social selling done right: strategies for creating a social selling culture
Post on 03-Aug-2015
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SALES SOLUTIONS
Social Selling Done Right:
Strategies for Creating a Social Selling Culture
#inSalesChat
SALES SOLUTIONS
Today’s Speakers:
2
Carlos Gil
Global Sr. Social Marketing Manager
LinkedIn Sales Solutions
www.linkedin.com/in/carlosgilonline
Celina Guerrero
Social Selling Trainer
Social to Sales
https://www.linkedin.com/in/celinaguerrero1
#inSalesChat
Julio Viskovich
VP, Marketing
rFactr
https://www.linkedin.com/in/socialselling
Matt Heinz
President
Heinz Marketing
https://www.linkedin.com/in/mattheinz
SALES SOLUTIONS 3
• All attendees are muted by default. Please type your questions into the chat panel and send them to all panelists.
• Questions will be addressed at the end of webinar.
• The webinar recording will be emailed out before the end of the week.
• Tweet questions to @LinkedInSelling / #inSalesChat
#inSalesChat
Housekeeping Notes
SALES SOLUTIONS 4
• Speaker Introductions• How Sales Has Evolved• Creating a Trusted, Professional Brand• Focusing on the Right Prospects• Social Selling with Insights• Panel on Social Selling Culture• Q&A
#inSalesChat
Today’s Agenda
SALES SOLUTIONS
are now involved in the average B2B buying decision
peopleBoss
Peer
Direct report
Business leader
Cross-functional partner
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your target buyer
5.4
Sales has evolved and the buying process has too. Today, decisions involve more people than ever before.
#inSalesChat
SALES SOLUTIONS
75%of B2B buyers now usesocial media to be more informed on vendors
International Data Corporation 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose between potential vendors
Network referrals
White papers
Company websites
Blogposts
Company pages
Your target buyers
Socialrelationships
#inSalesChat
SALES SOLUTIONS
Focus on the right people and
companies
Stay informed on key updates at
your target accounts
Build trust with your prospects and customers
Building relationships with prospects and customers is different in this new economy
#inSalesChat
SALES SOLUTIONS
Billionsof professional relationships
347M+members
2B+member updates per week
LinkedIn has a wealth of information on the people & companies with whom you want to build relationships
#inSalesChat
SALES SOLUTIONS
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+ 17%
+ 25%
+ 40%
+ 29%
Social Selling Index + 26%Avg. increase in SSI seen by Sales Navigator customers in the first 3
months after activation.
3 Months After Activation
LinkedIn helps your team improve at selling socially
Our sales reps and customer success team partner with you to support your social selling initiatives.
#inSalesChat
SALES SOLUTIONS
Sales professionals with a high SSI…
1.6X faster to get promoted to VP
3X more likely to go to club
51% more likely to exceed quota
Exceed Quota Go to Club Get Promoted Faster
#inSalesChat
SALES SOLUTIONS
Celina Guerrero
Social Selling Trainer
Social to Sales
https://www.linkedin.com/in/celinaguerrero1
SALES SOLUTIONS
Photo & Headline
12
Headline
● First word focus● Action word● Keywords● 1st 50 characters
#inSalesChat
SALES SOLUTIONS
Connections & Summary
13
Summary
● Let people self-qualify● Quantify value● 1st 200 characters● Get feedback
Connections
● Know, Like, Trust● Referrals
#inSalesChat
SALES SOLUTIONS
Recommendations
14
Recommendations
● Ask (Not only your boss)● “Social proof”● Reorder● First 200-250 characters
#inSalesChat
SALES SOLUTIONS
Write Long Form Post
15
Long Form Post
● Deliver value● Story tell● Personal / professional● FAQ● Image / Title
#inSalesChat
SALES SOLUTIONS
Share Long Form Post
16#inSalesChat
SALES SOLUTIONS
Julio Viskovich
VP, Marketing
rFactr
https://www.linkedin.com/in/socialselling
SALES SOLUTIONS 18
Advanced Search
● Granular searches with Boolean● Tweak to return only relevant
contacts● Titles, keywords, name, company, industry, location are all free to use
Saved Searches
● Save your best searches● Get notified when new people are
detected
#inSalesChat
Focus on the right people and companies
SALES SOLUTIONS
Focus on the right people and companies
#inSalesChat
SALES SOLUTIONS 20
Relationships Matter
● Look for social proximity● Can your connections help
accelerate the relationship? ● Referencing a mutual
connection increases accepted requests and InMail’s up to 50%
Groups
● Active Groups can be goldmines to get at bats and show value
● Groups allows you to message non 1st degree connections
Focus on the right people and companies
#inSalesChat
SALES SOLUTIONS 21
Evaluate
● Current title/role accurate?● Match buyer persona?● Previous companies and
experience● Common ground?● Contact and other information
Focus on the right people and companies
#inSalesChat
SALES SOLUTIONS
Focus on the right people and companies
#inSalesChat
SALES SOLUTIONS
Matt Heinz
President
Heinz Marketing
https://www.linkedin.com/in/mattheinz
SALES SOLUTIONS
Trigger Events
24#inSalesChat
SALES SOLUTIONS
Trigger Events
25#inSalesChat
SALES SOLUTIONS
Engage Their Content!
26#inSalesChat
SALES SOLUTIONS
Individual Insights – The 3x3 Method
27#inSalesChat
SALES SOLUTIONS
Do’s & Don’ts of InMail
28#inSalesChat
SALES SOLUTIONS
Company Insights
29#inSalesChat
SALES SOLUTIONS
Company Insights
30#inSalesChat
SALES SOLUTIONS
What are best practices for moving your team
away from cold calling and building a
social selling culture?
#inSalesChat
SALES SOLUTIONS
What should sales leaders do to immediately
get their teams social selling?
#inSalesChat
SALES SOLUTIONS
Thank you!
Julio ViskovichCelina Guerrero Matt Heinz
SALES SOLUTIONS
Questions?
Twitter: @LinkedInSelling / #inSalesChat
Email: salessolutions@linkedin.com
Web: www.sales.linkedin.com
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