Linkedin Social Selling Training for SevOne
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Transcript of Linkedin Social Selling Training for SevOne
5.4 75of B2B buyers now usesocial media to be more informed on vendors
% 90of decision makers say they never respond to cold outreach
%people are now involved in the average B2B buying decision
Corporate Executive Board 2013 – Winning The Consensus PurchaseCorporate Executive Board 2012 – New Decision Timeline
Harvard Business Review 2012 – Tweet Me, Friend Me, Make Me Buy. Decision makers are C-level
The buyer’s process has changed
Desktop Email
Mobile
Salesforce
How does LinkedIn help you?
Find the Right People Stay Informed Go In Warm21 3
Listen for social triggers that create selling moments
Passive Prospecting
Rachel StewartRachel Green
Chris JeffersRob Fox
XYZco
XYZco
XYZco
XYZco Ben Green:
XYZco
• Share by saved lead• New lead• Mentioned in the news
• Lead update (e.g., job change)
• New team connection
Hot
Medium
Insights are inbound leads
Passive Prospecting
Remember, we are asking for a favor
Selling through relationships – Introductions
Silver BulletsRequest intros when they
will
have the most impact
Make it easyOffer to ghost-write
the intro email
Follow-throughClose the loop with
the introducer
• Fast and lightweight, yet powerful• Best used on less senior prospects or if connection is tenuous• Appropriate to name drop without permission
Name Drop
Selling through relationships – Name Drops
3 Keep it short
4 Nurture socially
5 Have a great profile
Engage leads with Effective InMail Messages
1 Personalize
2 Build a conversation
Demonstrate that you’ve done your homework
Mention a common contact
Refer to a common LinkedIn group
Comment on a LinkedIn group posting
Discuss a common company, experience, or personal interest based on reading their profile
Ask for an opinion
More “salesy” InMails get lower response rates.
Instead start a conversation.
Be polite, brief, and to the point. Shorter is better.
Listen for social triggers that create selling moments (News Feeds, Actionable insights)Save Accounts and Leads
Engage with content (Like, comment, re-share)
The first thing an InMail recipient will do is review your profile.Poor profiles reduce InMail response rates.
Greg,
First, great presence on LinkedIn and great engagement – your endorsements in digital marketing are impressive. I am the XYZ company contact here at LinkedIn and was inspired to reach out after reviewing your profile and seeing you are the VP of Business Development.
XYZ company has 10,600 unique connections to 4500 different companies on LinkedIn. I’d love to show you how to leverage this data to identify decision makers and drive new business. Do you have time this week to connect for a quick call?
Best,SurainLinkedIn Sales Solutions
Social
Who You Are
Purpose of Outreach / Benefit
Call to Action
InMail Example
Next steps
1. Build and save a search
2. Save at least 20 leads and 10 accounts
3. Ask for an introduction to a 2nd degree connection
4. Using insights gained from sales updates, send a personalized InMail
Download tip sheets:
• Using TeamLink for Introductions
• Use Keyword Modifiers