Inside Sales Virtual Summit - Access all 62 recorded sessions here: http://www.insidesales.com/summit/register-2 Jill Rowley - Modern Marketing Expert & Social Selling Evangelist LinkedIn: http://www.linkedin.com/in/jillrowley Twitter: https://twitter.com/jill_rowley SlideShare Acccount: http://www.slideshare.net/jillrowley

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The ABC’s of Social Selling – Always Be Connecting

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Companies have no choice but to become
transparent, responsive, & collaborative or
else risk going out of business.

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Customers expect companies to feel personal
and authentic – we can achieve this by sharing
the unedited voices & personalities of our
employees (YOU)!

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Buying process has changed
Buyers are self-educating via
Search & Social

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57% of buying process is done
prior to engaging with Sales

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92% of B2B buyers start search on
web…

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82% of the world’s population can
be reached by Social Networks

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37% of buyers posted questions on Social
Networking sites looking for suggestion or feedback

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The Power of Peer to Peer

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Company to Buyer: 33% Trust

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Buyer to Buyer: 92% Trust

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Meet the Modern Buyer
Well-informed
Digitally-driven
Socially-connected
Mobile & Empowered

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Unlimited access to real-time information
about our company, products,
competitors, customers, industry experts
and influencers

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Connected to Influential peer-based Social
Networks

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Expects exceptional knowledge & service

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Statistics show that Reps who use
Social Selling are 50% more likely to
meet or exceed their sales quota

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Jill Konrath’s eBook – Sales Secrets Revealed

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Use Social Networks to Find, Listen, Relate, Connect, Engage
& Amplify your buyers and their sphere of influence

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Content – read what your buyers are reading and
share that content across your Social Networks.

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The ABCs of Social Selling: Always Be Connecting

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The Modern Sales Professional is Collaborative,
Customer-Centric, a Content Connoisseur,
Transparent, Trustworthy, Relevant, Insightful,
Engaging, Passionate, Creative

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•Buyer-centric LinkedIn profile
•The Art of a LinkedIn Invite
•Sphere of Influence training
•LinkedIn groups
•Advanced Search in LinkedIn
•LinkedIn Signals
•LinkedIn Contacts
•LinkedIn Job Change alerts

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1. FIND
2. LISTEN
3. RELATE
4. CONNECT
5. ENGAGE &
AMPLIFY
The on Content