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Tips for Social Selling Professionals
Transforming the way you sell
What is Social Selling?

 Developing a Reputation: Building a strong online reputation that
  showcases your experience and increases your credibility

 Gathering Intelligence: Researching social information to prepare
  for sales conversations

 Building your Network: Developing relationships with people who
  can share information and provide referrals

 Offering Insights: Providing meaningful insights that earn
  opportunities to engage with and influence contacts

 Using Social Selling Solutions: Taking advantage of innovative
  selling solutions such as LinkedIn Sales Navigator
                                                                      2
Why Apply Social Selling Techniques?




   “The best reps are not just present in social media, they position
themselves as credible and influential sources in customer networks.”
                                               -Sales Executive Council




                                                                          3
Why Apply Social Selling Techniques?




     ”The B2B social buyer relies on social media and online
           communities during the purchase process.”
                                                           -ITSMA




                                                                    4
Why Apply Social Selling Techniques?




     “Effective use of sales intelligence increases revenue
             productivity per sales rep by 17%.”*
                                                    – CSO Insights




                                                           *2011 analysis
                                                                            5
Where are you on the social selling spectrum?

                                                                                High

                                                         “Leaders”




                                                     • Strong Online REPUTATION
                              “Tip-Toers”
                                                     • Gathering INTELLIGENCE
                                                     • Proactively Building NETWORK
                                                     • Contributing INSIGHTS
                                                     • Using Social Selling SOLUTIONS


     “Laggards”
                  • Weak Online REPUTATION
                  • NOT Gathering INTELLIGENCE
                  • Reactively Building NETWORK
  Low             • NOT Contributing INSIGHTS
                  • NOT Using Social Selling SOLUTIONS


                                                                                        6
5 Steps to Becoming a Social Selling Pro

1 Build Your PROFILE

2 Gather INTELLIGENCE


3 Develop Your NETWORK


4 Contribute INSIGHTS


 5 Use Social Selling SOLUTIONS




                                           7
1. Build a Strong Professional Profile
Add a photo, experience and skills that showcase the brand of YOU




                                                                    8
2. Gather Intelligence
Be prepared for every interaction by researching contacts and companies




                                                                      9
3. Proactively Develop Your Network
Build trusted relationships who can support your professional objectives




                                                                           10
4. Contribute Insights
Share ideas through status updates, and participate in groups




                                                                11
5. Use Social Selling Solutions
Sales Navigator: LinkedIn Premium for sales professionals




  Build prospect        Reveal full profiles of 3rd   Leverage co-worker
     lists with          degree contacts with          connections with
   Lead Builder            advanced search                Team Link
                                                                       12
Best of luck in your journey to
                   becoming a social selling
                          professional!




For more information: http://sales.linkedin.com or
www.slideshare.net/linkedin-sales-solutions          13

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Tipsforsocialsalesprofessionals Ss 120711112547 Phpapp02

  • 1. Tips for Social Selling Professionals Transforming the way you sell
  • 2. What is Social Selling?  Developing a Reputation: Building a strong online reputation that showcases your experience and increases your credibility  Gathering Intelligence: Researching social information to prepare for sales conversations  Building your Network: Developing relationships with people who can share information and provide referrals  Offering Insights: Providing meaningful insights that earn opportunities to engage with and influence contacts  Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator 2
  • 3. Why Apply Social Selling Techniques? “The best reps are not just present in social media, they position themselves as credible and influential sources in customer networks.” -Sales Executive Council 3
  • 4. Why Apply Social Selling Techniques? ”The B2B social buyer relies on social media and online communities during the purchase process.” -ITSMA 4
  • 5. Why Apply Social Selling Techniques? “Effective use of sales intelligence increases revenue productivity per sales rep by 17%.”* – CSO Insights *2011 analysis 5
  • 6. Where are you on the social selling spectrum? High “Leaders” • Strong Online REPUTATION “Tip-Toers” • Gathering INTELLIGENCE • Proactively Building NETWORK • Contributing INSIGHTS • Using Social Selling SOLUTIONS “Laggards” • Weak Online REPUTATION • NOT Gathering INTELLIGENCE • Reactively Building NETWORK Low • NOT Contributing INSIGHTS • NOT Using Social Selling SOLUTIONS 6
  • 7. 5 Steps to Becoming a Social Selling Pro 1 Build Your PROFILE 2 Gather INTELLIGENCE 3 Develop Your NETWORK 4 Contribute INSIGHTS 5 Use Social Selling SOLUTIONS 7
  • 8. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 8
  • 9. 2. Gather Intelligence Be prepared for every interaction by researching contacts and companies 9
  • 10. 3. Proactively Develop Your Network Build trusted relationships who can support your professional objectives 10
  • 11. 4. Contribute Insights Share ideas through status updates, and participate in groups 11
  • 12. 5. Use Social Selling Solutions Sales Navigator: LinkedIn Premium for sales professionals Build prospect Reveal full profiles of 3rd Leverage co-worker lists with degree contacts with connections with Lead Builder advanced search Team Link 12
  • 13. Best of luck in your journey to becoming a social selling professional! For more information: http://sales.linkedin.com or www.slideshare.net/linkedin-sales-solutions 13