1. Tips for Social Selling Professionals
Transforming the way you sell

2. What is Social Selling?
 Developing a Reputation: Building a strong online reputation that
showcases your experience and increases your credibility
 Gathering Intelligence: Researching social information to prepare
for sales conversations
 Building your Network: Developing relationships with people who
can share information and provide referrals
 Offering Insights: Providing meaningful insights that earn
opportunities to engage with and influence contacts
 Using Social Selling Solutions: Taking advantage of innovative
selling solutions such as LinkedIn Sales Navigator
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3. Why Apply Social Selling Techniques?
“The best reps are not just present in social media, they position
themselves as credible and influential sources in customer networks.”
-Sales Executive Council
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4. Why Apply Social Selling Techniques?
”The B2B social buyer relies on social media and online
communities during the purchase process.”
-ITSMA
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5. Why Apply Social Selling Techniques?
“Effective use of sales intelligence increases revenue
productivity per sales rep by 17%.”*
– CSO Insights
*2011 analysis
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6. Where are you on the social selling spectrum?
High
“Leaders”
• Strong Online REPUTATION
“Tip-Toers”
• Gathering INTELLIGENCE
• Proactively Building NETWORK
• Contributing INSIGHTS
• Using Social Selling SOLUTIONS
“Laggards”
• Weak Online REPUTATION
• NOT Gathering INTELLIGENCE
• Reactively Building NETWORK
Low • NOT Contributing INSIGHTS
• NOT Using Social Selling SOLUTIONS
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7. 5 Steps to Becoming a Social Selling Pro
1 Build Your PROFILE
2 Gather INTELLIGENCE
3 Develop Your NETWORK
4 Contribute INSIGHTS
5 Use Social Selling SOLUTIONS
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8. 1. Build a Strong Professional Profile
Add a photo, experience and skills that showcase the brand of YOU
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9. 2. Gather Intelligence
Be prepared for every interaction by researching contacts and companies
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10. 3. Proactively Develop Your Network
Build trusted relationships who can support your professional objectives
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11. 4. Contribute Insights
Share ideas through status updates, and participate in groups
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12. 5. Use Social Selling Solutions
Sales Navigator: LinkedIn Premium for sales professionals
Build prospect Reveal full profiles of 3rd Leverage co-worker
lists with degree contacts with connections with
Lead Builder advanced search Team Link
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13. Best of luck in your journey to
becoming a social selling
professional!
For more information: http://sales.linkedin.com or
www.slideshare.net/linkedin-sales-solutions 13