INBOUND15

Social Selling: How to Connect with the Modern Buyer

Jill Rowley

Social Selling Evangelist & Startup Advisor

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@jill_rowley #SocialSelling

Marketing Needs to Know More about Sales

Sales Needs to Know More about Marketing

We all Need to Know More about our CUSTOMERS

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Meet the Modern BuyerDigitally-driven Socially-connected

Mobile Empowered

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@jill_rowley #SocialSelling

@jill_rowley #SocialSelling

@jill_rowley #SocialSelling

Mindset: from Selling to Helping

Skill set: digital, social

Toolkit: a fool with a tool is still a fool

The Why, What & How-To-Do Social Selling

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Why do Social Selling?

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Pipeline, Revenue, Renewals

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What is Social Selling?

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Social Selling is using Social Networks to do Research to be Relevant to build Relationships that drive Revenue.

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@jill_rowley #SocialSelling

How do I do Social Selling?

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5 Pillars & Practices of Social Selling

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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

The Art of a LinkedIn Invite

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Buying Committee: 5.4

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Use Your Alumni Network

TWITTER@jill_rowley #SocialSelling

1. Pick a simple and short username (this is your brand)2. Create a personal profile that tells a story3. Upload a good picture (no eggheads!)4. Include your LinkedIn URL in your bio5. Listen first, find your voice6. Follow influencers and experts in your field; Subscribe to lists7. Share things that are useful and relevant to your followers8. Do no just self-promote or share your stuff9. Engage with your followers (@reply, RT and mention) 10. Use #hashtags – example is #INBOUND15

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

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

@jill_rowleywww.linkedin.com/in/jill_rowley

Let’s Connect!