linkedii for social selling

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www.socialsellingu.com

"

"

The Ultimate Guide

How to Use LinkedIn for Social Selling

SOCIAL SELLING UNIVERSITY Powered by InsideView s

@SOCIALSELLINGU

http://twitter.com/#!/socialsellingu

http://www.socialsellingu.com/

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s "

Koka Sexton Founder of Social Selling University and Director of Social Media Strategy at InsideView.

@kokasexton

Kevin Baldacci Provost of Social Selling University and Social Marketing Strategist at InsideView.

@kevinbaldacci7

http://twitter.com/#!/KevinBaldacci7

http://www.linkedin.com/in/kevinbaldacci

http://www.linkedin.com/in/kokasexton

http://twitter.com/#!/kokasexton


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http://clicktotweet.com/bW1Kc

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"""

WEBINARS BLOG CONTENT Increase ROI by learning from the best in the business LIVE

Read blog posts from the top sales professionals Be the first to

receive our new Social Selling

books

The mission of the Social Selling University (SSU) is to educate sales and marketing professionals on emerging social media best practices for increasing sales and marketing productivity – with

the ultimate objective of driving revenue.

Distinguished Members of Social Selling University’s Faculty

Koka Sexton Anneke Seley Joanne Black Barbara Giamanco Kent Gregoire

A word from Social Selling University’s Faculty

“Social Selling University is the first program to teach salespeople how to use Facebook, Twitter and other social tools to generate ready-to-buy leads and build relationships with customers that result in long-term business growth." Dan Schwabel, Founder of Personal Branding Blog “Social Selling University levels the playing field by teaching sales executives, managers and reps how to interact with and sell to the modern consumer. These social sales practices breed relationships and eliminate the need for cold calling.” Barbara Giamanco, President at Social Centered Selling LLC “Salespeople who fail to leverage social media do so at their own peril. The problem is, many don't know how. Social Selling University is a great place to start and continue learning what's possible through in the new world of social selling.” Jill Konrath; Author, Speaker, Sales Strategist at SNAP Selling



http://www.linkedin.com/in/annekeseley

http://www.linkedin.com/in/joanneblackreferralsales

http://www.linkedin.com/in/barbaragiamanco

http://www.linkedin.com/in/kentgregoire






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"

"

“After Implementing InsideView, we’ve gone from dialing for dollars to targeted social selling. Our team now spends most of their time learning about and understanding their prospects and how to best leverage relationships. As a result, our meeting acceptance rates have gone from 15% to around 60%.”

MICHAEL LODATO, SENIOR VICE PRESIDENT, SALES AND MARKETING, NHR

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http://www.insideview.com


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Table of Contents 30+5)2C7+/)0IIIIIIJIIIIIIJIIIIIIJIIIIIIIIJIIJIIJJK"

"Chapter 1: Building Your Personal BrandIIIIIIJIIIIIIIJJJJIL""" 6'++/0&",:"M)C5"./01'230"$5)4/8'IIIIIIJIIIIIIJIIIIIIJIJJN"" $5)4/8'"O)-"%02"O)0P+-IIIIIIJIIIIIIJIIIIJIIIIIIIJJIJ!@""Chapter 2: 5 Essential LinkedIn Plug-In Applications for Sales ProfessionalsIIIIJIIIIIIJIIIIIJIIIIIIIIIIIIIIIIJIJ!H"" Q)52$5'--IIIIJIIIIIIJIIIIIJIIIIIIIIIIIJIIIIIJ!R"" 68/2'6<%5'IIIIJIIIIIIJIIIIIJIIIIIIJIIIIIIIIIIJJ!R"" S)GJ0'+IJIIIIJIIIIIIJIIIIIJIIIIIIIIIIIJJIIIIIJJ!K"

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"Chapter 3: Building Your Network on LinkedInIIIIIIIIIJJIJJ>!"" .'D'5%&/0&"M)C5"V'+*)51IIIIIJIIIIJIIJIIIIIIIIJJJIII>>"" ()*".%5&'"6<)C82"M)C5"V'+*)51"S'WJIIIJIIIIIIIIIIIJJII>A"

