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


Social Selling Maturity Model

Meet the Modern Buyer

Digitally-driven Socially-connected

Mobile Empowered

@jill_rowley #SocialSelling

Marketing Needs to Know More about Sales

Sales Needs to Know More about Marketing

We all Need to Know More about our CUSTOMERS

Mindset: from Selling to Helping

Skillset: digital, social

Toolkit: a fool with a tool is still a fool

Why do Social Selling?


ABM + Social Selling



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



Don’t be Single Threaded

The Art of a LinkedIn Invite


To be Interesting; Be Interested


From College to Career

Leveraging Your University Alumni


Content is the Currency

of the Modern Sales Professional


The 4-1-1 on Content


http://www.ted.com/talks/simon_sinek_how_great_leaders_inspire_action.html

Using Twitter for Research

and

Relationship Building


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

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.


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!

social selling: engaging today's buyer

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