This document discusses social selling and how to become a social selling expert. It defines social selling as leveraging your social brand to fill your sales pipeline with qualified leads. It then outlines a 5 step approach: 1) Build a strong professional profile on LinkedIn; 2) Develop your professional network; 3) Gather intelligence on contacts and companies through research; 4) Contribute meaningful insights on LinkedIn; 5) Leverage LinkedIn's social selling solutions and tools to find the right people and opportunities. The document provides guidance on each step and emphasizes that becoming an expert at social selling is an evolution, not something that happens overnight.
2. AN INTRODUCTION TO CEB
Overview of CEB
CEB, the leading member-based advisory company, equips more than 10,000
organizations around the globe with insights, tools and actionable solutions to
transform enterprise performance.
By combining advanced research and analytics with best practices from member
companies, CEB helps leaders realize outsized returns by more effectively
managing talent, information, customers and risk.
Key CEB Statistics
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10,000+Participating Organizations
300,000+Business Professionals
88% of the Fortune 500
82% of the FTSE 100
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23. 5 Steps to Becoming a Social Selling Expert
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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
1. Build Your PROFILE
3. Gather INTELLIGENCE
2. Develop Your NETWORK
4. Contribute INSIGHTS
5. Use Social SOLUTIONS Gain competitive advantage: Use targeted social
media engagement and turn cold leads into warm prospects
24. 1. Build a Strong Professional Profile
Add a photo, experience and skills that showcase the brand of YOU
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38. 38
Build Your PROFILE
In Summary
Gather INTELLIGENCE
Develop Your NETWORK
Contribute INSIGHTS
1
2
3
4
Use Social Selling SOLUTIONS5
Hinweis der Redaktion
Introduce your self and the process that you came to speak today.
Introduce your self and the process that you came to speak today.
The world of work has changedThe Internet has transformed how information is created and accessed, and how people connect and collaborate.Buyers have changed; they are technology enabled and socially empowered.Professionals need to be more responsive and make faster and better informed decisions to perform in this accelerated business environment. Enter LinkedIn. There is now a single, global community of professionals from which a magical new data asset emerges. With more than 240 million professional members representing companies in more than 200 countries and territories, LinkedIn is the world’s largest professional network on the Internet. These millions of professionals are adding information to their profiles, sharing important insights, and building their networks every day on LinkedIn.
Our mission is to help sales reps leverage their professional brand to fill their pipeline with the right people, insights, and relationships. Our vision and our dream is to elevate the sales professional.
Our mission is to help sales reps leverage their professional brand to fill their pipeline with the right people, insights, and relationships. Our vision and our dream is to elevate the sales professional.
-Animate the three columns so can discuss one at a time.-Follow a rhythm in diving into each of the three that we (1)conceptually present the value, and then (2)show how this is provided in Sales NavigatorWhat exactly does building strong pipeline entail?Since this is the top X priority for you to hit your number and you, not marketing, is not driving the majority of pipeline, let’s deconstruct together what exactly are the key activities in building pipeline so we can assess how well you’re doing with each and how LinkedIn may helpVery quickly introduce these three (quickly, because want to leave time to dive into each in a moment)Who is right person? One of the most inefficient and annoying things in the selling process for both buyers and sellers is when a seller is chasing the totally wrong person. What do I say? There’s nothing more annoying than when a sales person has no context about you or your business or contacts you at the wrong time (even if you are the right person and they came in warm).What’s my path in? Even if you’re the right person, buyers hate being cold called. It is so much better if a seller came to me through a trusted source because I could immediately tell the mutual connection I’m not interested. Since relationships matter, the seller couldn’t be too aggressive or would damage his/her relationship with the mutual connection.