1.
#SourceIn 2013

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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2
• What is Social Selling
• Building your personal brand
• Resume to reputation
• Maintaining relationships

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.
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 4
Research prospects

5.
LINKEDIN – SOCIAL SELLING
Research prospects
©2013 LinkedIn Corporation. All Rights Reserved. 5

6.
LINKEDIN – SOCIAL SELLING
Participate in groups
©2013 LinkedIn Corporation. All Rights Reserved. 6

7.
LINKEDIN – SOCIAL SELLING
Build a network
©2013 LinkedIn Corporation. All Rights Reserved. 7

8.
LINKEDIN – SOCIAL SELLING
Get referrals and introductions
©2013 LinkedIn Corporation. All Rights Reserved. 8

9.
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 9
Get referrals and introductions

10.
LINKEDIN – SOCIAL SELLING
Inevitable
©2013 LinkedIn Corporation. All Rights Reserved. 10

11.
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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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 12
You are the CEO of

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15.
LINKEDIN – SOCIAL SELLING
“Visibility creates opportunities.”

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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 16
“It’s not the size of your network, but how you use it.”

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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17
Use your status
updates to engage
your network
• 166 likes
• 12 comments
• 67 shares

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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18
Use your status
updates to promote
your network

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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19
Use your status
updates to promote
your company
• Press
• Blogs
• Content

20.
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20
Use your status
updates to inform
your network
• Industry news
• Relevant content

21.
LINKEDIN – SOCIAL SELLING
Who you know IS more
Important than WHAT
You know
Your network
is your business.

22.
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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LINKEDIN – SOCIAL SELLING
Your professional tagline makes a difference!
©2013 LinkedIn Corporation. All Rights Reserved. 24

25.
LINKEDIN – SOCIAL SELLING
Make it easy for potential buyers to learn & connect
©2013 LinkedIn Corporation. All Rights Reserved. 25

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.
LINKEDIN – SOCIAL SELLING
How have you helped customers achieve their goals?
©2013 LinkedIn Corporation. All Rights Reserved. 27
VS.

28.
To succeed, you must be the best
at what you do for a specific
audience.

29.
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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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 31