Social selling in the new world

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Consistency is key - 10 mins of activity per day Your LinkedIn profile should not just be your CV Engage in conversations, don't just use LinkedIn as a marketing platform Readers consume content as they scroll, not left to right Video & audio significantly increase response rates

Sales

Current
Linkedin User
Behaviour
● Users reporting increased reply
rates on LinkedIn messages
● More people posting more often
● Change in preferred topic and
tone of content

Top Tips For
Sellers &
CSM’s
● Customer-Focused Profiles
● Consistency
● Value First
● Start Conversations

Leveraging
Video
● Video should be used for
content and messaging
● Hyper personalise
● First challenge is overcoming
fear

Content
● Content creates sales
opportunities, both inbound &
outbound
● Let prospects get to know you
● 80/20 split

Network
Growth
● Wider number of relationships
within your prospect or
customer businesses
● Connect with multiple decision
makers
● Manage long-term relationships
and accounts

LinkedIn
Messaging
● Message prospective
customers
● Message existing customers
● Don’t spray and pray
● Hyper-personalise
● Conversational Tone

Summary
● Update your profiles
● Be active on LinkedIn
● Value first
● Practice & use video
● Start more conversations

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