SlideShare ist ein Scribd-Unternehmen logo
1 von 34
Downloaden Sie, um offline zu lesen
Tina Ngo
Marketing Manager
LinkedIn Sales Solutions
Social Selling 101
Get the Fundamentals Right
We all lose deals
FACT:
WHY WE LOSE DEALS
6.8
People on average involved in
the buying decision
77% 24%
Decision makers change roles
every year
Of buyers don’t believe that
sales understands their
business and don’t think they
can help
??
?
Missing Critical Players Lacking Credibility Losing Touch with Prospects
A modern approach to sales that
utilizes information from social
networks to grow your business
Social Selling
500M+
Members worldwide
7M+
Global companies
2B+
Updates per Week
LinkedIn allows you to tap into its vast network
Member Experience on LinkedIn.com
For full value, expand your access and tailor your experience
TODAY:
All that LinkedIn
has to offer
YOU
The SALES NAVIGATOR
Experience
for sales
Get More Out of LinkedIn with Sales Navigator
LinkedIn.com LinkedIn Sales Navigator
Search only 1st, 2nd, 3rd
connections
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
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
Social Selling 101: Get the Fundamentals Right
BUILD A PROFESSIONAL BRAND | Start with Your Profile
Patrickis a 2nd DegreeConnection
meaning you’re not directly
connected to someone who knows
this sales rep
BUILD A PROFESSIONAL BRAND | Start with Your Profile
Professional Photo
Your first impression
Summary
Should describe your
passions
Tagline
Should be action oriented,
not just a title
Media
Should illustrate your story
Become a Thought Leader
Build a Professional Brand
LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014
B2B buyers are 5x
more likely to
engage with sellers
who are known
industry thought
leaders
• Comment in group discussions
• Share important news
• Ask clients for recommendations
• Leverage existing marketing content
• Publish content
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
Find the Right People
Sell Through Relationships
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
Create a Professional Brand
AccountPotential
Likelihood to Buy
Finding the Right People
Time is Money
Prioritize by size
& industry
Find the
Right People
LinkedIn.com
Prioritize by size
& industry
Find the
Right People
LinkedIn Sales Navigator
Find the
Right People
Build & save lists with
‘Lead Builder’
Leverage Your Team Network with TeamLink™
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
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
Leverage Your Team Network with TeamLink™
COLD CALLING IS DEAD
Leverage Your Team Network with TeamLink™
Leverage Your Team Network with TeamLink™
1. Ask for Permission
Request intros when they will
have the most impact
2. Make it easy
Offer to ghost-write
the intro email
3. Follow-through
Close the loop with
the introducer
Sell Through Relationships
WARM
INTRODUCTION
NAME DROP
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
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
Engage with Insights | Even if it’s cold, keep it personal
…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
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
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 500M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts
Social Selling 101: Get the Fundamentals Right

Weitere ähnliche Inhalte

Was ist angesagt?

Navigate Sales Blindspots to Minimize Revenue Risk
Navigate Sales Blindspots to Minimize Revenue RiskNavigate Sales Blindspots to Minimize Revenue Risk
Navigate Sales Blindspots to Minimize Revenue RiskLinkedIn Sales Solutions
 
Introduction to LinkedIn
Introduction to LinkedInIntroduction to LinkedIn
Introduction to LinkedInClyde Nunes
 
How to Use LinkedIn for Marketing
How to Use LinkedIn for MarketingHow to Use LinkedIn for Marketing
How to Use LinkedIn for MarketingHubSpot
 
Social Selling - An Introduction
Social Selling - An Introduction Social Selling - An Introduction
Social Selling - An Introduction Sani Leino
 
Social Media Marketing Roadmap - TopRankMarketing.com
Social Media Marketing Roadmap - TopRankMarketing.comSocial Media Marketing Roadmap - TopRankMarketing.com
Social Media Marketing Roadmap - TopRankMarketing.comTopRank Marketing Agency
 
How to create a social media strategy
How to create a social media strategyHow to create a social media strategy
How to create a social media strategyDavid Griner
 
Social Selling 101
Social Selling 101Social Selling 101
Social Selling 101Ashlee Fox
 
How to REALLY use LinkedIn - mini LinkedIn Presentation
How to REALLY use LinkedIn - mini LinkedIn PresentationHow to REALLY use LinkedIn - mini LinkedIn Presentation
How to REALLY use LinkedIn - mini LinkedIn PresentationBert Verdonck
 
