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How to Sell More with Social 
Every Employee, Every Deal, Every Time 
Michael Idinopulos, PeopleLinx CMO
Join the conversation on Twi!er 
@ThueLMadsen #KISSwebinar
Your Presenter 
Michael Idinopulos – CMO - @michaelido 
! 
! Michael is currently Chief Marketing Officer at PeopleLinx. He previously 
served as Chief Customer Officer at Socialtext, bringing the first social 
so#ware inside corporate, nonprofit, and government organizations. Before 
joining Socialtext, Michael was a consultant and global Director of 
Knowledge Technology with premier strategy consultancy McKinsey & 
Company, where he led pioneering enterprise deployments of blogs, wikis, 
and social networking. Michael holds a Ph.D. in philosophy from U.C. 
Berkeley and currently lives in Philadelphia with his wife and three 
children.
Join the conversation on Twi!er 
@Michaelido #KISSwebinar
Table of Contents 
1 Section One – What is social selling? 
2 Section Two – Why social selling? 
3 Section Three – How do you get there from here?
WATCH WEBINAR RECORDING NOW
What is Social Selling? 
1
What is Social Selling? 
Section One 
Leveraging digital social 
networks to create and nurture 
relationships which enhance 
your sales efforts.
Social Selling is… 
Section One 
…endorsing a customer on LinkedIn. 
…running LinkedIn searches for outbound targets. 
…liking a client’s Facebook post. 
…sharing the company’s latest blog post on Twi"er, LinkedIn, Fac 
ebook, and Google+. 
…studying prospects on LinkedIn and Twi"er before a meeting. 
…following key accounts on Twi"er. 
…retweeting a client.
Social Selling is NOT… 
Section One 
…delivering the hard sell on LinkedIn. 
…closing deals on Twi"er. 
…a replacement for talking to prospects. 
…a magic bullet for making quota.
Why Social Selling? 
2
Reps Sell More By Using Online Social Networks 
Section Two 
Source: Aberdeen Group 
64%! 
55%! 
54%! 
49%! 
48%! 
42%! 
Team quota attainment! Renewal rate! Forecast accuracy! 
Social Sellers! All Others! 
n=182! 
30%!
Social Touches Every Inch of the Sales Funnel… 
Section Two 
Outbound: target identification 
Lead generation! Inbound: traffic generation 
Qualification! 
Opportunity! 
Upsell! 
Referral! 
Qualify leads based on social profiles! 
Research prospects before pitch 
Engage with customers 
A!ract referral leads! 
Awareness! 
Influencers, content marketing!
…and Every Role in the Organization 
Marketing 
Section Two 
Leverage employee social networks to build 
brand awareness and generate leads. 
Cultivate thought leaders on Twi!er. 
Inside Sales 
Outbounding: Use LinkedIn to generate call lists 
based on target market criteria; research leads 
(LinkedIn, Twi!er, Facebook) before calling. 
Inbound leads: Qualify inbound leads using 
LinkedIn & Twi!er data before passing on to 
Outside Sales. 
Outside Sales 
Research prospects for role, interests, work 
history, etc. (LinkedIn, Twi!er, FB) 
Connect to late-stage prospects (LinkedIn, 
Twi!er) 
Non-Sales Roles 
“Everyone’s in Sales”. Share interesting content 
and celebrate company success across social 
networks. Leverage social graph.
Start Your Free KISSmetrics Trial 
LOG IN WITH GOOGLE
How do we get there 
from here? 
3
Social Selling Maturity Model 
Section Three
Social Selling Maturity Model 
Section Three
Step 1: Random acts of social 
Section Three
The problem is…it’s random 
Section Three
Step 2: Corporate Social Broadcasting 
Section Three
People want to hear from people 
84% 
trust personal 
recommendations 
Section Three 
v. 15% 
trust recommendations 
from brands 
Source: Gartner
The problem is…it’s not social 
Section Three
Step 3: Employee training 
Section Three
The problem is…it’s not sticky or scalable 
Section Three
Step 4: Sales Process Integration 
Section Three
With process integration comes standardization 
Section Three
With standardization comes measurement 
Section Three
With measurement comes optimization 
Section Three
Step 5: Predictive Optimization 
Section Three
With measurement comes optimization 
10 
9 
8 
7 
Clicks LinkedIn Twi!er 
6 
5 
4 
3 
Section Three 
Monday Tuesday Wednesday Thursday Friday Saturday Sunday
Content shelf life varies dramatically by network 
100.0% 
90.0% 
80.0% 
70.0% 
Content Performance LinkedIn Twi!er 
60.0% 
50.0% 
40.0% 
30.0% 
20.0% 
10.0% 
0.0% 
1st 
hour 
Two 
Weeks 
3.5 
days 
Section Three
What if you knew… 
Section Three 
…where social interactions influenced pipeline and 
deal closes? 
…which social networks offer your company maxim 
al ROI as measured by pipeline generation and clos 
ed 
deals? 
…when is the optimal time in the deal cycle for the r 
ep to connect with a prospect on LinkedIn?
Where is your team on the maturity model? 
Section Three
Questions? 
