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.  

 

Using social networking to build your professional brand.

Jill Rowley Social Selling Evangelist

The ABCs of Social Selling – Always Be Connecting

@jill_rowley | #SocialSelling

Personal Branding on Twitter

@jill_rowley #SocialSelling

@jill_rowley #SocialSelling

When I was a quota carrying Sales Rep

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

It all comes down to trust.

Always look at things through ���the customer’s eyes.

• 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

The Good, the Bad, and the Ugly

Your Headline isn’t just your title !

@jill_rowley #SocialSelling

Your LinkedIn Summary is about YOU !

@jill_rowley #SocialSelling

Don’t be a QUOTA CRUSHER!

@jill_rowley #SocialSelling

Quota crusher vs. buyer-centric profile !

@jill_rowley #SocialSelling

VS.

Recommendations Establish Credibility

@jill_rowley #SocialSelling

Use Your Alumni Network

@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

Emails Call Calls Direct Mail

Not Making Quota

It all comes down to

Build a strong and trustworthy personal brand

Be a source of valuable information

Conversations in… Groups…Blog Posts…Status Updates

Transforming your organization and getting sales teams to

adopt social selling.

Jill Konrath Author of AGILE SELLING, SNAP Selling, and Selling to Big Companies

All In With LinkedIn

LinkedIn is the greatest thing since sliced bread.

Cruise Control

SELLING

Share Stories _____

Everyday Heroes

•  What’s essential?

•  In what sequence?

Make Connections

Engage in Experiments

Create Challenges

Agile Sellers Who Love

LinkedIn

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.  

 

Social Selling Experts – Lightning Session