3. Why we lose deals
Missing critical players
people on average are
involved in the buying
decision
6.8
Lacking credibility
77%
of buyers don’t believe that
sales understands their
business and don’t think
they can help
Losing touch with prospects
of forecasted deals
go dark
24%
4.
5. Social Selling
A modern approach to sales that
utilizes information from social
networks to grow your business
7. LinkedIn has a wealth of information on the people and
companies with whom you want to build relationships
430M+
Members worldwide
7M+
Global companies
2B+
Updates per Week
8. To tap into the power of LinkedIn for sales, you need to
expand your access and tailor your experience
Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales
9. Get More Out of LinkedIn with LinkedIn Sales Navigator
10. 10
Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
11. 11
Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
14. 1
Media
should illustrate
your story
Summary
should describe
your passions
Inform & Inspire
Build a Professional Brand
Tagline
should be action
oriented, not
just a title
Professional Photo
your first
impression
15. Become a Thought Leader
Build a Professional Brand
• Comment in group discussions
• Share important news
• Ask clients for recommendations
• Leverage existing marketing content
• Publish content
LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014
16. 16
Start social selling today
Build a Professional Brand
2
Say Cheese
Bring in a professional
photographer for profile
headshots
3
Share Content
Ask marketing for existing
content so you can
leverage what’s already
available
Peer Review
Schedule time on a Friday
for your team to update
LinkedIn profiles together
1
Fast Tips
17. 17
Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
22. 22
Start social selling today
Finding the Right People
2
Research
Go beyond just your target
lead at an account – look
up their Director+ peers
and identify your entire
buyer panel
3
Train
Teach new employees
your process from the start
and invest in training your
more experienced team
members.
Connect
Have your sales team
connect to one another on
LinkedIn to start unlocking
the power of your
combined networks
1
Fast Tips
23. 23
Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
25. Ask for Permission
Request intros when they will
have the most impact
Make it easy
Offer to ghost-write
the intro email
Follow-through
Close the loop with
the introducer
The Cold Call is Dead
Sell Through Relationships
Warm
Introduction
Name Drop
26. 26
Start social selling today
Sell Through Relationships
2
Network Internally
Incorporate into your
regular team meetings –
formalize the
serendipitous ‘water
cooler’ moments
3
Use Templates
Create a network
introduction email
template so people have a
gold standard
Lead by example
Encourage your sales
team to approach you for
introductions to prospects
connected to you.
1
Fast Tips
NOTE: Make sure they have
done their due diligence, your
reputation is on the line too
27. 27
Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
29. …Before challenging the logical
(left) side of the brain
• Insights
• Data
• Rankings
2
Engage with Insights
Appeal to Both Sides of the Brain
Appeal first to emotional
(right) side of the brain…
• Personal interests
• School pride
• Articles and posts
• Recommendations
1
30. 30
Start social selling today
Engage with InsightsFast Tips
2
Follow Target
Companies
Watch for marketing
materials and press releases
related to your target
companies and products.
3
Look for Openings
Pay attention to key
moments for your leads or
accounts: job changes,
promotions, news
mentions, etc.
Start Small
Start simply by sharing,
liking and commenting on
others’ content. You can
start engaging without any
of your own original
content!
1
31. 31
Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
You have the fundamentals
Next Steps: Start Social Selling
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Polish Your LinkedIn Profile
Search 400M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts