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Social selling defined
75% Create a
professional brand Find the
right people Engage with
insights Build strong relationships
The buying process today
5.4 75 of B2B buyers use social networks to research products
% 90 of decision-makers say they never respond to cold outreach
% key influencers in B2B buying decisions
Increasingly complex Increasingly social Increasingly cautious
12
Social selling success
More likely to reach quota
51%
Exceed quota
3x
Go to club
More likely to go to club
Get promoted
Average decrease in promotion to VP
17months
Establishing your guiding coalition
Executive Sponsor(s)
Administrator(s)
Leader(s) / Evangelist(s)
You
Cross-functional departments
Sales Managers
Have you documented a program?
Have they mandated this as an initiative? Is their voice represented?
Are they monitoring activation & reporting?
Are they enabled to coach their teams? Are they leading by example?
Do they have a call to action? Can others easily learn from them?
Is marketing socially active? Is HR recruiting social sellers? Is Ops monitoring social reporting?
/ˌejəˈkāSH(ə)n/ noun the process of receiving or giving systematic instruction
Education
Awareness Education
Creating Branded Programs
Sales “Social Hour” – one hour per week Content sharing campaign Profile Month Networking November
/ˌmanijmənt/ noun the process of dealing with or controlling things or people.
Management
Awareness Education Management
/ˌrēinˈfôrsmənt/ noun the action or process of reinforcing or strengthening.
Reinforcement
Awareness Education Management Reinforcement
Next Steps
Find out your Social Selling Index
Linkedin.com/sales/ssi
Define the purpose of the program for your organization
Select target KPIs
Implement the Program
Identify your Guiding Coalition
Create education framework
Next Steps
Lead By Example
Strengthen your LinkedIn Company Page
Encourage introduction requests
Highlight star performing reps
Share success stories
Reinforce KPIs in 1:1’s and performance reviews
Learn more about Sales Navigator: https://business.linkedin.com/sales-solutions
Sales Leadership: Live What You Preach Be Involved
Share best practices
Highlight star performing reps
Reinforce KPIs in 1:1’s and performance reviews
Encourage introduction requests
Leverage relationships and colleagues
Gain industry insights
Stay informed
Research competition
Converse with thought leaders