According to the 2014 Edelman Trust Barometer study, employee credibility has skyrocketed over the past five years. That means an educated, social-savvy workforce can be one of the absolute top weapons in your sales arsenal. But in order to rely on your employees to connect with customers, you need to make sure they have the social engagement tools, credibility, and reputation they need to emerge as thought leaders who can outsell their peers. They need to be successfully connecting with potential customers on social media and engaging them through targeted content to generate more leads. In this webinar, our panel of experts, including Jill Rowley and Kurt Shaver, will teach you how to motivate your employees and prepare them for social selling success. Specifically, we’ll discuss: · Why your employees should care about being social · Motivating employees with more than training, rewards, and recognition · Resources to help your employees improve their social profiles, communications, and connections

1. How to Prepare Employee
Advocates for Social Selling
Success
#SMTLive

2. #SMTLive
Thank You to Our Sponsor
@EveryoneSocial

3. #SMTLive
Join the Conversation…

4. Jill Rowley is a keynote speaker, workshop leader and consultant on social selling. Jill was one of the first sales people
at Salesforce.com. She then earned the nick name "EloQueen" in the media after a 10 year career at Eloqua where
she spent most of her time as the top sales rep and earned Employee of the Year. She was recognized in a review
published by Forbes as one of the top 3 Social Salespeople in the world. Jill is an Advisor to numerous technologies
companies, including HubSpot, DataRPM, Vidyard and Influitive. @jill_rowley
Kurt Shaver speaks and trains corporate sales teams on advanced Social Selling skills. He is the creator of the Social
Selling Boot Camp and has spoken at conferences like Sales 2.0, Dreamforce, and LinkedIn's Sales Connect. Clients
include Hewlett-Packard, City National Bank, and TelePacific Communications.@kurtshaver
Chris Hecklinger joins the team with 10 years of Client Success experience in the SAAS space. Prior to EveryoneSocial,
Chris earned his chops at Needle, Adobe, and Omniture where he held key positions that drove significant ROI for
clients like Delta Airlines, Under Armour, American Eagle, and Norwegian Cruise Line. At EveryoneSocial, he’s building
a first class Client Success organization where the customer is at the center of every decision made. When not in the
office, Chris is either planning his next surf trip, losing to his better half at soccer, or playing superheroes with his
three boys. @cdhecklinger
#SMTLive
Our Speakers
Paul Dunay is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and
creating buzz for leading technology, consumer products, financial services and professional services organizations.
Paul is the author of five “Dummies” books including Facebook Advertising for Dummies (Wiley 2010), and Facebook
Marketing for Dummies 3rd Edition (Wiley 2012). @PaulDunay

5. #SocialSelling
Meet the Modern Buyer

6. Why do Social Selling?
@jill_rowley #SocialSelling

7. 5 Pillars, Practices, Principles of Social
Selling
@jill_rowley #SocialSelling

8. Keys to a Successful LinkedIn
• Headline should be
descriptive; NOT
your job title
• Include #hashtags
Review the “Who’s
Viewing Your
Profile”
• NEVER leave blank
• Tell stories
•Write in the 1st
person. This is not
your online
resume!!
• Choose skills you
want to highlight
• Seek
endorsements &
recommendations -
do the same for
others
Headline
Include
#Keywords
Profile
Summary
Recommendations
&
Endorsements
Profile
Picture
• High quality and
professional
photo
•11x more likely to
be viewed with a
photo
Profile
@jill_rowley #SocialSelling

9. Keys to a Successful Twitter
Profile
1. Pick a simple and short username (this is your
brand)
2. Create a personal profile
3. Upload a good picture (no eggheads!)
4. Include your LinkedIn URL in your bio
5. Listen first, find your voice
6. Follow influencers and experts in your field; Create
lists
7. Share things that are useful and relevant to your
followers
8. Do no just self-promote or share your stuff
9. Engage with your followers (@reply, RT and
mention)
@jill_rowley #SocialSelling

