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#SourceIn 2013Social Selling Best Practices

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• What is Social Selling• Building your personal brand• Resume to reputation• Maintaining relationships

LINKEDIN – SOCIAL SELLING

time

leve

l of

bu

yer

acti

vity

“I’m just downloading

stuff”

“We have a project” “We’ve

made a decision”

“I’m just browsing”

“We’ve shortlisted vendors”

awareness consideration purchase

online

“70% of the B2B buying process happens online”SiriusDecisions Inc.

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Research prospects

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Research prospects

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Participate in groups

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Build a network

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Get referrals and introductions

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Get referrals and introductions

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Inevitable

©2013 LinkedIn Corporation. All Rights Reserved.

Social selling is reminding everyone that who you know is more important

that what you know.

Greg Alexander – Sales Benchmark Index

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You are the CEO of ME Inc.

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LINKEDIN – SOCIAL SELLING

“Visibility creates opportunities.”

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“It’s not the size of your network, but how you use it.”

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Use your status

updates to engage

your network

• 166 likes• 12 comments• 67 shares

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Use your status

updates to promote

your network

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Use your status

updates to promote

your company

• Press• Blogs• Content

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Use your status

updates to inform

your network

• Industry news• Relevant content

LINKEDIN – SOCIAL SELLING

Who you know IS more

Important than WHAT

You knowYour network

is your business.

©2013 LinkedIn Corporation. All Rights Reserved.

Proficiency in social media is a differentiator now, but

will soon be a qualifier.

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Promote your brand through your LinkedIn profile Elevate your status from sales rep to trusted advisor Let your profile sell for you Educate potential buyers who visit your profile Transfer of trust through profile to another member Attract top talent Differentiate yourself from other sellers Spur connections to take action Generate reciprocal business for the ecosystem

Resume to Reputation (R2R) The 9 core principles

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Your professional tagline makes a difference!

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Make it easy for potential buyers to learn & connect

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Educate, educate and educate some more!

• Use rich media• Include a variety• Update regularly

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How have you helped customers achieve their goals?

VS.

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To succeed, you must be the best at what you do for a specific

audience.

LINKEDIN – SOCIAL SELLING

• Social selling is NOT a fad• Build your personal brand• Remember “resume to reputation”• Maintain your relationships

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Thanks for reading!

Be sure to share this presentation

with your social networks

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