the rise of social selling

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Social Selling Best Practices Koka Sexton LinkedIn

LINKEDIN – SOCIAL SELLING ©2013 LinkedIn Corporation. All Rights Reserved. 2

•  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.


Research prospects


Research prospects

©2013 LinkedIn Corporation. All Rights Reserved. 6


Participate in groups



Build a network



Get referrals and introductions


©2013 LinkedIn Corporation. All Rights Reserved.

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

know. Greg Alexander – Sales Benchmark Index


You are the CEO of


“Visibility creates opportunities.”


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


Use your status updates to engage your network

•  166 likes •  12 comments •  67 shares


Use your status updates to promote your network


Use your status updates to promote your company

•  Press •  Blogs •  Content


Use your status updates to inform your network

•  Industry news •  Relevant content


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

is your business.


Proficiency in social media is a differentiator now, but will

soon be a qualifier.


§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


Your professional tagline makes a difference!



Make it easy for potential buyers to learn & connect



Educate, educate and educate some more!


•  Use rich media •  Include a variety •  Update regularly


How have you helped customers achieve their goals?


VS.


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

audience.


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

the rise of social selling

Business