Now that you are convinced about the power of Social Selling, how do you go about enabling Social Selling in our organisation? A 10 Step Journey with principles, method, tools, & tips & tricks to enable your sales colleagues/team-mates to do social selling! We take you through why social selling is so important and must be included in every sales planning discussion. Then we go into the hows of enabling social selling. Here we start with understanding the 6 X power of Linkedin features; dive into a 2 x2 matrix of the core processes of Social Selling & Sales Enablement; see where the importance is maximum; then draw out the new business processes for Social Selling Enablement & the metrics for sales success in Social Selling. Then we go into a forgotten part - Training - gamifying the training on the power of LinkedIn. Finally we end with the maxim of modifying tech to support processes & not the other way round - and using appropriate tech levers based on your size - large, mid & small,or startup.

1. ENABLING
SOCIAL
SELLING
WHY? HOW? 10 LESSONS
KINGSHUK
HAZRA
leadstrategus

2. AGENDA
LeadStrategus

3. •
Sales Enablement (SE)
for SOCIAL SELLING
- WHY?
- HOW?
- 10 LESSONS
AGENDA
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4. LeadStrategus
WHY?

5. Dale Carnegie had said it right 80 years back!
• Smile...
• Be a good listener. ...
• Talk in terms of the other person's interest. ...
• Become genuinely interested in other people...
• Make the other person feel important – and do it sincerely
• Remember a person's name is to him, the sweetest & most important sound
LeadStrategus

6. Question is – how do we
translate Dale Carnegie’s
eternal truths to the multi
colour, uber-stimuli
post social-media era?
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7. In a world where emails don’t work,
Privacy laws are getting stringent,
Truecaller is used to block calls,
Social reach-outs - before they
become ubiquitous –
Are today’s golden
Arrows
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8. LeadStrategus
IMPORTANCE of SELLING on
Social media can never be
overstated1
In most industries, Customers never accessible - are
now a connection request away on Linkedin – with
time-stamp of when they read your message

9. Ideology
Job of Sales Enablement is like commanding an aircraft
carrier – people remember you when things go wrong; when
things go right, people laud the fighter pilots
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10. ...you are responsible for many moving parts, and
each quarter something new gets added!
In post social world – Sales Enablement just got even more tougher
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11. LeadStrategus
HOW?

12. LeadStrategus
HOW?
•
- HOW?
- Understand
- Visualize
- Metrics
- Process
- Training
- Gamification
- Integration

13. LeadStrategus
2
Understand how the
Powerful Features of
LINKEDIN & SOCIAL SELLING
Affect Sales & Marketing

14. LinkedIn
Contacts
database
Personal
Messaging
Discover &
Connect
Publishing
Insights &
Intelligence
CRM
Smarketing
automation?
LeadStrategus
• For more training on using Linkedin for sales,
watch this space or get in touch @kingshukhazra
3
Start by understanding LinkedIn - probably the
most powerful sales tool since the telephone.
LINKEDIN’s Discovery,
Connect , Publishing, &
Intelligence, functionality
must bE AT THE CORE

15. LeadStrategus Social Selling FrameworkLeadStrategus Framework for Social Selling - https://www.slideshare.net/kingshukhazra/how-to-be-a-social-selling-superstar-82304627
Understand the steps of Social Selling

16. CRM & SMARKETING
AUTOMATION
OUTREACH, INFLUENCE
& PROGRESS
INTELLIGENCE
CONFIGURE, PRICE,
QUOTE
KNOWLEDGE
CREATION & MGMT
REVIEW, FEEDBACK &
MEASUREMENT
LeadStrategus Framework for Social Selling
LeadStrategus
We began by
creating a 2x2
matrix of Social
Selling
components vs.
Sales
Enablement
processes…
Map Social Selling into Sales Enablement

17. Software used across entire Social journey
CRM & SMARKETING
AUTOMATION
Bid Engine
Social Selling in Sales Enablement
OUTREACH, INFLUENCE
& PROGRESS
INTELLIGENCE
CONFIGURE, PRICE,
QUOTE
KNOWLEDGE
CREATION & MGMT
REVIEW, FEEDBACK &
MEASUREMENT
Content from Inbound onwards
Pipeline Progression
Intelligence capture
Measure &
feedback
LeadStrategus Framework for Social Selling
LeadStrategus