X/02/0&"=%8C%E8'"B)00'7+/)0-")0"./01'230IJIIJIIIIIIIIJJII>H"6'02/0&"$'5-)0%8/Y'2"B)00'7+/)0-"Z'[C'-+-IJIIIIIIIJJIIII>H"

"Chapter 4: LinkedIn Groups for Social Selling ExcellenceIIIIIIIIIIIIIIIIIIIIIIIIIJIIIIIIJJJIJJJ>K"" H"\5)C:-"M)C"V''2"+)"S'8)0&"T)IIIIIIIIIIJIIIIIIJJIIJ>L"" T):"H"./01'230"\5)C:-"4)5"6%8'-"$5)4'--/)0%8-IIIIIIIIIIJIJJ@?""Chapter 5: Prospecting and PreparingIIIIIIIIIIIIIJIJIJJ@>"" $5)-:'7+/0&"*/+<"6'%57<IIIIIIIIIIIIIIIJIIIIJJIIJJIJJ@@"" $5':%5']"$5':%5']"$5':%5'JJIIIIIIIIIIIIIJIIIIIJJIIJJJJ@H""Chapter 6: Social Selling Case Studies Using LinkedInIIIJIJIJ@K "






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http://www.socialsellingu.com/blog/what-your-linkedin-profile-says-about-you

http://www.socialsellingu.com/blog/how-add-video-your-linkedin-profile

http://www.socialsellingu.com





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"

"s Chapter 1 Building Your Personal Brand

“Combine your picture with active online participation and you gain important visibility. Crucial to success in this new social world is being seen. You have to put the effort into participating so that when your buyer is ready – they think of you!”

Barbara Giamanco; EVP Sales and Social Media at Social

Centered Selling LLC

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1 Choosing Your Profile Picture

Setting Up Your LinkedIn profile






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2 Customize your LinkedIn Headline

3 Utilizing Status Updates

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4 Building a Search Engine Trifecta

5 Add Your Twitter Profile

6 Customize Your Public Profile

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Setup Your LinkedIn profile to be discovered

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"s Chapter 2 5 Essential LinkedIn Plug-In Applications for Sales Professionals

“Up to 95% of qualified prospects looking at a company’s website are there to research and are not yet ready to talk with a sales rep, but an overwhelming majority of them intend to make an eventual purchase from you (or your competitors).”

Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale$

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5 Essential LinkedIn Plug-In Applications for Sales Professionals

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1 WordPress

2 SlideShare

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http://www.linkedin.com/opensocialInstallation/preview?_applicationId=2200

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3 Box.net

4 TripIt

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http://www.socialsellingu.com/blog/how-add-video-your-linkedin-profile







http://www.youtube.com/watch?v=NkpH8dcwPmk

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5 LinkedIn Events

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"

Social Selling University

75% of buyers will likely use social media in the

purchase process

65% of a sales representative’s time is spent not selling – social selling can help

IBM surveyed over 1,000 global buyers. They found that 1/3 have already used

social media to engage with their vendors.







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"s Chapter 3$

Building Your Network on LinkedIn $

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“You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Patricia Fripp $

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Connect with Co-Workers

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Connecting with people you may know

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How large should your network be?

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Your goal should not be to make a sale…

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LinkedIn Groups for Social Selling Excellence "

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“LinkedIn Groups offer us the ability to take strategic verticals, find the discussions within those verticals and then demonstrate our expertise by contributing. Do this enough times and people become intrigued by your personal brand. Intrigue enough people and your opportunities multiply!

LinkedIn Groups are totally useless - until you get off the sidelines and get involved. Too many people show up to the groups with an "entertain me" mentality. My suggestion would be to show up with hammer and nails to help build the community. Give it a shot and note the difference in your results!”

