If you thought social media was just about being social, think again. Today it’s about “social selling.” Potential investors, employees, colleagues, clients prospects and customers are literally at your fingertips. But it is up to you to build relationships and establish trust. And that is what social selling is all about. Bastien will share with you best practices and mistakes to avoid setting-up your social selling strategy on Linkedin. From living in a small french town to picking up a posh english accent, working within everything from luxury retail and investment banking to SaaS implementation and social recruitment, Bastien Marduel is now with LinkedIn EMEA helping Sales and Marketing organisations to adapt to a Social world.

1. HOW TO USE LINKEDIN TO SHAKE YOUR SALES
STRATEGY
BY BASTIEN MARDUEL
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HOW TO USE LINKEDIN TO SHAKE YOUR SALES STRATEGY
BASTIEN MARDUEL
ACCOUNT EXECUTIVE AT LINKEDIN
@MARDUEL

5. Bastien Marduel
How to use LinkedIn to shake
your sales strategy ?

6. 6
Our agenda
LINKEDIN TODAY WHY SOCIAL SELLING HOW TO SOCIAL SELL

7. 7
Members
420M
Members per second
>2 New
Monthly unique visitors
150M

9. S C H O O L SC O M PA N I E S K N O W L E D G ES K I L L SM E M B E R S J O B S
T H E E C O N O M I C G R A P H
Members Companies Jobs Skills Universities KnowledgeS C H O O L SC O M PA N I E S K N O W L E D G ES K I L L SM E M B E R S J O B S
T H E E C O N O M I C G R A P H
S C H O O L SC O M PA N I E S K N O W L E D G ES K I L L SM E M B E R S J O B S
T H E E C O N O M I C G R A P H
S C H O O L SC O M PA N I E S K N O W L E D G ES K I L L SM E M B E R S J O B S
T H E E C O N O M I C G R A P H
S C H O O L SC O M PA N I E S K N O W L E D G ES K I L L SM E M B E R S J O B S
T H E E C O N O M I C G R A P H
S C H O O L SC O M PA N I E S K N O W L E D G ES K I L L SM E M B E R S J O B S
T H E E C O N O M I C G R A P H

10. HIRE MARKET SELL

11. Why is Social Selling key
to your business’ future ?

12. 12
Your competitive advantage

13. 13
Your competitive advantage

14. 14
The World Wide Web

15. 15
Social Recruiting

16. 16
Social Selling

17. 17
57%
Of the buying journey is completed
before a sales professional is ever
involved

18. 18
75%
Of B2B buyers now use social media to
be more informed on vendors

19. 19
90%
Of the decision-makers say never
respond to a cold outreach

20. Social selling State of the Union

21. 21
Social selling defined
Create a
Professional brand
Find the
right people
Engage with
insights
Build strong
relationships

22. 22
Social selling index
Laggards
0
Leaders
100
linkedin.com/sales/ssi

23. Create your professional brand
23

24. Add a
professional photo
1
More views with a profile
photo than without
14x
24

25. Write an attention-
grabbing headline
2
Explain what it is you do
Show your passion and value
25

26. Draft a
compelling summary
3
Talk to the audience you want to attract
Recommend 40 words or more
Include keywords – not buzzwords
26

27. Detail your profile to find
common ground
4
More profile views than
those without
12x
27

28. 5
Add examples of your work
in photos presentations &
videos
Give a dynamic, visually appealing
representation of your professional story
28

29. Add skills and get endorsed
for them
6
Think about the skills that your investors,
prospects and customers are looking for
29

30. Brand your corporate page
7
What do you want to show to your prospects,
potential investors and candidates about:
- your current projects
- your culture
- your future aspirations
30

31. Finding the right people
31

32. Finding the right person
within 30 seconds
Searches are based on a variety of
fields on profiles
32

33. Use Boolean searches
Using keywords to narrow the exact
typology of individuals you are
looking for
33

34. Engage with Insights
34

35. Right information at the
right time
35

36. Showcase yourself as
an industry expert
36
Make sure it’s relevant to your target
audience
Prove relevancy through engagement
levels

37. Build strong relationships
37

38. 38
Stay connected
Through InMails & connecting with them
Make it personal !

39. Build strong relationships
39
Engage online constantly and directly
to create stronger relationships offline

40. ©2014 LinkedIn Corporation. All Rights Reserved.©2014 LinkedIn Corporation. All Rights Reserved.

41. QUESTIONS?

42. SEE YOU SOON!
LOVE.
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