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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
4
Why Apply Social Selling Techniques?
5
“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