10. Find a Platform to Support Social
Selling
Platforms enable:
– Organizations to launch and manage social selling
programs.
– Sales teams to become effective, trusted individuals
and subject matter experts within their industries
– Sales individuals to discover and share relevant
content
– Performance tracking such as lead generation,
revenue and ROI back to the sales individual
@jill_rowley #SocialSelling

11. How

12. Large Networks
Start with Sales
Limited
Customer
Interaction
Small Networks
Extensive
Customer
Interaction
Sales
CS
Mktg
IT/En
gr
HR
Acct
Mfgr

13. Identify the Players
VP of Sales
Goals and
Executive Support
VP Marketing
Creator of Content
Enthusiastic Top Rep
Lead by Example
Sales Manager
Reinforce during
Account Reviews
Sales Ops/Social Media
Communications and
Measurement

14. 3 Steps

15. 1) Find information your customers and prospects
want to read. Add value!
2) Be personal, don’t be afraid to share non-sales
material.
3) Follow the 5-3-2 plan.
4) Share dynamic content that makes your
audience know, think and act.
5) Become specific- be mindful of geographic
location, product stacks, markets etc.

16. Curating Content
1) Assign an individual or enlist your social selling platform manager to
help jumpstart article curation.
1) Setup relevant streams through RSS, API’s, keywords, etc.. You should
also allow employees to suggest their own articles or content.
2) Provide your employees with the necessary hashtags, suggested
tweet text, commentary etc.

17. How Do You Measure Success?
1) Program Engagement Metrics:
• # of Active Sales Individuals Using Platform
• Network Growth (New Connections, Followers)
• Visits to Site, Conversions, Revenue, etc.
1) Adobe Analytics, Bitly and Google Analytics
• Track conversions and revenue back to the posting individual
• Track by URL or Campaign ID

18. Jill Rowley is a keynote speaker, workshop leader and consultant on social selling. Jill was one of the first sales people
at Salesforce.com. She then earned the nick name "EloQueen" in the media after a 10 year career at Eloqua where
she spent most of her time as the top sales rep and earned Employee of the Year. She was recognized in a review
published by Forbes as one of the top 3 Social Salespeople in the world. Jill is an Advisor to numerous technologies
companies, including HubSpot, DataRPM, Vidyard and Influitive. @jill_rowley
Kurt Shaver speaks and trains corporate sales teams on advanced Social Selling skills. He is the creator of the Social
Selling Boot Camp and has spoken at conferences like Sales 2.0, Dreamforce, and LinkedIn's Sales Connect. Clients
include Hewlett-Packard, City National Bank, and TelePacific Communications.@kurtshaver
Chris Hecklinger joins the team with 10 years of Client Success experience in the SAAS space. Prior to EveryoneSocial,
Chris earned his chops at Needle, Adobe, and Omniture where he held key positions that drove significant ROI for
clients like Delta Airlines, Under Armour, American Eagle, and Norwegian Cruise Line. At EveryoneSocial, he’s building
a first class Client Success organization where the customer is at the center of every decision made. When not in the
office, Chris is either planning his next surf trip, losing to his better half at soccer, or playing superheroes with his
three boys. @cdhecklinger
#SMTLive
Our Speakers
Paul Dunay is an award-winning B2B marketing expert with more than 20 years’ success in generating demand and
creating buzz for leading technology, consumer products, financial services and professional services organizations.
Paul is the author of five “Dummies” books including Facebook Advertising for Dummies (Wiley 2010), and Facebook
Marketing for Dummies 3rd Edition (Wiley 2012). @PaulDunay

19. #SMTLive
Thank You to Our Sponsor
@EveryoneSocial

20. #SMTLive
Upcoming Webinar
November 25th
From Data to Direction: How to Convert Social Media Data
into Actionable Insights
Featuring panelists: David Drodge of WWF International, Kareem Rahaman of Ryerson University,
Ben Cockerell of uberVU and Paul Dunay of PwC