Building your team’s social sales skills with LinkedIn

From a presentation of Kurt Shaver

LinkedIn, a professional social network

It helps finding a job…… but not only…

LinkedIn is a huge database:

300 millions business professionals

“31% greater team attainment of the quota with social selling techniques”(Aberdeen Group)

Building team social skills

In 3 steps, according to Kurt Shader:

- get goals

- train your team

- manage

I- Goals (1)

-Connections, intros, posts

-Social influence

-Appointments

Main goal to reach: -Increasing sales

I- Goals (2)

II- Training

You have to be active on LinkedIn.You need: knowledge and discipline.

II- LinkedIn Training

-Build a profile

-Have a network

-Listen to your contacts

-Engage them, share content

II- Training options

Who for training your team ? Where to find the budget ?

-Marketing intern/social media wiz -Self-funded by rep

-Socially savvy top rep -HR career development funds

-Internal sales training -MDF funds for resellers

-Traditional sales training company -Roll up assn or dealers

-Social selling specialist -From others budgets

The Role of Sales Management in Social Selling Success:

-Help the sales-persons in their effort to position the company as an industry and thought leader

-defines how to utilize existing content resources the best and create the right new content

-ensures the follow-up and evaluates the efficacy

III- Sales Management

PPT Presentation made by: Caroline Pelcat and Flora Gilmé for Hieroglifs InternationalCredit : Kurt Shaver on Brighttalk.com

Thank you!