the rise of social selling

#SourceIn

Social Selling Best Practices Koka Sexton LinkedIn

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•  What is Social Selling •  Building your personal brand •  Resume to reputation •  Maintaining relationships

LINKEDIN – SOCIAL SELLING

time

leve

l of b

uyer

ac

tivity

“I’m just downloading

stuff”

“ We have a project”

“ We’ve made a decision”

“I’m just browsing”

“ We’ve shortlisted vendors”

awareness consideration purchase

“70% of the B2B buying process happens online” SiriusDecisions Inc.

LINKEDIN – SOCIAL SELLING

time

leve

l of b

uyer

ac

tivity

“I’m just downloading

stuff”

“ We have a project”

“ We’ve made a decision”

“I’m just browsing”

“ We’ve shortlisted vendors”

awareness consideration purchase

“70% of the B2B buying process happens online” SiriusDecisions Inc.

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Research prospects

LINKEDIN – SOCIAL SELLING

Research prospects

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LINKEDIN – SOCIAL SELLING

Participate in groups

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LINKEDIN – SOCIAL SELLING

Build a network

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LINKEDIN – SOCIAL SELLING

Get referrals and introductions

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Get referrals and introductions

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Inevitable ©2013 LinkedIn Corporation. All Rights Reserved. 11

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Social selling is reminding everyone that who you know is more important that what you

know. Greg Alexander – Sales Benchmark Index

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You are the CEO of

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“Visibility creates opportunities.”

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“It’s not the size of your network, but how you use it.”

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Use your status updates to engage your network

•  166 likes •  12 comments •  67 shares

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Use your status updates to promote your network

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Use your status updates to promote your company

•  Press •  Blogs •  Content

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Use your status updates to inform your network

•  Industry news •  Relevant content

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Who you know IS more Important than WHAT You know Your network

is your business.

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Proficiency in social media is a differentiator now, but will

soon be a qualifier.

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§Promote your brand through your LinkedIn profile §Elevate your status from sales rep to trusted advisor §Let your profile sell for you §Educate potential buyers who visit your profile §Transfer of trust through profile to another member §Attract top talent §Differentiate yourself from other sellers §Spur connections to take action §Generate reciprocal business for the ecosystem

Resume to Reputation (R2R) The 9 core principles

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Your professional tagline makes a difference!

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LINKEDIN – SOCIAL SELLING

Make it easy for potential buyers to learn & connect

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LINKEDIN – SOCIAL SELLING

Educate, educate and educate some more!

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•  Use rich media •  Include a variety •  Update regularly

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How have you helped customers achieve their goals?

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VS.

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To succeed, you must be the best at what you do for a specific

audience.

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•  Social selling is NOT a fad •  Build your personal brand •  Remember “resume to reputation” •  Maintain your relationships

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