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Social Selling with LinkedIn #SourceIn 2013

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This is the presentaion by Koka Sexton on the use of LinkedIn for Social Selling. The topics covered were personal branding, resume to reputaton and ways to leverage LinkedIn to maintain your relationships.

Published in: Technology, Business
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Social Selling with LinkedIn #SourceIn 2013

  1. 1. #SourceIn 2013
  2. 2. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2 • What is Social Selling • Building your personal brand • Resume to reputation • Maintaining relationships
  3. 3. LINKEDIN – SOCIAL SELLING time levelofbuyer activity “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 “70% of the B2B buying process happens online” SiriusDecisions Inc.
  4. 4. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 4 Research prospects
  5. 5. LINKEDIN – SOCIAL SELLING Research prospects ©2013 LinkedIn Corporation. All Rights Reserved. 5
  6. 6. LINKEDIN – SOCIAL SELLING Participate in groups ©2013 LinkedIn Corporation. All Rights Reserved. 6
  7. 7. LINKEDIN – SOCIAL SELLING Build a network ©2013 LinkedIn Corporation. All Rights Reserved. 7
  8. 8. LINKEDIN – SOCIAL SELLING Get referrals and introductions ©2013 LinkedIn Corporation. All Rights Reserved. 8
  9. 9. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 9 Get referrals and introductions
  10. 10. LINKEDIN – SOCIAL SELLING Inevitable ©2013 LinkedIn Corporation. All Rights Reserved. 10
  11. 11. Social selling is reminding everyone that who you know is more important that what you know. Greg Alexander – Sales Benchmark Index
  12. 12. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 12 You are the CEO of
  13. 13. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 13
  14. 14. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 14
  15. 15. LINKEDIN – SOCIAL SELLING “Visibility creates opportunities.”
  16. 16. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 16 “It’s not the size of your network, but how you use it.”
  17. 17. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17 Use your status updates to engage your network • 166 likes • 12 comments • 67 shares
  18. 18. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18 Use your status updates to promote your network
  19. 19. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19 Use your status updates to promote your company • Press • Blogs • Content
  20. 20. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20 Use your status updates to inform your network • Industry news • Relevant content
  21. 21. LINKEDIN – SOCIAL SELLING Who you know IS more Important than WHAT You know Your network is your business.
  22. 22. Proficiency in social media is a differentiator now, but will soon be a qualifier.
  23. 23. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 23 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
  24. 24. LINKEDIN – SOCIAL SELLING Your professional tagline makes a difference! ©2013 LinkedIn Corporation. All Rights Reserved. 24
  25. 25. LINKEDIN – SOCIAL SELLING Make it easy for potential buyers to learn & connect ©2013 LinkedIn Corporation. All Rights Reserved. 25
  26. 26. LINKEDIN – SOCIAL SELLING Educate, educate and educate some more! ©2013 LinkedIn Corporation. All Rights Reserved. 26 • Use rich media • Include a variety • Update regularly
  27. 27. LINKEDIN – SOCIAL SELLING How have you helped customers achieve their goals? ©2013 LinkedIn Corporation. All Rights Reserved. 27 VS.
  28. 28. To succeed, you must be the best at what you do for a specific audience.
  29. 29. LINKEDIN – SOCIAL SELLING • Social selling is NOT a fad • Build your personal brand • Remember “resume to reputation” • Maintain your relationships
  30. 30. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 30 Thanks for reading! Be sure to share this presentation with your social networks
  31. 31. LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31

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