Learn the fundamentals of social selling with LinkedIn and how you can get more out of the platform with Sales Navigator.

1. Tina Ngo
Marketing Manager
LinkedIn Sales Solutions
Social Selling 101
Get the Fundamentals Right

2. We all lose deals
FACT:

3. WHY WE LOSE DEALS
6.8
People on average involved in
the buying decision
77% 24%
Decision makers change roles
every year
Of buyers don’t believe that
sales understands their
business and don’t think they
can help
??
?
Missing Critical Players Lacking Credibility Losing Touch with Prospects

4. A modern approach to sales that
utilizes information from social
networks to grow your business
Social Selling

5. 500M+
Members worldwide
7M+
Global companies
2B+
Updates per Week
LinkedIn allows you to tap into its vast network

6. Member Experience on LinkedIn.com

7. For full value, expand your access and tailor your experience
TODAY:
All that LinkedIn
has to offer
YOU
The SALES NAVIGATOR
Experience
for sales

8. Get More Out of LinkedIn with Sales Navigator
LinkedIn.com LinkedIn Sales Navigator
Search only 1st, 2nd, 3rd
connections

9. Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn

10. Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn

12. BUILD A PROFESSIONAL BRAND | Start with Your Profile
Patrickis a 2nd DegreeConnection
meaning you’re not directly
connected to someone who knows
this sales rep

13. BUILD A PROFESSIONAL BRAND | Start with Your Profile
Professional Photo
Your first impression
Summary
Should describe your
passions
Tagline
Should be action oriented,
not just a title
Media
Should illustrate your story

14. Become a Thought Leader
Build a Professional Brand
LinkedIn Global Survey of 1500 B2B buyers and decision-makers, May 2014
B2B buyers are 5x
more likely to
engage with sellers
who are known
industry thought
leaders
• Comment in group discussions
• Share important news
• Ask clients for recommendations
• Leverage existing marketing content
• Publish content

15. Start social selling today
Build a Professional Brand
2
Say Cheese
Bring in a professional
photographer for profile
headshots
3
Share Content
Ask marketing for existing
content so you can leverage
what’s already available
Peer Review
Schedule time on a Friday for
your team to update
LinkedIn profiles together
1
Fast Tips

16. Find the Right People
Sell Through Relationships
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn
Create a Professional Brand

17. AccountPotential
Likelihood to Buy
Finding the Right People
Time is Money

18. Prioritize by size
& industry
Find the
Right People
LinkedIn.com

19. Prioritize by size
& industry
Find the
Right People
LinkedIn Sales Navigator

20. Find the
Right People
Build & save lists with
‘Lead Builder’

21. Leverage Your Team Network with TeamLink™

22. Start social selling today
Finding the Right People
2
Research
Go beyond just your target
lead at an account – look up
their Director+ peers and
identify your entire buyer
panel
3
Train
Teach new employees your
process from the start and
invest in training your more
experienced team members.
Connect
Have your sales team connect
to one another on LinkedIn to
start unlocking the power of
your combined networks
1
Fast Tips

23. Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn

24. Leverage Your Team Network with TeamLink™
COLD CALLING IS DEAD

25. Leverage Your Team Network with TeamLink™

26. Leverage Your Team Network with TeamLink™

27. 1. Ask for Permission
Request intros when they will
have the most impact
2. Make it easy
Offer to ghost-write
the intro email
3. Follow-through
Close the loop with
the introducer
Sell Through Relationships
WARM
INTRODUCTION
NAME DROP

28. Start social selling today
Sell Through Relationships
2
Network Internally
Incorporate into your regular
team meetings – formalize
the serendipitous ‘water
cooler’ moments
3
Use Templates
Create a network
introduction email template
so people have a gold
standard
Lead by example
Encourage your sales team to
approach you for
introductions to prospects
connected to you
1
Fast Tips
NOTE: Make sure they have done their
due diligence, your reputation is on
the line too

29. Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
Start with the Building Blocks
Fundamentals of Social Selling with LinkedIn

30. Engage with Insights | Even if it’s cold, keep it personal

31. …Before challenging the logical
(left) side of the brain
• Insights
• Data
• Rankings
2
Engage with Insights
Appeal to Both Sides of the Brain
Appeal first to emotional
(right) side of the brain…
• Personal interests
• School pride
• Articles and posts
• Recommendations
1

32. Start social selling today
Engage with InsightsFast Tips
2
Follow Target
Companies
Watch for marketing materials
and press releases related to
your target companies and
products.
3
Look for Openings
Pay attention to key
moments for your leads or
accounts: job changes,
promotions, news mentions,
etc.
Start Small
Start simply by sharing, liking
and commenting on others’
content. You can start
engaging without any of your
own original content!
1

33. Sell Through Relationships
Create a Professional Brand
Find the Right People
Engage with Insights
You have the fundamentals
Next Steps: Start Social Selling
For more on LinkedIn Sales Navigator, visit sales.linkedin.com
Polish Your LinkedIn Profile
Search 500M+ Members
Leverage Warm Introductions
Keep Up with Your Accounts