INBOUND 2015

1. INBOUND15
Social Selling: How to Connect
with the Modern Buyer
Jill Rowley
Social Selling Evangelist & Startup Advisor

2. Placeholder slide for opening video
@jill_rowley #SocialSelling

3. Marketing Needs to Know More about Sales
Sales Needs to Know More about Marketing
We all Need to Know More about our CUSTOMERS
@jill_rowley #SocialSelling

4. Meet the Modern Buyer
Digitally-driven Socially-connected
Mobile Empowered
@jill_rowley #SocialSelling

5. @jill_rowley #SocialSelling

6. @jill_rowley #SocialSelling

7. @jill_rowley #SocialSelling

8. Mindset: from Selling to Helping
Skill set: digital, social
Toolkit: a fool with a tool is still a fool

9. The Why, What & How-To-Do
Social Selling
@jill_rowley #SocialSelling

10. Why do Social Selling?
@jill_rowley #SocialSelling

11. Pipeline, Revenue, Renewals
@jill_rowley #SocialSelling

12. What is Social Selling?
@jill_rowley #SocialSelling

13. Social Selling is using Social Networks to
do Research to be Relevant to build
Relationships that drive Revenue.
@jill_rowley #SocialSelling

14. @jill_rowley #SocialSelling

15. How do I do Social Selling?
@jill_rowley #SocialSelling

16. 5 Pillars & Practices of Social Selling
@jill_rowley #SocialSelling

17. 1. Buyer-centric LinkedIn profile
2. The Art of a LinkedIn Invite
3. LinkedIn Job Change Alerts
4. Advanced Search in LinkedIn
5. Find Alumni
6. Recommendations & Endorsements = Credibility
7. Share Content
@jill_rowley #SocialSelling

18. The Art of a LinkedIn Invite
@jill_rowley #SocialSelling

19. Buying Committee: 5.4
@jill_rowley #SocialSelling

20. Use Your Alumni Network

21. TWITTER
@jill_rowley #SocialSelling

22. 1. Pick a simple and short username (this is your brand)
2. Create a personal profile that tells a story
3. Upload a good picture (no eggheads!)
4. Include your LinkedIn URL in your bio
5. Listen first, find your voice
6. Follow influencers and experts in your field; Subscribe to lists
7. Share things that are useful and relevant to your followers
8. Do no just self-promote or share your stuff
9. Engage with your followers (@reply, RT and mention)
10. Use #hashtags – example is #INBOUND15

23. Social Selling: It’s not a one-off
• Executive Sponsorship
• Program Owner
• Alignment: Marketing,
Sales, Sales Enablement,
Sales Training, Sales Ops
• Sustainable training
program
– 101, 201, 301
– Live and eLearning
– Certification
• Provide repository to store
everything “social”
• Deliver content calendars
to make sharing easy
• Celebrate successes
• Share best practices &
provide coaching
• Embed in process &
systems (SFA/CRM)
• Recognition & Rewards
• Track results
@jill_rowley #SocialSelling

24. 5 Things for Sales Reps to do Right Away!
• Optimize your LinkedIn profile for the Buyer; not the Recruiter.
• Personalize your LinkedIn Invites – ALWAYS!!
• Expand your Professional Network. ABC = Always Be Connecting.
Leverage your College Alumni.
• Follow Influencers and SHARE their content.
• Follow your Customers (and Partners) on LinkedIn & Twitter.
@jill_rowley #SocialSelling

25. @jill_rowley
www.linkedin.com/in/jill_rowley
Let’s Connect!