LinkedIn Training for Employees: Building Relationships with Influencers and ...
LinkedIn Training for Employees: Building Relationships with Influencers and ...LinkedIn Training for Employees: Building Relationships with Influencers and ...
LinkedIn Training for Employees: Building Relationships with Influencers and ...Brian Crouch
 
Social Media Strategy
Social Media StrategySocial Media Strategy
Social Media StrategyAlan Aptheker
 
Beginner's Guide to LinkedIn.pptx
Beginner's Guide to LinkedIn.pptxBeginner's Guide to LinkedIn.pptx
Beginner's Guide to LinkedIn.pptxJD_Aspire
 

Was ist angesagt? (20)

Build Relationships
Build RelationshipsBuild Relationships
Build Relationships
 
Navigate Sales Blindspots to Minimize Revenue Risk
Navigate Sales Blindspots to Minimize Revenue RiskNavigate Sales Blindspots to Minimize Revenue Risk
Navigate Sales Blindspots to Minimize Revenue Risk
 
LinkedIn ppt
LinkedIn pptLinkedIn ppt
LinkedIn ppt
 
Engage with Insights
Engage with InsightsEngage with Insights
Engage with Insights
 
Introduction to LinkedIn
Introduction to LinkedInIntroduction to LinkedIn
Introduction to LinkedIn
 
Sales Navigator Core ROI Metrics
Sales Navigator Core ROI MetricsSales Navigator Core ROI Metrics
Sales Navigator Core ROI Metrics
 
How to Use LinkedIn for Marketing
How to Use LinkedIn for MarketingHow to Use LinkedIn for Marketing
How to Use LinkedIn for Marketing
 
Social Selling - An Introduction
Social Selling - An Introduction Social Selling - An Introduction
Social Selling - An Introduction
 
Establish Your Professional Brand
Establish Your Professional BrandEstablish Your Professional Brand
Establish Your Professional Brand
 
Social Media Marketing Roadmap - TopRankMarketing.com
Social Media Marketing Roadmap - TopRankMarketing.comSocial Media Marketing Roadmap - TopRankMarketing.com
Social Media Marketing Roadmap - TopRankMarketing.com
 
Find the Right People
Find the Right PeopleFind the Right People
Find the Right People
 
How to create a social media strategy
How to create a social media strategyHow to create a social media strategy
How to create a social media strategy
 
Overview of LinkedIn Sales Navigator
Overview of LinkedIn Sales NavigatorOverview of LinkedIn Sales Navigator
Overview of LinkedIn Sales Navigator
 
Social Selling 101
Social Selling 101Social Selling 101
Social Selling 101
 
How to REALLY use LinkedIn - mini LinkedIn Presentation
How to REALLY use LinkedIn - mini LinkedIn PresentationHow to REALLY use LinkedIn - mini LinkedIn Presentation
How to REALLY use LinkedIn - mini LinkedIn Presentation
 
LinkedIn Training for Employees: Building Relationships with Influencers and ...
LinkedIn Training for Employees: Building Relationships with Influencers and ...LinkedIn Training for Employees: Building Relationships with Influencers and ...
LinkedIn Training for Employees: Building Relationships with Influencers and ...
 
Overview of Sales Navigator
Overview of Sales NavigatorOverview of Sales Navigator
Overview of Sales Navigator
 
Social Media Strategy
Social Media StrategySocial Media Strategy
Social Media Strategy
 
Overview of LinkedIn Sales Navigator
Overview of LinkedIn Sales NavigatorOverview of LinkedIn Sales Navigator
Overview of LinkedIn Sales Navigator
 
Beginner's Guide to LinkedIn.pptx
Beginner's Guide to LinkedIn.pptxBeginner's Guide to LinkedIn.pptx
Beginner's Guide to LinkedIn.pptx
 

Ähnlich wie Social Selling 101: Get the Fundamentals Right

Social Selling 101: The Fundamentals of Social Selling
Social Selling 101: The Fundamentals of Social SellingSocial Selling 101: The Fundamentals of Social Selling
Social Selling 101: The Fundamentals of Social SellingBlack Marketing
 
accelerate your sales 2016
accelerate your sales 2016accelerate your sales 2016
accelerate your sales 2016cjoseph_linkedin
 