Michael Idinopulos 
CMO 
PeopleLinx 
@Michaelido 
midinopulos@peoplelinx.com 
Thue Madsen 
Marketing Associate 
KISSmetrics 
@ThueLMadsen 
tmadsen@kissmetrics.com
THANK YOU 
Michael Idinopulos 
CMO at PeopleLinx

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How to Sell More With Social Selling: Every Employee, Every Deal, Every Time

  • 1. How to Sell More with Social Every Employee, Every Deal, Every Time Michael Idinopulos, PeopleLinx CMO
  • 2. Join the conversation on Twi!er @ThueLMadsen #KISSwebinar
  • 3. Your Presenter Michael Idinopulos – CMO - @michaelido ! ! Michael is currently Chief Marketing Officer at PeopleLinx. He previously served as Chief Customer Officer at Socialtext, bringing the first social so#ware inside corporate, nonprofit, and government organizations. Before joining Socialtext, Michael was a consultant and global Director of Knowledge Technology with premier strategy consultancy McKinsey & Company, where he led pioneering enterprise deployments of blogs, wikis, and social networking. Michael holds a Ph.D. in philosophy from U.C. Berkeley and currently lives in Philadelphia with his wife and three children.
  • 4. Join the conversation on Twi!er @Michaelido #KISSwebinar
  • 5. Table of Contents 1 Section One – What is social selling? 2 Section Two – Why social selling? 3 Section Three – How do you get there from here?
  • 7. What is Social Selling? 1
  • 8. What is Social Selling? Section One Leveraging digital social networks to create and nurture relationships which enhance your sales efforts.
  • 9. Social Selling is… Section One …endorsing a customer on LinkedIn. …running LinkedIn searches for outbound targets. …liking a client’s Facebook post. …sharing the company’s latest blog post on Twi"er, LinkedIn, Fac ebook, and Google+. …studying prospects on LinkedIn and Twi"er before a meeting. …following key accounts on Twi"er. …retweeting a client.
  • 10. Social Selling is NOT… Section One …delivering the hard sell on LinkedIn. …closing deals on Twi"er. …a replacement for talking to prospects. …a magic bullet for making quota.
  • 12. Reps Sell More By Using Online Social Networks Section Two Source: Aberdeen Group 64%! 55%! 54%! 49%! 48%! 42%! Team quota attainment! Renewal rate! Forecast accuracy! Social Sellers! All Others! n=182! 30%!
  • 13. Social Touches Every Inch of the Sales Funnel… Section Two Outbound: target identification Lead generation! Inbound: traffic generation Qualification! Opportunity! Upsell! Referral! Qualify leads based on social profiles! Research prospects before pitch Engage with customers A!ract referral leads! Awareness! Influencers, content marketing!
  • 14. …and Every Role in the Organization Marketing Section Two Leverage employee social networks to build brand awareness and generate leads. Cultivate thought leaders on Twi!er. Inside Sales Outbounding: Use LinkedIn to generate call lists based on target market criteria; research leads (LinkedIn, Twi!er, Facebook) before calling. Inbound leads: Qualify inbound leads using LinkedIn & Twi!er data before passing on to Outside Sales. Outside Sales Research prospects for role, interests, work history, etc. (LinkedIn, Twi!er, FB) Connect to late-stage prospects (LinkedIn, Twi!er) Non-Sales Roles “Everyone’s in Sales”. Share interesting content and celebrate company success across social networks. Leverage social graph.
  • 15. Start Your Free KISSmetrics Trial LOG IN WITH GOOGLE
  • 16. How do we get there from here? 3
  • 17. Social Selling Maturity Model Section Three
  • 18. Social Selling Maturity Model Section Three
  • 19. Step 1: Random acts of social Section Three
  • 20. The problem is…it’s random Section Three
  • 21. Step 2: Corporate Social Broadcasting Section Three
  • 22. People want to hear from people 84% trust personal recommendations Section Three v. 15% trust recommendations from brands Source: Gartner
  • 23. The problem is…it’s not social Section Three
  • 24. Step 3: Employee training Section Three
  • 25. The problem is…it’s not sticky or scalable Section Three
  • 26. Step 4: Sales Process Integration Section Three
  • 27. With process integration comes standardization Section Three
  • 28. With standardization comes measurement Section Three
  • 29. With measurement comes optimization Section Three
  • 30. Step 5: Predictive Optimization Section Three
  • 31. With measurement comes optimization 10 9 8 7 Clicks LinkedIn Twi!er 6 5 4 3 Section Three Monday Tuesday Wednesday Thursday Friday Saturday Sunday
  • 32. Content shelf life varies dramatically by network 100.0% 90.0% 80.0% 70.0% Content Performance LinkedIn Twi!er 60.0% 50.0% 40.0% 30.0% 20.0% 10.0% 0.0% 1st hour Two Weeks 3.5 days Section Three
  • 33. What if you knew… Section Three …where social interactions influenced pipeline and deal closes? …which social networks offer your company maxim al ROI as measured by pipeline generation and clos ed deals? …when is the optimal time in the deal cycle for the r ep to connect with a prospect on LinkedIn?
  • 34. Where is your team on the maturity model? Section Three
  • 35. Questions? Michael Idinopulos CMO PeopleLinx @Michaelido midinopulos@peoplelinx.com Thue Madsen Marketing Associate KISSmetrics @ThueLMadsen tmadsen@kissmetrics.com
  • 36. THANK YOU Michael Idinopulos CMO at PeopleLinx