sales professionals can partner more effectively with social
buyers by increasing social proximity, presence, and capital
Social proximity
Grow social networks and
contribute to conversations.
Social presence
Manage a professional identity
that is credible, authentic,
accurate, information-rich, and
service oriented.
Social capital
Do your social homework to
ensure relevancy before you
reach out and facilitate peer-
to-peer recommendations.
38
39. Sales reps that exceed quota engage with
prospects 39% more than laggards
Sales reps that that exceed quota have
their updates engaged 98% more than
laggards
39%
more engagement
98%
Engagements received
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on
existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI
leaders have an SSI > 70; SSI laggards have an SSI < 30
Why Sharing Is Important? [Social Capital]
39
40. How Can You Use LinkedIn to Socially Sell?
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
40
41. And Pick Up the Damn Phone!
When to Ditch Technology
50. When to Ditch Technology
• Never ask for a referral online
• A referral is an introduction from someone your
prospect knows and trusts
50
51. When to Ditch Technology
Does your referral source actually know the person
you want to meet?
51
52. When to Ditch Technology
Have you learned about their relationship with your
prospect?
52
53. When to Ditch Technology
Have you taken the opportunity to reconnect and
help out?
53
54. When to Ditch Technology
• You’re breaking all the rules of social media
• You’re giving sales a bad name
• You’ve chickened out
54
55. When to Ditch Technology
Your Referral Source is pushed out of shape
55
56. When to Ditch Technology
Take your conversation offline
• Find out if they know your prospect
• Share with them why you want a referral
• Ask them to introduce you
• Have them get the ok from their connection
• They send an email introduction
56
59. • Research from The TAS Group
– Referral from inside their company
– Referral from a trusted source outside their company
Why Executives Meet with Salespeople
60. The Truth About Phones
• Alexander Graham Bell
• March 7, 1876
60
63. Eric Schmidt Said It
“Take one hour a day and turn that thing off. Take your
eyes off that screen and look into the eyes of the person
you love. Have a conversation, a real conversation."
I challenge you to do the same...
63
64. LinkedIn Resources
• Kurt Shaver, The Sales Foundry
Get Your Personal LinkedIn Score in 2 Minutes
http://thesalesfoundry.com/sell_score/
http://www.linkedin.com/in/kurtshaver
• Barbara Giamanco, Social Centered Selling
barbara.giamanco@scs-connect.com
http://www.linkedin.com/in/barbaragiamanco/
64
65. Your Referral I.Q.
1. Take your 14 question Referral I.Q. Quiz http://bit.ly/Wl8p3A
2. Submit for your 15 minute consultation
3. 10 or more salespeople? Let me know. We’ll create a
composite quiz for your team.
4. Get my book: Pick Up the Damn Phone!: How People, Not
Technology, Seal the Deal. At Amazon, & Nook
65
66. Focused
Sales Teams
Win More Business!
We can focus your entire sales
team in less than 90 minutes with
our newest cloud-based system…
The One Page 90 Day Sales Plan®
FREE OFFER:
Instructions, sample plan & template for
The One Page – 90 Day Sales Plan at
www.onepagebusinessplan.com/90daysalesplan
The One Page Business Plan Company www.onepagebusinessplan.com
67. The One Page Business Plan
Contact:
(510) 705-8400
info@onepagebusinessplan.com
http://www.onepagebusinessplan.com/
67
68. Let’s Stay in Touch
– joanne@nomorecoldcalling.com
– 415-461-8763
– @Referral Sales
– www.linkedin.com/in/joanneblackreferralsales/
Joanne S. Black
America’s Leading Authority on Referral Selling