The Rise of Social Selling

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LinkedIn For Search and Recruitment Firms

Business Technologie

#SourceIn
Social Selling Best Practices
Koka Sexton
LinkedIn

LINKEDIN – SOCIAL SELLING
time
levelofbuyer
activity
“I’m just
downloading
stuff”
“We have a
project”
“We’ve
made a
decision”
“I’m just browsing”
“We’ve
shortlisted
vendors”
awareness consideration purchase
“70% of the B2B buying process happens online”
SiriusDecisions Inc.

LINKEDIN – SOCIAL SELLING
time
levelofbuyer
activity
“I’m just
downloading
stuff”
“We have a
project”
“We’ve
made a
decision”
“I’m just browsing”
“We’ve
shortlisted
vendors”
awareness consideration purchase
“70% of the B2B buying process happens online”
SiriusDecisions Inc.

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 5
Research prospects

LINKEDIN – SOCIAL SELLING
Research prospects
©2013 LinkedIn Corporation. All Rights Reserved. 6

LINKEDIN – SOCIAL SELLING
Participate in groups
©2013 LinkedIn Corporation. All Rights Reserved. 7

LINKEDIN – SOCIAL SELLING
Build a network
©2013 LinkedIn Corporation. All Rights Reserved. 8

LINKEDIN – SOCIAL SELLING
Get referrals and introductions
©2013 LinkedIn Corporation. All Rights Reserved. 9

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 10
Get referrals and introductions

LINKEDIN – SOCIAL SELLING
Inevitable
©2013 LinkedIn Corporation. All Rights Reserved. 11

©2013 LinkedIn Corporation. All Rights Reserved.
Social selling is reminding
everyone that who you know is
more important that what you
know.
Greg Alexander – Sales Benchmark Index

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13
You are the CEO of

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 15

LINKEDIN – SOCIAL SELLING
“Visibility creates opportunities.”

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17
“It’s not the size of your network, but how you use it.”

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18
Use your status
updates to engage
your network
•  166 likes
•  12 comments
•  67 shares

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19
Use your status
updates to promote
your network

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20
Use your status
updates to promote
your company
•  Press
•  Blogs
•  Content

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 21
Use your status
updates to inform
your network
•  Industry news
•  Relevant content

LINKEDIN – SOCIAL SELLING
Who you know IS more
Important than WHAT
You know
Your network
is your business.

©2013 LinkedIn Corporation. All Rights Reserved.
Proficiency in social media is a
differentiator now, but will
soon be a qualifier.

LINKEDIN – SOCIAL SELLING
Your professional tagline makes a difference!
©2013 LinkedIn Corporation. All Rights Reserved. 25

LINKEDIN – SOCIAL SELLING
Make it easy for potential buyers to learn & connect
©2013 LinkedIn Corporation. All Rights Reserved. 26

LINKEDIN – SOCIAL SELLING
Educate, educate and educate some more!
©2013 LinkedIn Corporation. All Rights Reserved. 27
•  Use rich media
•  Include a variety
•  Update regularly

LINKEDIN – SOCIAL SELLING
How have you helped customers achieve their goals?
©2013 LinkedIn Corporation. All Rights Reserved. 28
VS.

©2013 LinkedIn Corporation. All Rights Reserved.
To succeed, you must be the best
at what you do for a specific
audience.

LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31

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The Rise of Social Selling

1. #SourceIn Social Selling Best Practices Koka Sexton LinkedIn

2. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2 •  What is Social Selling •  Building your personal brand •  Resume to reputation •  Maintaining relationships

3. LINKEDIN – SOCIAL SELLING time levelofbuyer activity “I’m just downloading stuff” “We have a project” “We’ve made a decision” “I’m just browsing” “We’ve shortlisted vendors” awareness consideration purchase “70% of the B2B buying process happens online” SiriusDecisions Inc.

4. LINKEDIN – SOCIAL SELLING time levelofbuyer activity “I’m just downloading stuff” “We have a project” “We’ve made a decision” “I’m just browsing” “We’ve shortlisted vendors” awareness consideration purchase “70% of the B2B buying process happens online” SiriusDecisions Inc.

5. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 5 Research prospects

6. LINKEDIN – SOCIAL SELLING Research prospects ©2013 LinkedIn Corporation. All Rights Reserved. 6

7. LINKEDIN – SOCIAL SELLING Participate in groups ©2013 LinkedIn Corporation. All Rights Reserved. 7

8. LINKEDIN – SOCIAL SELLING Build a network ©2013 LinkedIn Corporation. All Rights Reserved. 8

9. LINKEDIN – SOCIAL SELLING Get referrals and introductions ©2013 LinkedIn Corporation. All Rights Reserved. 9

10. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 10 Get referrals and introductions

11. LINKEDIN – SOCIAL SELLING Inevitable ©2013 LinkedIn Corporation. All Rights Reserved. 11

12. ©2013 LinkedIn Corporation. All Rights Reserved. Social selling is reminding everyone that who you know is more important that what you know. Greg Alexander – Sales Benchmark Index

13. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13 You are the CEO of

14. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14

15. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 15

16. LINKEDIN – SOCIAL SELLING “Visibility creates opportunities.”

17. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17 “It’s not the size of your network, but how you use it.”

18. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18 Use your status updates to engage your network •  166 likes •  12 comments •  67 shares

19. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19 Use your status updates to promote your network

20. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20 Use your status updates to promote your company •  Press •  Blogs •  Content

21. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 21 Use your status updates to inform your network •  Industry news •  Relevant content

22. LINKEDIN – SOCIAL SELLING Who you know IS more Important than WHAT You know Your network is your business.

23. ©2013 LinkedIn Corporation. All Rights Reserved. Proficiency in social media is a differentiator now, but will soon be a qualifier.

24. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 24 §Promote your brand through your LinkedIn profile §Elevate your status from sales rep to trusted advisor §Let your profile sell for you §Educate potential buyers who visit your profile §Transfer of trust through profile to another member §Attract top talent §Differentiate yourself from other sellers §Spur connections to take action §Generate reciprocal business for the ecosystem Resume to Reputation (R2R) The 9 core principles

25. LINKEDIN – SOCIAL SELLING Your professional tagline makes a difference! ©2013 LinkedIn Corporation. All Rights Reserved. 25

26. LINKEDIN – SOCIAL SELLING Make it easy for potential buyers to learn & connect ©2013 LinkedIn Corporation. All Rights Reserved. 26

27. LINKEDIN – SOCIAL SELLING Educate, educate and educate some more! ©2013 LinkedIn Corporation. All Rights Reserved. 27 •  Use rich media •  Include a variety •  Update regularly

28. LINKEDIN – SOCIAL SELLING How have you helped customers achieve their goals? ©2013 LinkedIn Corporation. All Rights Reserved. 28 VS.

29. ©2013 LinkedIn Corporation. All Rights Reserved. To succeed, you must be the best at what you do for a specific audience.

30. LINKEDIN – SOCIAL SELLING •  Social selling is NOT a fad •  Build your personal brand •  Remember “resume to reputation” •  Maintain your relationships

31. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31