Paul Castain, Sales Coach and Author of Paul Castain’s Sales Paybook

http://yoursalesplaybook.com/

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http://www.linkedin.com/groups/Sales-Best-Practices-35771?home=&gid=35771&trk=anet_ug_hm

http://fr.linkedin.com/in/frenchsalesconsultant

http://www.linkedin.com/in/paulcastain

http://www.linkedin.com/in/trishbertuzzi







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Chapter 5"

Prospecting and Preparing "

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S'4)5'"%"-%8'-"7%88")5"EC-/0'--"F''+/0&]"7<'71")C+"+<'"'2C7%+/)0")4";)C5":)+'0+/%8":5)-:'7+-J"UD'5;)0'"<%-"%"-'0-'")4":5/2'"%E)C+"+<'"-7<))8"+<';"%++'02'2"*<'0"+<';"*'5'";)C0&'5J"d%;E'";)C5":5)-:'7+"/-"+<'"%8CF")4"%"7)88'&'"+<%+"<%-"%"&%F'"+<%+"7)F/0&"*''1'02J"d%1'"+<'"-%8'":'5-)0%8"%02"-<)*";)C5":5)-:'7+";)CPD'"2)0'";)C5"<)F'*)51J""

34";)C5":5)-:'7+-"%5'")0"T*/++'5]"/+"-<)C82"&)"*/+<)C+"-%;/0&";)C"0''2"+)"4)88)*"+<'FJ"T*/++'5"&/D'-";)C"%"*/02)*"/0+)"+<'/5"2%;j+)j2%;"%7+/D/+/'-"%02"/0+'5'-+-J"B<'71")C+"+<'/5":5)4/8'-"%02"-''"/4";)C"7%0"5'8%+'"+)"%0;"<)EE/'-")5"5'7'0+"'G:'5/'07'-"+<';"F/&<+"<%D'"<%2J""

1 Education

2 Twitter Profile






@R"#"$ % & ' """"""""""""""""""""""""""""""""""""""""""""" """""""""""""""""""""""""""""()*"+)",-'"./01'230"4)5"6)7/%8"6'88/0&"9"7):;5/&<+"30-/2'=/'*">?!>"


O)0P+"cC-+"C-'"./01'230"&5)C:-"4)5";)C5")*0":'5-)0%8"10)*8'2&']"7<'71")C+"+<'"&5)C:-";)C5"%77)C0+-"%5'"/0"%02"%-1"[C'-+/)0-m"3+P-"%"&5'%+":8%7'"+)"cCF:"/0"+<'"%7+/)0"%02"8'%50"%E)C+";)C5":5)-:'7+-P"/02C-+5;"%02"%88")4"+<'"4%07;"+'5F/0)8)&;J""

$

U%-/8;]")0'")4"+<'"</22'0"-'75'+-`"LinkedIn Signal"%88)*-";)C"+)"-'%57<"1';"+'5F-"+<5)C&<)C+"./01'230J"X)5"'G%F:8'"/4";)C"+;:'"/0"g30-/2'=/'*h]";)C5"5'-C8+-"*/88"7)F'"45)F"C:2%+'-]"+*''+-"%02"F'0+/)0-"/0"&5)C:-")4"g30-/2'=/'*Jh"6''"*<%+")+<'5":'):8'"%5'"-%;/0&"%E)C+";)C5"%77)C0+"%02"+<'"/02C-+5;"+<';"%5'"/0J"M)C"F/&<+"E'"-C5:5/-'2"*<%+";)C"4/02I""

"

T</-"F/&<+"E'"2''F'2"%-")ED/)C-"EC+"+<'"./01'230"$8C&j30-"2/-7C--'2"'%58/'5"%5'"%0"/075'2/E8'"5'-)C57'"4)5":5':%5%+/)0J"T<';"%5'"+<'"D)/7'")4";)C5":5)-:'7+"/0"F%0;"*%;-J"34"+<';"<%D'"7)0+'0+"+)"-<%5'"e68/2'-<%5'-]"2)7CF'0+-")0"S)GJ0'+]"E8)&":)-+-"45)F"Q)52:5'--f"2)0P+"<'-/+%+'"+)"+%1'"%"8))1"%02"-''"*<%+"+<';"<%D'"+)")44'5J"d^lU"T(U"6^.U"$UZ6iV^S.U"^6"QU.."^6"$ZiXU663iV^.J""

