The document discusses the importance of social selling on LinkedIn for all members of an organization, emphasizing that it is vital for building professional brands, connecting with potential buyers, and engaging with valuable insights. Key statistics demonstrate that a significant portion of B2B buying decisions are made digitally and highlight the effectiveness of LinkedIn networking for sales professionals. Additionally, it offers practical tips for enhancing one's social selling skills and leveraging employee advocacy to maximize marketing efforts.

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SOCIAL SELLING
ON LINKEDIN
WHY IT MATTERS
You can’t ignore it – social selling is everywhere. And rightly so
as it’s relevant to everyone. It’s not just for sales or for marketing,
social selling is for everyone in the organisation. Here you’ll see
why and get the best tips for building your social selling prowess
on LinkedIn.
THE NUMBERS STACK UP
BUILD YOUR PROFESSIONAL BRAND
CONNECT WITH THE RIGHT PEOPLE
ENGAGE WITH INSIGHTS
LEVERAGE EMPLOYEE ADVOCACY
BUILD RELATIONSHIPS
WANT MORE?
64%
70%
OF B2B BUYERS REPORT THAT THEY APPRECIATE
HEARING FROM A SALESPERSON WHO PROVIDES
KNOWLEDGE OR INSIGHT ABOUT THEIR BUSINESS 8
YOU ARE 70% MORE LIKELY TO GET AN
APPOINTMENT OR AN UNEXPECTED SALE IF
YOU ARE A MEMBER OF LINKEDIN GROUPS 9
67%
72%
57%
OF THE BUYING DECISION
IS NOW DONE DIGITALLY 1
OF B2B BUYERS USE SOCIAL MEDIA TO
RESEARCH THEIR PURCHASE DECISION 2
OF BUYING DECISIONS ARE COMPLETED BEFORE
B2B BUYERS ARE WILLING TO TALK TO A SALES REP3
92%
Showcase instances when
you provided value to a client
Share a well-written, long-
form post related to your
professional experience or
industry trends
Post an overview of your
company’s products and
services via Slideshare
Endorse connections on
LinkedIn – this often prompts
them to return the favour
Use Boolean search (AND,
OR, NOT) in keyword search
to power up your results
Filter to 2nd degree
connections with the same
search criteria to identify
potential introductions
Look for commonalities to
establish a relationship, join
LinkedIn Groups. Save
potential leads as connections
Check who’s viewed your
profile regularly and reach
out to potential leads
Identify information for
prospects that shows you
care about their success and
tag them when you share
Find timely articles to share
on LinkedIn
Participate in common
groups to reinforce shared
interests and goals
Use response rates as a
way to gauge success of
InMail or connection requests
Connect with your network
and prospects after interviews
Build multiple connections
with decision makers at
accounts, don’t rely on one
Use your colleagues to find
more connections
Help prospects by sharing
the updates or posts they’ve
published
OF B2B BUYERS ENGAGE WITH SALES
PROFESSIONALS IF THEY ARE KNOWN
INDUSTRY THOUGHT LEADERS 5
PERSONAL BRANDING TIPS ON LINKEDIN
81%
OF BUYERS ARE MORE LIKELY
TO ENGAGE WITH A STRONG
PROFESSIONAL BRAND 4
STRON
G
BRAND
THOUGHTLE
A
DERSHIP
Sales reps who exceed quota
engage on LinkedIn with their
prospects 39% more than other
sales professionals 6
Sales reps who viewed the
profiles of at least 10 people at
each of their accounts were 69%
more likely to exceed quota 7
39% 69%
BUYING DECISIONS NOW TYPICALLY
INCLUDE 5.4 DECISION MAKERS 10
Employees have on average 10x more
social connections than a brand does 12
Content shared by employees receives
8x more engagement than content shared
by brand channels 11
Employee advocacy is a really powerful tool in strengthening
your marketing activities reach and engagement.
Discover the 7 Ways To Rock Social Selling (Like A Bad Ass)
http://bit.ly/Sell-Social
SOURCES
1. Sirius Decisions 2. Hubspot 3. CEB: https://www.cebglobal.com/exbd/sales-service/the-end-of-solution-sales/index.page 4. LinkedIn 5. LinkedIn 6. LinkedIn
7. LinkedIn 8. LinkedIn 9. LinkedIn 10. CEB: https://www.executiveboard.com/blogs/sales-why-you-should-teach-customers-how-to-buy/ 11. Social Media Today:
http://www.socialmediatoday.com/content/employee-advocate-mobilize-your-team-share-your-brand-content 12. LinkedIn: http://blog.linkedin.com/2015/04/13/elevate/
CONNECTION TIPS
ENGAGEMENT TIPS
RELATIONSHIP TIPS