social selling done right: strategies for creating a social selling culture

34
SALES SOLUTIONS Social Selling Done Right: Strategies for Creating a Social Selling Culture #inSalesChat

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Page 1: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Social Selling Done Right:

Strategies for Creating a Social Selling Culture

#inSalesChat

Page 2: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 3: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 4: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 5: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 6: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 7: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 8: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 9: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 10: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 11: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Celina Guerrero

Social Selling Trainer

Social to Sales

https://www.linkedin.com/in/celinaguerrero1

Page 12: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Photo & Headline

12

Headline

● First word focus● Action word● Keywords● 1st 50 characters

#inSalesChat

Page 13: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Connections & Summary

13

Summary

● Let people self-qualify● Quantify value● 1st 200 characters● Get feedback

Connections

● Know, Like, Trust● Referrals

#inSalesChat

Page 14: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Recommendations

14

Recommendations

● Ask (Not only your boss)● “Social proof”● Reorder● First 200-250 characters

#inSalesChat

Page 15: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Write Long Form Post

15

Long Form Post

● Deliver value● Story tell● Personal / professional● FAQ● Image / Title

#inSalesChat

Page 16: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Share Long Form Post

16#inSalesChat

Page 17: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Julio Viskovich

VP, Marketing

rFactr

https://www.linkedin.com/in/socialselling

Page 18: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 19: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Focus on the right people and companies

#inSalesChat

Page 20: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 21: Social Selling Done Right: Strategies for Creating a Social Selling Culture

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

Page 22: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Focus on the right people and companies

#inSalesChat

Page 23: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Matt Heinz

President

Heinz Marketing

https://www.linkedin.com/in/mattheinz

Page 24: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Trigger Events

24#inSalesChat

Page 25: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Trigger Events

25#inSalesChat

Page 26: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Engage Their Content!

26#inSalesChat

Page 27: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Individual Insights – The 3x3 Method

27#inSalesChat

Page 28: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Do’s & Don’ts of InMail

28#inSalesChat

Page 29: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Company Insights

29#inSalesChat

Page 30: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Company Insights

30#inSalesChat

Page 31: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

What are best practices for moving your team

away from cold calling and building a

social selling culture?

#inSalesChat

Page 32: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

What should sales leaders do to immediately

get their teams social selling?

#inSalesChat

Page 33: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Thank you!

Julio ViskovichCelina Guerrero Matt Heinz

Page 34: Social Selling Done Right: Strategies for Creating a Social Selling Culture

SALES SOLUTIONS

Questions?

Twitter: @LinkedInSelling / #inSalesChat

Email: [email protected]

Web: www.sales.linkedin.com