18. Tremendously
CRM & SMARKETING
AUTOMATION
Which SE processes would need to change
because of Social Selling?
OUTREACH, INFLUENCE
& PROGRESS
INTELLIGENCE
CONFIGURE, PRICE,
QUOTE
KNOWLEDGE
CREATION & MGMT
REVIEW, FEEDBACK &
MEASUREMENT
Significantly
Significantly
Significantly
Somewhat
LeadStrategus Framework for Social Selling
LeadStrategus

19. No single system today captures how Content & multiple
social touches influences sales pipeline
CRM & SMARKETING
AUTOMATION
How would the SE processes change because of
Social Selling?
OUTREACH, INFLUENCE
& PROGRESS
INTELLIGENCE
CONFIGURE, PRICE,
QUOTE
KNOWLEDGE
CREATION & MGMT
REVIEW, FEEDBACK &
MEASUREMENT
Multi-format multiple content
production, spread, & sunset
Better targeting, better intelligence is a
constant challenge – more so post social
Picking account intelligence on social media is
a skill. Make sure that AEs are trained in
understanding & interpreting signals
More visibility
allows better
decisions
LeadStrategus Framework for Social Selling
LeadStrategus

20. CRM & SMARKETING
AUTOMATION
Which LinkedIn features need to mapped into SE
Core?
OUTREACH, INFLUENCE &
PROGRESS
INTELLIGENCE
CONFIGUTE, PRICE, QUOTE
KNOWLEDGE CREATION &
MGMT
REVIEW, FEEDBACK &
MEASUREMENT
Contacts
database
Messaging
Discover &
Connect Publishing
Market
Insights
CRM
Smarketing?
???
POWERFUL
SIGNIFICANT
SIGNIFICANT
LeadStrategus LeadStrategus Framework for Social Selling

21. LeadStrategus
4 Visualise YOUR Social +
Digital selling metrics
first

22. LeadStrategus
There’s a free online tool that tells you your score on how
you stand on Social Selling and keeps changing as your
progress across the journey? Anyone knows it?

23. https://www.linkedin.com/sales/ssi
Start with LinkedIn SSI for keeping scores

24. Draw out the to-be Process
second
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5

25. START
Send Email +
Snailmail+ LinkedIn
invite to respondent
Any
respo
nse?
Chase for
First
Appointment
Yes
No
CALL/meet - collect info.
on BANTS, Decision matrix;
get buy-in for demo/trial
with respondent
Got
1st
appo.
?
Yes
No
Collected
info &
respondent
agreed to
demo/trial
?
No
O1
Yes
L 1 : S U S P E C T S TA G E
L 2 : P R O S P E C T S TA G E
L 3 : L E A D Q L F C T N . S TA G E
O P P 1
S TA G E
Chase for
teleresponse
Sample Sales Process map

26. “They lost their way? Oh! But I gave
them the Navigator”

27. Sadly tech. tools are necessary but not
sufficient!

28. LeadStrategus
6
TRAINING Your Sales
Team into SOCIAL SELLING
& DIGITAL SELLING can
have 10X ROI

29. Eternal training - Eternal
tinkering, ARE the only
competitive advantage
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30. LeadStrategus
However, in the multi
colour, uber-stimuli post
social-media era
traditional training is not
enough – you need to
measure scores & present
back in a wholesome
manner!

31. Don’t just give them
the tools – train ‘em.
Don’t just train ‘em –
engage them by
gamifying it!
7
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32. Last but not the least -
Engineer Tech to
support Processes –
not Engineer PROcesses
to support tech (SW)
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8
Visualise goal, Create with metrics,Design sales
flows, Train for success, Gamify your training;
Integrate with tech @ the end

33. There are 4 levels of
integration _
- NEW Software
- EAI
- Chrome Extension Addons
- MobIle App e.g. Ifttt, Zapier...
LeadStrategus
9

34. Everything else being equal:
- Large firms do new SW + EAI,
- SMEs do new S/W,
- Start-ups do App/Chrome
Extension
10
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35. •
- IMPORTANCE OF Social in Sales
cant be overstated
- Sales enablement is UNsexy –
social sales enablement more so
- MAP social selling into SE
- UNDERSTAND linkedin
- CREATE social metrics FIRST
- build process SECOND
- Training has 10x ROI
- GAMIFIED TRAINING – killer app
- integrate with appropriate
TECH at END
SUMMARY
LeadStrategus

36. READ COMPANION SLIDESHARE:
https://www.slideshare.net/kingshukhazra/how-to-be-a-social-selling-superstar-82304627

37. HAPPY
SOCIAL
SELLING!
Explore More Such Ideas: www.pinterest.com/kingshukhazra/
Interact With Us: www.leadstrategus.com/
Tweet to: @kingshukhazra
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