Building team's social selling skills thanks to the use of LinkedIn. This presentation highlights the fact that companies need to change the way they communicate with potential customers. Since the development of the internet, new ways of buying are increasing, therefore new buyers appear. So, the need to be active on the internet is indispensable.

1. Building your team’s social
sales skills with LinkedIn
From a presentation of Kurt Shaver

2. LinkedIn, a professional social network
It helps finding a job…
… but not only…
LinkedIn is a huge database:
300 millions business professionals
“31% greater team attainment of the quota with social selling techniques”
(Aberdeen Group)

3. Building team social skills
In 3 steps,
according to
Kurt Shader:
- get goals
- train your team
- manage

4. I- Goals (1)
-Connections, intros, posts
-Social influence

5. -Appointments
Main goal to reach:
-Increasing sales
I- Goals (2)

6. II- Training
You have to be active on LinkedIn.
You need: knowledge and discipline.

7. II- LinkedIn Training
-Build a profile
-Have a network
-Listen to your contacts
-Engage them, share content

8. II- Training options
Who for training your team ? Where to find the budget ?
-Marketing intern/social media wiz -Self-funded by rep
-Socially savvy top rep -HR career development funds
-Internal sales training -MDF funds for resellers
-Traditional sales training company -Roll up assn or dealers
-Social selling specialist -From others budgets

9. The Role of Sales Management in Social Selling Success:
-Help the sales-persons in their effort to position the company as an
industry and thought leader
-defines how to utilize existing content resources the best and create
the right new content
-ensures the follow-up and evaluates the efficacy
III- Sales
Management

10. PPT Presentation made by: Caroline Pelcat and Flora Gilmé for Hieroglifs
International
Credit : Kurt Shaver on Brighttalk.com
Thank you!