Post on 20-Aug-2015
transcript
Social Selling Experts – Lightning Session
Ralf VonSosen Global Head of Marketing LinkedIn Sales Solutions
Ronan Keane, Digital & Social Mmktg Leader, XO Comm. Using LinkedIn to find the right people, connect with prospect, and close the deal.
Jill Rowley, Social Selling Evangelist Using social networking to build your professional brand.
Jill Konrath, Author AGILE SELLING, SNAP Selling, & Selling to Big Co’s Transforming your organizaQon and geRng sales teams to adopt social selling.
Meet the Modern Buyer
Digitally-driven
@jill_rowley #SocialSelling
Socially-connected
Mobile Empowered
Decision-makers are more knowledgeable.
Unlimited access to real-‐Qme informaQon about your company, products, compeQtors, customers, industry
experts and influencers
"The best reps are not just present in social, they position themselves as credible and influential sources in customer networks.” This
affords them more access to buyers.
- Sales Executive Council
• Headline should be descriptive; NOT your job title
• Include #hashtags Review the “Who’s Viewing Your Profile”
• NEVER leave blank
• Tell stories
• Write in the 1st person. This is not your online resume!!
• Choose skills you want to highlight • Seek endorsements & recommendations - do the same for others
Headline !Include #Keywords Profile Summary!
!Recommends & !Endorsements!
• High quality and professional photo
• 11x more likely to be viewed with a photo
Profile Picture !
Keys to a Successful LinkedIn Profile
@jill_rowley #SocialSelling
Add a Professional Photo
• Represents your professional brand
• #FirstImpressionsMatter
• No wedding photos or party pics
• Make it public; not private
@jill_rowley #SocialSelling
Using LinkedIn to find the right people, connect with prospect,
and close the deal.
Ronan Keane Digital and Social Marketing Leader, XO Communications
ü 2,100% ROI
ü LinkedIn SSI: XO Top in Industry
ü Forrester Groundswell 2014 Finalist
ü XO Sales People “Power Users”
1. Building a Strong Personal Brand
2. Capturing Sales Intelligence
3. Having a Deep Network of Advocates
4. Listening for & Engaging Opportunities
What is Social Selling?
Too much contact via phone & email Far too aggressive in their approach
Lacked conveying value to my needs
Transforming your organization and getting sales teams to
adopt social selling.
Jill Konrath Author of AGILE SELLING, SNAP Selling, and Selling to Big Companies
Ronan Keane, Digital & Social Mmktg Leader, XO Comm. Using LinkedIn to find the right people, connect with prospect, and close the deal.
Jill Rowley, Social Selling Evangelist Using social networking to build your professional brand.
Jill Konrath, Author AGILE SELLING, SNAP Selling, & Selling to Big Co’s Transforming your organizaQon and geRng sales teams to adopt social selling.