social selling: engaging today's buyer

Social Selling: Engaging Today's Buyers• @Jill_Rowley• Social Selling Evangelist• Modern Marketing Expert• Startup Advisor

@jill_rowley #mktgnation

@jill_rowley #mktgnation

Social Selling Maturity Model

Meet the Modern Buyer

Digitally-driven Socially-connected

Mobile Empowered

@jill_rowley #SocialSelling

@jill_rowley #SocialSelling

@jill_rowley #mktgnation

@jill_rowley #mktgnation

@jill_rowley #mktgnation

@jill_rowley #mktgnation

@jill_rowley #mktgnation

Marketing Needs to Know More about Sales

Sales Needs to Know More about Marketing

We all Need to Know More about our CUSTOMERS

@jill_rowley #mktgnation

Mindset: from Selling to Helping

Skillset: digital, social

Toolkit: a fool with a tool is still a fool

@jill_rowley #mktgnation

Why do Social Selling?

@jill_rowley #mktgnation

@jill_rowley #mktgnation

@jill_rowley #mktgnation

ABM + Social Selling

@jill_rowley #mktgnation

@jill_rowley #mktgnation

@jill_rowley #mktgnation

Social Selling is using Social Networks to do Research to be

Relevant to build Relationships that drive

Revenue.

1. Buyer-centric LinkedIn profile2. The Art of a LinkedIn Invite3. LinkedIn Job Change Alerts4. Join LinkedIn Groups5. Advanced Search in LinkedIn6. Find Alumni7. Recommendations & Endorsements =

Credibility8. Share Content

@jill_rowley #mktgnation

@jill_rowley #mktgnation

Don’t be Single Threaded

The Art of a LinkedIn Invite

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To be Interesting; Be Interested

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From College to Career

Leveraging Your University Alumni

@jill_rowley #mktgnation

@jill_rowley #mktgnation

Content is the Currency

of the Modern Sales Professional

@jill_rowley #mktgnation

The 4-1-1 on Content

@jill_rowley #mktgnation

@jill_rowley #mktgnation

Using Twitter for Research

and

Relationship Building

@jill_rowley #mktgnation

1. Pick a simple and short username (this is your brand)

2. Create a personal profile3. Upload a good picture (no eggheads!)4. Include your LinkedIn URL in your bio5. Listen first, find your voice6. Follow influencers and experts in your field; Create

lists7. Share things that are useful and relevant to your

followers8. Do no just self-promote or share your stuff9. Engage with your followers (@reply, RT and

mention) 10. Use #hashtags – example is @jill_rowley #mktgnation

@jill_rowley #mktgnation

What I read, watch, listen to, & share

5 Things for Sales Reps to do Right Away!

• Optimize your LinkedIn profile for the Buyer; not the Recruiter.

• Personalize Your LinkedIn Invites – ALWAYS!!

• Expand your Professional Network.  ABC = Always Be Connecting.  Leverage your College Alumni.

• Follow your Customers, Partners, (and Competitors) on LinkedIn & Twitter.

• Read what your buyers read and share across your Social Networks.

@jill_rowley #mktgnation

5 Things for Marketing to do Right Away!• #KnowThyBuyer

• Centralized content library

• Content aligned to buyer’s journey and buyer persona(s)

• Curate third party thought leadership content & identify Influencers for Sales 

• Make social sharing easy!@jill_rowley #mktgnation

Get a copy of Social Selling Mastery!

@jill_rowley #mktgnation