3 Industry Groups

4 LinkedIn Signal

5 Profile Plug-Ins

http://www.linkedin.com/signal/?keywords=social+selling+university&search=Search&Company=&Location=&Industry=&School=&Group=&csrfToken=ajax%3A6009680543770611318&sourceAlias=0_bInyTM7kgfRVqJHYt1bfLkU5ec9PHq4ARHeaxAXcHsN






@K"#"$ % & ' """"""""""""""""""""""""""""""""""""""""""""" """""""""""""""""""""""""""""()*"+)",-'"./01'230"4)5"6)7/%8"6'88/0&"9"7):;5/&<+"30-/2'=/'*">?!>"


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s Chapter 6"

Social Selling Case Studies using LinkedIn "

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“Never before has there been a time when business people could conduct background research on the individuals whom they intend to meet with without asking them for their curriculum vitaes or biographies ahead of time, that is, not until LinkedIn.”

Kevin Nichols, President & CEO of KLN Publishing, LLC

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@L"#"$ % & ' """"""""""""""""""""""""""""""""""""""""""""" """""""""""""""""""""""""""""()*"+)",-'"./01'230"4)5"6)7/%8"6'88/0&"9"7):;5/&<+"30-/2'=/'*">?!>"


Kevin L. Nichols "l'D/0".J"V/7<)8-]":5'-/2'0+"%02"BUi")4"l.V"$CE8/-</0&"..B"%02":5'-/2'0+")4"l.V"B)0-C8+/0&"\5)C:J"('"C-'-"</-"%44/8/%+/)0-"/0"D%5/)C-"./01'230"\5)C:-"+)"75'%+'"*%5F"8'%2-J"3&)4*56)$I0*)1-"%5'"%8-)"C+/8/Y'2"+)")5&%0/Y'":5)4'--/)0%8"F/G'5-"-)"<'"7%0"/0+5)2C7'"</-"+%5&'+"F%51'+"+)"</-"-'5D/7'-J"V/7<)8-"<%-"E''0"-C77'--4C8"%+"C-/0&"</-"./01'230"6+%+C-",:2%+'-"+)"25%*"+5%44/7"+)"</-"Q'E-/+'"%02"%88)*":)+'0+/%8"78/'0+-"+)"4/02"</F")0"+<'"

30+'50'+]"%D)/2/0&":%;/0&"4)5"'G:'0-/D'"BZd"-)4+*%5'J"

i0'")4"V/7<)8-P-"+5%2'F%51-"/-"C-/0&"./01'230"4)5"g$5'j\%F'"Q%5Fj,:-h":5/)5"+)"EC-/0'--"F''+/0&-J"V)+/0&"+<'":)+'0+/%8":5)-:'7+P-"'2C7%+/)0]"7)00'7+/)0-]"*)51"'G:'5/'07']"%02"%"&'0'5%8")E-'5D%+/)0")4"+<'"8%;)C+]"V/7<)8-"/-":5':%5'2"4)5"'D'5;"EC-/0'--"F''+/0&J""

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JGP6;3$JI336KQ$:;bI;?;S""S'"-C5'"+)"$ZU$^ZU]"$ZU$^ZU]"$ZU$^ZU"4)5"EC-/0'--"F''+/0&-"C-/0&"./01'230J"3F:5'--";)C5"78/'0+-"*/+<"+<'"10)*8'2&'";)C"<%D'")4"+<'F"%02"+<'/5"7)F:%0;J""

http://www.linkedin.com/in/klnichols

http://www.linkedin.com/company/336573






@N"#"$ % & ' """"""""""""""""""""""""""""""""""""""""""""" """""""""""""""""""""""""""""()*"+)",-'"./01'230"4)5"6)7/%8"6'88/0&"9"7):;5/&<+"30-/2'=/'*">?!>"


