The document discusses social selling techniques on platforms like LinkedIn and Twitter, emphasizing relationship-building through sharing content, personal branding, and social listening. It highlights the advantages of using tools like LinkedIn Sales Navigator for lead identification and improving one's social selling index (SSI) score. Best practices include creating a complete profile, engaging in industry groups, and utilizing multimedia content.

1. • Social Selling is all about developing relationships through social networks such as
LinkedIn and Twitter
• Social Selling techniques include sharing relevant content, interacting directly with
potential buyers and customers, personal branding, and social listening
• Digital networks like LinkedIn give you a far greater reach than you can achieve
through traditional analog relationships. They’re not better, they are a complement
that provide you with richer content

2. Building a Complete Profile
• Use lots of images and videos
• Write conversationally
• Join you industry’s LinkedIn Groups
• Contribute short version posts
• Write long version posts
• Seek out recommendations
• List your skills and endorsements
Having a complete profile is the best
place to start …

3. Best Practices
• Separate but complementary to your
LinkedIn account
• Great tools for the identification of
leads and the things they are sharing
• Provides you with InMail messaging
• Provides content for messages that
increase response rates by 50%
• Identifies your SSI score (Social
Selling Index) and how that
compares to your network
LinkedIn Sales Navigator is a great tool
for finding content about your clients
and discovering new contacts

4. Best Practices
• Navigator provides you with news and
comments mentioning your accounts and
individuals associated with those
accounts

5. Best Practices
• Examples of news shared by the
organization and individuals
• Provides you with a reason of call, or a
way to identify what’s top of mind
• It’s always good to have something to
talk about… something with meaning
• LinkedIn Navigator does that

6. Best Practices
• There algorithm to calculate your SSI score has many drivers
• Here are some ways to improve your SSI score;
http://www.linkedinsights.com/what-linkedins-social-selling-index-really-measures-i-know-how-your-ssi-is-calculated/