How can technology sales professionals use LinkedIn Social Selling to dramatically increase sales?

1. N E U R O N S O C I A L S E L L I N G

2. Introduction
We could bore you with a bunch of
research facts and figures and blah,
blah, blah but that’s stuff you
already know. So let’s cut to the
chase. How do top pros take 10
strokes off their golf game?

3. Why?
Winners do three things that losers don’t:
• Learn the science of the “swing”
• Work with a coach
• Practice what they’ve learned

4. What’s Failing?
• Not enough quality leads
• Can’t connect with a Decision Maker
• Not able to prospect efficiently

5. What’s Succeeding?
• Compelling Social Content
• Improved Social Selling Skills
• Turnkey Social Selling Systems

6. STEP 1: Learn the science of the swing
Let’s first learn the science behind social
selling. It starts with the word “social.” You
can’t be social without engaging. You don’t
engage with monkeys (well, most of the
time). You engage with people. Those
people have brains. The science of
understanding how to engage with those
brains is called neuroscience…

7. Our Triune Brain
Harvard University discovered that 90%
of our decision-making is subconscious.
Neuroscientists know that our emotional
Limbic System and instinctual R-Complex
usually overrides our logical Neocortex.
We’ll also act 3X more often to avoid a
pain than gain a gain. So how do you
hook a prospect on LinkedIn?

8. The Lizard Lounge
Our Reptilian Complex is instinctual. It
responds to fear, loss, or harm. It likes video,
pics, & stories…not copy, facts or figures.
Other social selling experts say “find
compelling content” to get LinkedIn responses.
How? Tell stories about risks & consequences
suffered by similar prospects. Because facts
tell and stories sell…

9. The Reptilian Risk
“Did you hear about XYZ company? They just
got fined $1M for violating California Civil Code
1798 because they didn’t know about the
encryption safe harbor…”
Abundant fear is locked inside every prospect’s
instinctual reptilian brain. The key is telling
scary stories that reveal “Unknown Risks.”
We can’t resist a “train wreck” headline.

10. STEP 2: Learn from a coach
As sales & marketing pros, we must
face our own fears. If we ask for help,
will that make us look bad? Ask golf
pro Phil Mickelson if he cares what
people think. He makes millions
because he’s not afraid to work with a
coach.

11. Are you still using “old school” lead gen?
• Ungated content downloads
• Email or lead gen services
• Telemarketing
351 Inquiries = 1 Closed Deal*
BASIC BANT MQL
*Sirius Decisions study

12. Is it time to try “new school” Social Selling?
351 Connects = 7 Closed Deals*
ADVANCED SOCIAL SQL • LinkedIn Social Skills & Introductions
• Compelling Neuron Social Content
• Action-driving Neuron Messaging
*Average client actual results

13. Are you using the “other guys” for social selling?
• They teach you basic social selling
• It’s not neuroscience-based
• You create content & do the work
Sales Rep Time:
>15 hours per week

14. Work with the best IT & IS Social Selling Coaches

15. Proven Results
Partial Client List

16. NEURON SOCIAL SELLING
• We teach you Neuron Social Selling
• We make the LinkedIn introductions
• Turnkey: We create content & do it all
Sales Rep Time: <5 hours per week

17. STEP 3:
Practice what you’ve
learned…

18. Why Sales Enablement?
Proper practice requires
the best equipment, but
most sales enablement
tools are ineffective
because they’re not
intuitive, easy-to-use, or
just-in-time customizable.

19. Old School Playbooks
• Difficult to Use
• Difficult to Update
• Difficult for Channels
50+ pages

20. Dynamic Interactive Sales Playbook

21. Optional Web & Mobile Apps

22. Old School New School
A client success story…

23.  Trained and coached 150+ Account Executives
 Completed 15+ successful social selling campaigns funded
by HP, IBM, & VMware
 500+ qualified opportunities, tens of millions in closed sales
 Delivered Interactive Video Surveys & Dynamic Interactive
Sales Playbooks
“They offer a unique
combination of cutting-edge
digital marketing, neuroscience
messaging, and social analysis
and profiling, as well as expert
sales coaches on prospect
calls. I highly recommend them
for social selling.”
Lisa Dreher, VP Marketing
Another client success story…

24. Client event success story…
• 148 RSVPs (99%)
• 75 Dir, VP, CxOs
• LinkedIn Social Selling
• 100% 1st Level Connects
• After-event Meetings
• <$200 per SAL

25. “…helped us build and implement a world-class lead nurturing
program. Beyond that, their expertise and experience helped
ensure that the program resonated with our specific target
prospects to achieve the best results possible.”
— Dave Martin, Director of Product Marketing
“We set very aggressive targets and timelines to improve the global
salesforce’s effectiveness and productivity. [They] provided us with
insights, guidance, and high quality solutions that enabled us to
realize significant gains in our sales team's ability to execute.”
— Matthew Weaver, Senior Director of Global Enablement
“…a unique, quality-driven approach to lead generation that stays
focused on the task at hand - generating great opportunities for
our partners.”
— Nicole Boss, Product Manager
“ [Now] we have been introduced to a number of high quality contacts
at organizations that can actually use our products and services. What
is most surprising though is the professionalism and expertise of the
individuals that have been on the calls with us.”
— Terry Murray, Regional Sales Director
A few client endorsements…

26. White Paper Downloads
$10K
177 Unqualified Inquiries
8 MQLs Total (Not Guaranteed)
$1,477 per MQL Average
NADA
Social Selling Pilot Program
$5K + $1K per salesperson
269 Qualified Connects
5 SALs per Rep (Guaranteed)
$199 per SAL Maximum
Workshop + Profiling
Social Selling Coaching
Video + eLearning Course
LinkedIn Analysis & Scoring
Start with a Pilot Program…
MQL = Marketing Qualified Lead
SAL = Sales Accepted Lead

27. The Difference…
• Lowest Cost-per-SAL Available
• Neuron Messaging & Interactive Video
• Dynamic Interactive Sales Playbooks
• Turnkey Social Selling & Enablement
• Patent-pending Social Selling System
• Onsite & Web Social Selling Coaching

28. N E U R O N S O C I A L S E L L I N G
b re e d @ c u s t o m a t r i x . c o m 4 0 8 - 7 71 - 7 4 91