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Social Selling Done Right: Strategies for Creating a Social Selling Culture презентация
Содержание
- 1. Social Selling Done Right: Strategies for Creating a Social Selling Culture
- 2. Today’s Speakers: Carlos Gil Global Sr.
- 3. All attendees are muted by default. Please
- 4. Speaker Introductions How Sales Has Evolved Creating
- 6. 75 % of B2B buyers now use
- 7. Focus on the right people and
- 9. Create
- 10. Sales professionals with a high SSI… 1.6X
- 11. Celina Guerrero Social Selling Trainer Social to Sales https://www.linkedin.com/in/celinaguerrero1
- 12. Photo & Headline Headline First word focus Action word Keywords 1st 50 characters #inSalesChat
- 13. Connections & Summary Summary Let people
- 14. Recommendations Recommendations Ask (Not only your boss) “Social proof” Reorder First 200-250 characters #inSalesChat
- 15. Write Long Form Post Long Form
- 16. Share Long Form Post #inSalesChat
- 17. Julio Viskovich VP, Marketing rFactr https://www.linkedin.com/in/socialselling
- 18. Advanced Search Granular searches with Boolean
- 19. Focus on the right people and companies #inSalesChat
- 20. Relationships Matter Look for social proximity
- 21. Evaluate Current title/role accurate? Match buyer
- 22. Focus on the right people and companies #inSalesChat
- 23. Matt Heinz President Heinz Marketing https://www.linkedin.com/in/mattheinz
- 24. Trigger Events #inSalesChat
- 25. Trigger Events #inSalesChat
- 26. Engage Their Content! #inSalesChat
- 27. Individual Insights – The 3x3 Method #inSalesChat
- 28. Do’s & Don’ts of InMail #inSalesChat
- 29. Company Insights #inSalesChat
- 30. Company Insights #inSalesChat
- 31. What are best practices for moving your
- 32. What should sales leaders do to immediately get their teams social selling? #inSalesChat
- 33. Thank you! ☺ Julio Viskovich Celina Guerrero Matt Heinz
- 34. Questions? Twitter: @LinkedInSelling / #inSalesChat Email: salessolutions@linkedin.com Web: www.sales.linkedin.com
Слайд 2Today’s Speakers:
Carlos Gil
Global Sr. Social Marketing Manager
LinkedIn Sales Solutions
www.linkedin.com/in/carlosgilonline
Celina Guerrero
Social Selling Trainer
Social to Sales
https://www.linkedin.com/in/celinaguerrero1
#inSalesChat
Julio Viskovich
VP, Marketing
rFactr
https://www.linkedin.com/in/socialselling
Matt Heinz
President
Heinz Marketing
https://www.linkedin.com/in/mattheinz
Слайд 3All attendees are muted by default. Please type your questions into
Questions will be addressed at the end of webinar.
The webinar recording will be emailed out before the end of the week.
Tweet questions to @LinkedInSelling / #inSalesChat
#inSalesChat
Housekeeping Notes
Слайд 4Speaker Introductions
How Sales Has Evolved
Creating a Trusted, Professional Brand
Focusing on the
Social Selling with Insights
Panel on Social Selling Culture
Q&A
#inSalesChat
Today’s Agenda
Слайд 5
are now involved in the
average B2B buying decision
people
Boss
Peer
Direct
report
Business
leader
Cross-functional
Corporate Executive Board 2013 – Winning The Consensus Purchase
Your
target buyer
5.4
Sales has evolved and the buying process has too. Today, decisions involve more people than ever before.
#inSalesChat
Слайд 675
%
of B2B buyers now use
social media to be more informed on
International Data Corporation 2014 – Social Buying Meets Social Selling
Decision makers rely on social media to choose between potential vendors
#inSalesChat
Слайд 7
Focus on the right people and
companies
Stay informed
on key updates
your target accounts
Build trust with
your prospects
and customers
Building relationships with prospects and customers is different in this new economy
#inSalesChat
Слайд 8
LinkedIn has a wealth of information on the people & companies
#inSalesChat
Слайд 9
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
+
+ 25%
+ 40%
+ 29%
Social Selling Index
+ 26%
Avg. increase in SSI seen by Sales Navigator customers in the first 3 months after activation.
3 Months After Activation
LinkedIn helps your team improve at selling socially
Our sales reps and customer success team partner with you to support your social selling initiatives.
#inSalesChat
Слайд 10Sales professionals with a high SSI…
1.6X faster to get promoted to
3X more likely to go to club
51% more likely to exceed quota
Exceed Quota
Go to Club
Get Promoted Faster
#inSalesChat
Слайд 11Celina Guerrero
Social Selling Trainer
Social to Sales
https://www.linkedin.com/in/celinaguerrero1
Слайд 13Connections & Summary
Summary
Let people self-qualify
Quantify value
1st 200 characters
Get feedback
Connections
Know, Like, Trust
Referrals
#inSalesChat
Слайд 14Recommendations
Recommendations
Ask (Not only your boss)
“Social proof”
Reorder
First 200-250 characters
#inSalesChat
Слайд 15Write Long Form Post
Long Form Post
Deliver value
Story tell
Personal / professional
FAQ
Image /
#inSalesChat
Слайд 18Advanced Search
Granular searches with Boolean
Tweak to return only relevant contacts
Titles, keywords,
industry, location are all free to use
Saved Searches
Save your best searches
Get notified when new people are detected
#inSalesChat
Focus on the right people and companies
Слайд 20Relationships Matter
Look for social proximity
Can your connections help accelerate the relationship?
Referencing a mutual connection increases accepted requests and InMail’s up to 50%
Groups
Active Groups can be goldmines to get at bats and show value
Groups allows you to message non 1st degree connections
Focus on the right people and companies
#inSalesChat
Слайд 21Evaluate
Current title/role accurate?
Match buyer persona?
Previous companies and experience
Common ground?
Contact and other
Focus on the right people and companies
#inSalesChat
Слайд 31What are best practices for moving your team
away from cold calling
social selling culture?
#inSalesChat
Слайд 34Questions?
Twitter: @LinkedInSelling / #inSalesChat
Email: salessolutions@linkedin.com
Web: www.sales.linkedin.com
