The document discusses social selling and using social media in sales. It defines social selling as salespeople using social media like LinkedIn to interact with prospects, provide value through content, and build relationships until prospects are ready to buy. The four pillars of social selling are creating a professional brand, focusing on the right prospects, engaging with insights, and building trusted relationships. Successful social selling involves sharing knowledge and interesting content rather than self-promotion to gain attention. Content should have certain factors like being positive or providing value to increase the likelihood of being shared. Salespeople are expected to check company social media regularly and share relevant, engaging content.

1. If You Want Different
Results, You Have to
Try Different
ApproachesThe definition of insanity is doing the same thing over
and over again, but expecting different results
- Albert Einstein

2. Social Selling
In today's media society, where more and more
people are connected to the Internet, it is also
the digital world which is the fastest contact
with your customers.
- Tobias Strandh,
AddSkills Cornerstone Group

3. What is social media
• There is really nothing new that people like to socialize and exchange ideas, now it's
just a new platform, and we must learn to find their way in the gigantic range
available to choose from.
• Right from the start when we're talking digital communication, it was actually one
of the first programs created just a record of discussions so that the few who
worked with digital communications could exchange ideas. When AOL started to
bring the Internet to the ordinary user in the mid-90s, began by trying to connect
the past with the new user.

4. What is social media
• A brand is what people expect it to be. Read that again.
A brand's expectations. Point!
- Micco Grönholm
• Social media is nothing more than the services created by ourselves because we
humans have a deep need to communicate.
- Brit Stakston
• Traditional advertising can not change an opinion, but the conversations can.
Talking to the right person at the right time in the right way is an art, which is
necessary to learn ...
- Niclas Strandh

5. Where do we find our clients?

6. What is social selling
• Social selling isn't just a buzzword -- it's become a crucial way for successful
sales teams to communicate with their prospects.
• Social selling is when salespeople use social media to interact directly with
their prospects. Salespeople will provide value by answering prospect
questions and offering thoughtful content until the prospect is ready to buy.
• Thus, the use of social media in sales allows salespeople to delight their
prospects rather than interrupt their daily lives with cold calls and hard sells,
eventually converting them into loyal customers.

7. 4 Pillars of Social Selling (LinkedIn), 1
1. Create a professional brand
Today’s world of B2B buyers are very selective and will only work with vendors they can trust.
A strong professional brand shows you are an active participant in your industry. It leads to
more inquiries from prospects. It leads to more responses to your communications.
2. Focus on the right prospects
Social selling enables you to find and connect with prospects more effectively than traditional
sales. Over 76% of buyers feel ready to have a social media conversation and identifying
prospects that meet your established criteria – such as role, function, or industry - with
LinkedIn has never been easier.

8. 4 Pillars of Social Selling (LinkedIn), 2
3. Engage with insights
Position yourself as a subject matter expert by sharing relevant industry content, commenting
on news alerts, and building your professional brand. Over 62% of B2B buyers respond to
salespersons that connect with relevant insights and opportunities. Salespersons can enhance
their thought leadership by staying up-to-date with prospect news, and by identifying new
contacts or decision makers when accounts make key hires.
4. Build trusted relationships
Build trust with prospects by sharing your perspectives and helping provide relevant
information to common pain points. Have genuine conversations and focus on the needs of
the prospect first, selling second.

9. Sucessful social selling
• Now we’ve discussed some different tools that are more or less important to succeed in reaching out in the
digital area. But if all these tools can be used by anyone, why have not all succeeded?
• Simply stated, you can see the internet and all the social media as a big dinner party. Think
about who is the most interesting to talk to, listen to and interact with. Is it that self-
righteous type who constantly tells how good he/she is, showing pictures of himself,
bragging about how good the kids are, etc? Such a person will be quite quickly tiresome and
in real life maybe you sit there and suffer, but when it comes to social media ends simply
follow the company.
• BE THAT PERSON THAT SHARES KNOWLEDGE AND INTERESTING
CONTENT AND I PROMISE THAT YOU’LL EXPERIENCE MUCH MORE
ATTENTION!

10. Creating shareable content
six factors that increase likelihood content will be shared (- Jonah Berger, Stanford)
Content should;
1. be positive
2. be arousing
3. create social capital
4. include memory-inducing triggers
5. provide practical value
6. provide a good story

11. What do we expect from you
• Mark in your Outlook every
other day to check out the
company site at LinkedIn
(mainly), Twitter, Facebook,
Instagram (if present) and share
our news, pictures and events!
• Share interesting stuff on social
media which somehow is
connected with our line of
business! You’ll be more
trustworthy in your role and we
as a company get more attention!
AddSkills Cornerstone Group
• LinkedIn: https://www.linkedin.com/company/addskills
• Facebook: https://www.facebook.com/addskillscornerstonegroup/
• Instagram: https://www.instagram.com/addskillscornerstone/
• Twitter: https://twitter.com/CornerstoneSwe

12. Example

14. Thank you
Stop treating people as you would like to be treated, treat them as they want to!
- Tobias Strandh,
AddSkills Cornerstone Group
- Blog: www.aljapaco.nu
- LinkedIn: www.linkedin.com/in/aljapaco
- Twitter: twitter.com/aljapaco
- Instagram: www.instagram.com/aljapaco
- Facebook: www.facebook.com/strandh