advanced social selling training
TRANSCRIPT
Sales Navigator: Advanced Training
Mike CallaghanRelationship Manager, LinkedIn Sales Solutions
%75of B2B buyers now use social media to be more informed on vendors
5.4people are now involved in the average B2B buying decision
%90of decision makers say they never respond to cold outreach
How well have you adapted to this new normal?
Leveraging Insights (Passive Prospecting)
Listen for social triggers that create selling moments
Passive Prospecting
Rachel StewartRachel Green
Chris JeffersRob Fox
XYZco
XYZco
XYZco
XYZco Ben Green:
XYZco
• Share by saved lead• New lead• Mentioned in the news
• Lead update (e.g., job change)
• New team connection
Hot
Medium
Insights are inbound leads
Passive Prospecting
Social Selling (Leveraging Relationships)
Remember, we are asking for a favor
Selling through relationships – Introductions
Silver BulletsRequest intros when they
willhave the most impact
Make it easyOffer to ghost-write
the intro email
Follow-throughClose the loop with
the introducer
3 …or send an InMail
2
Ask for an introduction…
1
Warm Introductions: What’s the best path in?
• Fast and lightweight, yet powerful• Best used on less senior prospects or if connection is
tenuous• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drops
3 Keep it short
4 Nurture socially
5 Have a great profile
Engage leads with Effective InMail Messages
1 Personalize
2 Build a conversation
Demonstrate that you’ve done your homeworkMention a common contactRefer to a common LinkedIn groupComment on a LinkedIn group postingDiscuss a common company, experience, or personal interest based on reading their profile
Ask for an opinion
More “salesy” InMails get lower response rates.Instead start a conversation.
Be polite, brief, and to the point. Shorter is better.
Listen for social triggers that create selling moments (News Feeds, Actionable insights)Save Accounts and Leads
Engage with content (Like, comment, re-share)
The first thing an InMail recipient will do is review your profile.Poor profiles reduce InMail response rates.
Greg,
First, great presence on LinkedIn and great engagement – your endorsements in digital marketing are impressive. I am the XYZ company contact here at LinkedIn and was inspired to reach out after reviewing your profile and seeing you are the VP of Business Development.
XYZ company has 10,600 unique connections to 4500 different companies on LinkedIn. I’d love to show you how to leverage this data to identify decision makers and drive new business. Do you have time this week to connect for a quick call?
Best,MikeLinkedIn Sales Solutions
Social
Who You Are
Purpose of Outreach / Benefit
Call to Action
InMail Example
Next steps
1. Build and save a search2. Save at least 20 leads and 10 accounts3. Ask for an introduction to a 2nd degree
connection4. Using insights gained from sales updates, send a
personalized InMail
Download tip sheets:• Using TeamLink for Introductions• Use Keyword Modifiers
©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.