Fundamentals of Social Selling
Fundamentals of Social SellingFundamentals of Social Selling
Fundamentals of Social SellingLinkedIn
 
Rethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedIn Rethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedIn Judy Tian
 
Rethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedInRethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedInLinkedIn Sales Solutions
 
Selling without Spending - The Social Networking Tips For Sales Professionals
Selling without Spending - The Social Networking Tips For Sales ProfessionalsSelling without Spending - The Social Networking Tips For Sales Professionals
Selling without Spending - The Social Networking Tips For Sales ProfessionalsVivek G Maudgalya
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesCraig Canton
 
LinkedIn Social Selling Secrets
LinkedIn Social Selling SecretsLinkedIn Social Selling Secrets
LinkedIn Social Selling SecretsBlack Marketing
 
Driving Results Through LinkedIn
Driving Results Through LinkedInDriving Results Through LinkedIn
Driving Results Through LinkedInbigfishresults
 
Generate More Leads Through Social Media
Generate More Leads Through Social Media Generate More Leads Through Social Media
Generate More Leads Through Social Media Lorien Balayan
 
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...InsideSales.com
 
Leveraging LinkedIn for Business Development | Staffing Firm Webinar
Leveraging LinkedIn for Business Development | Staffing Firm WebinarLeveraging LinkedIn for Business Development | Staffing Firm Webinar
Leveraging LinkedIn for Business Development | Staffing Firm WebinarLinkedIn Talent Solutions
 

Ähnlich wie Social Selling 101: Get the Fundamentals Right (20)

Social Selling 101
Social Selling 101Social Selling 101
Social Selling 101
 
Social Selling 101: The Fundamentals of Social Selling
Social Selling 101: The Fundamentals of Social SellingSocial Selling 101: The Fundamentals of Social Selling
Social Selling 101: The Fundamentals of Social Selling
 
accelerate your sales 2016
accelerate your sales 2016accelerate your sales 2016
accelerate your sales 2016
 
Social Selling 101
Social Selling 101Social Selling 101
Social Selling 101
 
Fundamentals of Social Selling
Fundamentals of Social SellingFundamentals of Social Selling
Fundamentals of Social Selling
 
Rethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedIn Rethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedIn
 
Rethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedInRethinking Your Business Development Strategy with LinkedIn
Rethinking Your Business Development Strategy with LinkedIn
 
Selling without Spending - The Social Networking Tips For Sales Professionals
Selling without Spending - The Social Networking Tips For Sales ProfessionalsSelling without Spending - The Social Networking Tips For Sales Professionals
Selling without Spending - The Social Networking Tips For Sales Professionals
 
LinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best PracticesLinkedIn Profile & Social Best Practices
LinkedIn Profile & Social Best Practices
 
LinkedIn's Social Selling Secrets
LinkedIn's Social Selling SecretsLinkedIn's Social Selling Secrets
LinkedIn's Social Selling Secrets
 
LinkedIn Social Selling Secrets
LinkedIn Social Selling SecretsLinkedIn Social Selling Secrets
LinkedIn Social Selling Secrets
 
Linkedin Social Selling Secrets
Linkedin Social Selling Secrets Linkedin Social Selling Secrets
Linkedin Social Selling Secrets
 
Day in the life webinar
Day in the life webinarDay in the life webinar
Day in the life webinar
 
Day in the life webinar final 9-22-15
Day in the life webinar   final 9-22-15Day in the life webinar   final 9-22-15
Day in the life webinar final 9-22-15
 
LinkedIn's Social Selling Secrets
LinkedIn's Social Selling SecretsLinkedIn's Social Selling Secrets
LinkedIn's Social Selling Secrets
 
Driving Results Through LinkedIn
Driving Results Through LinkedInDriving Results Through LinkedIn
Driving Results Through LinkedIn
 
The low down on LinkedIn
The low down on LinkedInThe low down on LinkedIn
The low down on LinkedIn
 
Generate More Leads Through Social Media
Generate More Leads Through Social Media Generate More Leads Through Social Media
Generate More Leads Through Social Media
 
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
Brett Wallace - How Top Sales Teams Leverage LinkedIn for Social Media Engage...
 
