Tips for Social Selling Professionals Transforming the way you sell

§  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

What is Social Selling?

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Why Apply Social Selling Techniques?

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“The best reps are not just present in social media, they position themselves as credible and influential sources in customer networks.”

-Sales Executive Council

Why Apply Social Selling Techniques?

”The B2B social buyer relies on social media and online

communities during the purchase process.” -ITSMA

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Why Apply Social Selling Techniques?

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“Effective use of sales intelligence increases revenue productivity per sales rep by 17%.”*

– CSO Insights

*2011 analysis

Where are you on the social selling spectrum?

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•  Weak Online REPUTATION •  NOT Gathering INTELLIGENCE •  Reactively Building NETWORK •  NOT Contributing INSIGHTS •  NOT Using Social Selling SOLUTIONS

“Laggards”

“Tip-Toers”

“Leaders”

Low

High

•  Strong Online REPUTATION •  Gathering INTELLIGENCE •  Proactively Building NETWORK •  Contributing INSIGHTS •  Using Social Selling SOLUTIONS

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Build Your PROFILE

5 Steps to Becoming a Social Selling Pro

Gather INTELLIGENCE

Develop Your NETWORK

Contribute INSIGHTS

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Use Social Selling SOLUTIONS 5

1. Build a Strong Professional Profile Add a photo, experience and skills that showcase the brand of YOU

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2. Gather Intelligence Be prepared for every interaction by researching contacts and companies

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3. Proactively Develop Your Network Build trusted relationships who can support your professional objectives

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4. Contribute Insights Share ideas through status updates, and participate in groups

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5. Use Social Selling Solutions Sales Navigator: LinkedIn Premium for sales professionals

Build prospect lists with

Lead Builder

Reveal full profiles of 3rd

degree contacts with advanced search

Leverage co-worker connections with

Team Link

Best of luck in your journey to becoming a social selling

professional!

13 For more information: sales.linkedin.com