James Filbird b%F'-"X/8E/52]")*0'5")4"%0"/0+'50%+/)0%8"+5%2/0&"7)F:%0;"7%88'2"bdX"30+'50%+/)0%8"T5%2'"\5)C:"/0"B</0%J"Q/+<"0)"F%51'+/0&"EC2&'+"%02"%88")4"</-":5)-:'7+-")D'5-'%-]"X/8E/52"2'7/2'2"+)"/0D'-+"/0"2'D'8):/0&"EC-/0'--"C-/0&"-)7/%8"F'2/%J"Q/+<"%88"-)7/%8"

F'2/%":8%+4)5F-"E8)71'2"/0"B</0%"'G7':+"./01'230]"X/8E/52"E'&%0"-:'02/0&"!"+)">"<)C5-"2%/8;"EC/82/0&"</-"0'+*)51"+<5)C&<"./01'230"\5)C:-J""

X/8E/52"E'&%0"E;"8))1/0&"'0&%&/0&"/0"&5)C:-"%02"+<'0"*)C82"+%1'"7)0D'5-%+/)0-"+)"61;:'"*<'5'"%"2'':'5"5'8%+/)0-</:"*%-"EC/8+J"30"F)-+"7%-'-]"+<'"5'8%+/)0-</:"F%2'")0"./01'230"*)C82"5'-C8+"/0"-)F'"4)5F")4"EC-/0'--"4)5"</FJ"

S;"C-/0&"./01'230]"H&'+&,5$8,*@$2&-$<(%/7)9$1($c"$%&''&()$&)$7))>7'$,*0*)>*$7)5$A&)5-$="D$(A$2&-$+>-&)*--$0&7$3&)4*56)J"('"C-'2"+<'"-/+'"+)"&'+"/0+5)2C7'2"+)]"%02"F%/0+%/0"5'8%+/)0-</:-"*/+<]"8/1'jF/02'2":5)4'--/)0%8-J",-/0&"./01'230"+)"2'D'8):"</-"0'+*)51"<%-"7)0-/-+'0+8;"8'2"+)"0'*"EC-/0'--")::)5+C0/+/'-"4)5"</-"^F'5/7%0j)*0'2]"B</0%jE%-'2"7)0-C8+/0&"4/5FJ"

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JGP6;3$JI336KQ$:;bI;?;S"",+/8/Y'"^.."%-:'7+-")4"./01'230"%02"5'F%/0"7)FF/++'2J"d%0;":'):8'":C+"8/++8'"'44)5+""/0"%02"%5'"2/-%::)/0+'2"/0"+<'"5'-C8+-J"6)7/%8"-'88/0&"+%1'-"+/F'"%02"'44)5+"EC+"%-";)C"7%0"-'']"+<'"5'-C8+-"%5'"/075'2/E8'J"

http://cn.linkedin.com/in/globaltrading






A?"#"$ % & ' """"""""""""""""""""""""""""""""""""""""""""" """""""""""""""""""""""""""""()*"+)",-'"./01'230"4)5"6)7/%8"6'88/0&"9"7):;5/&<+"30-/2'=/'*">?!>"


The mission of the Social Selling University (SSU) is to educate sales and marketing professionals on emerging

social media best practices for increasing sales and marketing productivity – with the ultimate objective of

driving revenue.

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OC5/0&"+<'"8%-+"4'*";'%5-]")D'5"%"+<)C-%02"30-/2'=/'*"7C-+)F'5-"<%D'"%2):+'2"6)7/%8"6'88/0&]"%02"%5'"0)*"-''/0&`"

• (/&<'5"[C%8/4/'2"8'%2"D)8CF'-"• 3075'%-'2")::)5+C0/+;"7)0D'5-/)0"5%+'-"• (/&<'5"+<%0"%D'5%&'"7)0+5%7+"D)8CF'-""• (/&<'5"5'0'*%8"5%+'-"

W(@)'(75$6)-&5*V&*@$HFII$7)5$/>1$9(>,$-(<&7'$-*''&)8$-4&''-$1($12*$1*-1$

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