Leveraging LinkedIn for Business Development | Staffing Firm Webinar
Leveraging LinkedIn for Business Development | Staffing Firm WebinarLeveraging LinkedIn for Business Development | Staffing Firm Webinar
Leveraging LinkedIn for Business Development | Staffing Firm Webinar
 

Mehr von LinkedIn Sales Solutions

Strategies for Successful Account Management
Strategies for Successful Account ManagementStrategies for Successful Account Management
Strategies for Successful Account ManagementLinkedIn Sales Solutions
 
A Smarter Way to Sell: Account Based Selling 101 with TOPO
A Smarter Way to Sell: Account Based Selling 101 with TOPOA Smarter Way to Sell: Account Based Selling 101 with TOPO
A Smarter Way to Sell: Account Based Selling 101 with TOPOLinkedIn Sales Solutions
 
How to Close More Business with LinkedIn Sales Navigator
How to Close More Business with LinkedIn Sales NavigatorHow to Close More Business with LinkedIn Sales Navigator
How to Close More Business with LinkedIn Sales NavigatorLinkedIn Sales Solutions
 
Achieving Success with Account Based Selling
Achieving Success with Account Based SellingAchieving Success with Account Based Selling
Achieving Success with Account Based SellingLinkedIn Sales Solutions
 
Close More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales NavigatorClose More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales NavigatorLinkedIn Sales Solutions
 
Arming Your Sales Force to Thrive in Times of Uncertainty
Arming Your Sales Force to Thrive in Times of UncertaintyArming Your Sales Force to Thrive in Times of Uncertainty
Arming Your Sales Force to Thrive in Times of UncertaintyLinkedIn Sales Solutions
 
A Day in the Life: Leveraging Social in Building Relationships in Financial S...
A Day in the Life: Leveraging Social in Building Relationships in Financial S...A Day in the Life: Leveraging Social in Building Relationships in Financial S...
A Day in the Life: Leveraging Social in Building Relationships in Financial S...LinkedIn Sales Solutions
 
Close More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales NavigatorClose More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales NavigatorLinkedIn Sales Solutions
 

Mehr von LinkedIn Sales Solutions (20)

Strategies for Successful Account Management
Strategies for Successful Account ManagementStrategies for Successful Account Management
Strategies for Successful Account Management
 
A Smarter Way to Sell: Account Based Selling 101 with TOPO
A Smarter Way to Sell: Account Based Selling 101 with TOPOA Smarter Way to Sell: Account Based Selling 101 with TOPO
A Smarter Way to Sell: Account Based Selling 101 with TOPO
 
How to Close More Business with LinkedIn Sales Navigator
How to Close More Business with LinkedIn Sales NavigatorHow to Close More Business with LinkedIn Sales Navigator
How to Close More Business with LinkedIn Sales Navigator
 
Today's State of Sales
Today's State of SalesToday's State of Sales
Today's State of Sales
 
Achieving Success with Account Based Selling
Achieving Success with Account Based SellingAchieving Success with Account Based Selling
Achieving Success with Account Based Selling
 
LinkedIn’s Social Selling Secrets
LinkedIn’s Social Selling Secrets LinkedIn’s Social Selling Secrets
LinkedIn’s Social Selling Secrets
 
Social Selling Roadshow - Dallas
Social Selling Roadshow - DallasSocial Selling Roadshow - Dallas
Social Selling Roadshow - Dallas
 
Social Selling Roadshow - San Francisco
Social Selling Roadshow - San FranciscoSocial Selling Roadshow - San Francisco
Social Selling Roadshow - San Francisco
 
Social Selling Roadshow - Chicago
Social Selling Roadshow - ChicagoSocial Selling Roadshow - Chicago
Social Selling Roadshow - Chicago
 
Social Selling Roadshow - Los Angeles
Social Selling Roadshow - Los AngelesSocial Selling Roadshow - Los Angeles
Social Selling Roadshow - Los Angeles
 
Social Selling Roadshow - New York
Social Selling Roadshow - New YorkSocial Selling Roadshow - New York
Social Selling Roadshow - New York
 
Social Selling Roadshow Toronto
Social Selling Roadshow TorontoSocial Selling Roadshow Toronto
Social Selling Roadshow Toronto
 
Close More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales NavigatorClose More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales Navigator
 
