Information Sales Solutions
- 1. Tips for Social Selling Professionals Transforming the way you sell
- 2. What is Social Selling? § 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 § Using Social Selling Solutions: Taking advantage of innovative selling solutions such as LinkedIn Sales Navigator 2
- 3. Why Apply Social Selling Techniques? “The best reps are not just present in social media, they position themselves as credible and influential sources in customer networks.” -Sales Executive Council 3
- 4. Why Apply Social Selling Techniques? ”The B2B social buyer relies on social media and online communities during the purchase process.” -ITSMA 4
- 5. Why Apply Social Selling Techniques? “Effective use of sales intelligence increases revenue productivity per sales rep by 17%.”* – CSO Insights *2011 analysis 5
- 6. Where are you on the social selling spectrum? High “Leaders” • Strong Online REPUTATION “Tip-Toers” • Gathering INTELLIGENCE • Proactively Building NETWORK • Contributing INSIGHTS • Using Social Selling SOLUTIONS “Laggards” • Weak Online REPUTATION • NOT Gathering INTELLIGENCE • Reactively Building NETWORK Low • NOT Contributing INSIGHTS • NOT Using Social Selling SOLUTIONS 6
- 7. 5 Steps to Becoming a Social Selling Pro 1 Build Your PROFILE 2 Gather INTELLIGENCE 3 Develop Your NETWORK 4 Contribute INSIGHTS 5 Use Social Selling SOLUTIONS 7
- 8. 1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU 8
- 9. 2. Gather Intelligence Be prepared for every interaction by researching contacts and companies 9
- 10. 3. Proactively Develop Your Network Build trusted relationships who can support your professional objectives 10
- 11. 4. Contribute Insights Share ideas through status updates, and participate in groups 11
- 12. 5. Use Social Selling Solutions Sales Navigator: LinkedIn Premium for sales professionals Build prospect Reveal full profiles of 3rd Leverage co-worker lists with degree contacts with connections with Lead Builder advanced search Team Link 12
- 13. Best of luck in your journey to becoming a social selling professional! For more information: sales.linkedin.com 13