Learn how we teach social selling to LinkedIn sales reps and how you can implement these same practices in your sales org.

1. LinkedIn’s Social Selling Secrets
STARTING SOON

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3. LinkedIn’s Social Selling Secrets
Patrick Chen
Group Marketing Manager
LinkedIn Sales Solutions
@linkedinselling
sales.linkedin.com

4. • The social selling imperative
• How we teach social selling to LinkedIn sales
reps
• Q&A
Topics for today

5. Brr! It’s cold in here!

6. My former manager Max
A Social Selling Story

7. 7
A Social Selling Story

8. Conventional sales tactics are limiting
pipeline and losing deals.

9. 9
Why do reps lose deals?
Lacking
Credibility
Losing Touch
with Prospects
Missing
Critical Players

10. Missing
Critical Players
people are involved in the
buying decision on average6.8
of decision makers
change roles every year20%

11. of buyers don’t believe
sales reps understand
their business and don’t
think they can help.
77%
Lacking
Credibility

12. Losing Touch
with Prospects
of forecasted deals
go dark.24%

13. There has to be a better way.

14. How to overcome these challenges
Understand your
prospects and
their businesses
Engage throughout
the deal cycle
Target the right
buying
committee

15. Harness the power of LinkedIn
members
500M
countries & territories
200

16. 16
The proof is in the pudding
increase to pipeline
45%
higher probability of reps
making quota
51%

17. The Secret Sauce:
How we teach LinkedIn
reps

18. Your LinkedIn profile should
inform and inspire
Building an Expert Brand
• Professional photo - is your first impression
• Tagline - should be action oriented, not just a title
• Summary - should describe your passions
• Rich media - should illustrate your story
• Educate - potential buyers who visit your profile

19. Building an Expert Brand - Great Example

20. 20
Hunting – Step 1 is to build a lead list
Lead Builder is the key
to finding 6+ decision makers

21. Hunting – Step 2 is to engage recommended leads
2
Let LinkedIn do the hunting for you

22. Hunting – Step 3 is to find team connections
Take advantage of your entire company’s rolodex
2
Take advantage of your
entire company’s rolodex

23. Hunting – Step 4 is to listen for selling moments
Social triggers create golden selling momentsTake advantage of your entire company’s rolodex
2
Social triggers create
golden selling moments

24. XYZ Company
An example of a selling moment
The rep sees an insight in the feed…Take advantage of your entire company’s rolodex
2
The rep sees an insight
in the feed

25. XYZ Company
XYZ Company
ABC Company
XYZ Company’s
An example of a selling moment
He reaches out while prospect is in the moment…The rep sees an insight in the feed…Take advantage of your entire company’s rolodex
2
The rep reaches out
while the prospect is in the moment

26. XYZ Company
…Magic happens
An example of a selling moment
The rep sees an insight in the feed…Take advantage of your entire company’s rolodex
2
Social selling works.

27. A warm hand-off is the best way to build trust
Selling through relationships – Introductions
The rep sees an insight in the feed…Take advantage of your entire company’s rolodex
2
A warm hand-off is the
best way to build trust

28. • Fast and lightweight, yet powerful
• Best used for less senior prospects or if connection is tenuous
• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drop
Get the value of an intro with a fraction of the effortThe rep sees an insight in the feed…Take advantage of your entire company’s rolodex
2
Get the value of the intro
with a fraction of the effort

29. Appeal first to emotional (right)
side of the brain…
• Personal interests
• School pride
• Articles and posts
• Recommendations
…Before challenging the logical
(left) side of the brain
• Insights
• Data
• Rankings
1
2
Warm outreach
As a last resort, “cold” outreach can still be warmThe rep sees an insight in the feed…Take advantage of your entire company’s rolodex
2
As a last resort, a “cold” outreach
will still be warm

30. Q&A
Learn more at lnkd.in/letschat
@linkedinselling
sales.linkedin.com