Multithreading & Relationship Strength
Multithreading & Relationship StrengthMultithreading & Relationship Strength
Multithreading & Relationship Strength
 
Key to Social Media Success
Key to Social Media SuccessKey to Social Media Success
Key to Social Media Success
 
Arming Your Sales Force to Thrive in Times of Uncertainty
Arming Your Sales Force to Thrive in Times of UncertaintyArming Your Sales Force to Thrive in Times of Uncertainty
Arming Your Sales Force to Thrive in Times of Uncertainty
 
Sales Navigator + CRM Integration Webinar
Sales Navigator + CRM Integration WebinarSales Navigator + CRM Integration Webinar
Sales Navigator + CRM Integration Webinar
 
A Day in the Life: Leveraging Social in Building Relationships in Financial S...
A Day in the Life: Leveraging Social in Building Relationships in Financial S...A Day in the Life: Leveraging Social in Building Relationships in Financial S...
A Day in the Life: Leveraging Social in Building Relationships in Financial S...
 
Close More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales NavigatorClose More Business with LinkedIn Sales Navigator
Close More Business with LinkedIn Sales Navigator
 
Social Selling Breakfast - Melbourne
 Social Selling Breakfast - Melbourne  Social Selling Breakfast - Melbourne
Social Selling Breakfast - Melbourne
 

Social Selling 101: Get the Fundamentals Right

  • 1. Tina Ngo Marketing Manager LinkedIn Sales Solutions Social Selling 101 Get the Fundamentals Right
  • 2. We all lose deals FACT:
  • 3. WHY WE LOSE DEALS 6.8 People on average involved in the buying decision 77% 24% Decision makers change roles every year Of buyers don’t believe that sales understands their business and don’t think they can help ?? ? Missing Critical Players Lacking Credibility Losing Touch with Prospects
  • 4. A modern approach to sales that utilizes information from social networks to grow your business Social Selling
  • 5. 500M+ Members worldwide 7M+ Global companies 2B+ Updates per Week LinkedIn allows you to tap into its vast network
  • 6. Member Experience on LinkedIn.com
  • 7. For full value, expand your access and tailor your experience TODAY: All that LinkedIn has to offer YOU The SALES NAVIGATOR Experience for sales
  • 8. Get More Out of LinkedIn with Sales Navigator LinkedIn.com LinkedIn Sales Navigator Search only 1st, 2nd, 3rd connections
  • 9. 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
  • 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
  • 12. BUILD A PROFESSIONAL BRAND | Start with Your Profile Patrickis a 2nd DegreeConnection meaning you’re not directly connected to someone who knows this sales rep
  • 13. BUILD A PROFESSIONAL BRAND | Start with Your Profile Professional Photo Your first impression Summary Should describe your passions Tagline Should be action oriented, not just a title Media Should illustrate your story
  • 14. Become a Thought Leader Build a Professional Brand LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014 B2B buyers are 5x more likely to engage with sellers who are known industry thought leaders • Comment in group discussions • Share important news • Ask clients for recommendations • Leverage existing marketing content • Publish content
  • 15. 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
  • 16. Find the Right People Sell Through Relationships Engage with Insights Start with the Building Blocks Fundamentals of Social Selling with LinkedIn Create a Professional Brand
  • 17. AccountPotential Likelihood to Buy Finding the Right People Time is Money
  • 18. Prioritize by size & industry Find the Right People LinkedIn.com
  • 19. Prioritize by size & industry Find the Right People LinkedIn Sales Navigator
  • 20. Find the Right People Build & save lists with ‘Lead Builder’
  • 21. Leverage Your Team Network with TeamLink™
  • 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. 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
  • 24. Leverage Your Team Network with TeamLink™ COLD CALLING IS DEAD
  • 25. Leverage Your Team Network with TeamLink™
  • 26. Leverage Your Team Network with TeamLink™
  • 27. 1. Ask for Permission Request intros when they will have the most impact 2. Make it easy Offer to ghost-write the intro email 3. Follow-through Close the loop with the introducer Sell Through Relationships WARM INTRODUCTION NAME DROP
  • 28. 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
  • 29. 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
  • 30. Engage with Insights | Even if it’s cold, keep it personal
  • 31. …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
  • 32. 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
  • 33. 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 500M+ Members Leverage Warm Introductions Keep Up with Your Accounts