Social selling is important to create more sales opportunities through sharing useful content with prospects before they find it elsewhere. It allows salespeople to avoid cold calls that rarely work by getting to know prospects' needs through social media. The presentation outlines how to organize a social selling program by establishing goals, finding influential contacts, providing training, and assessing results. It provides practical tips for social selling skills like optimizing profiles, crafting subject lines, and using LinkedIn messaging tools to start relationships and leverage existing connections.

1. joel marans | @schnitzelboy

3. What we’ll cover today
Why social selling is important (for you & clients)
How to organize/deploy a social selling program
Practical social selling skills to use right away

7. why social selling?
Create more sales opportunities, faster
with content prospects actually want & need.

8. the real reason?

9. I hate cold calls.

12. Cold calls are the Sex Panther of selling.
97% of the time, they work none of the time.

13. Know what prospects want, and share it before they find it.
Social selling means becoming a search engine shortcut.

14. WHILE BIG DATA GETS
BIGGER...
…SMALL DATA IS GETTING
SMALLER.
[ question is….are you listening? ]

15. Buyers have changed, too.
5.475% 57%
number of people
you need for large deals
B2B purchaser’s
influenced
by social media
Of buying decision is
made before
sales rep is involved

16. Step 1: Plan your approach

18. Sales Navigator Product Overview
• 25 inMails / month
• Really cool advanced search tools
• TeamLink
• CRM integration
• And more...

19. Step 2: Find Mavericks

21. Step 3: Training

23. InMail
member
message
connection
request
Start a relationship" Confirm a relationship" Leverage a relationship"

24. InMail Secret Ingredients

25. 5 Great Subject Lines

26. inMails are a perfect
way to deal with CASL

27. Step 4: Assess and re-assign

28. Measure your baselines.
Ruthlessly.

29. Step 5: Celebrate (and sustain) your wins

30. What we covered (and your action items)
Why social selling is important (for you & clients)
Deliver more sales opportunities, faster with content they actually need
How to organize a social selling program
Establish goals, find Mavericks, train and measure them
Practical social selling skills to use right away
Optimize your own profiles, consider paid accounts
Never make a cold call again!

32. Practical, tactical ideas for social business.
Please connect with me
@schnitzelboy | about.me/joelmarans