LinkedIn Social Selling

What is Social Selling

Leveraging your professional brand to fill your pipeline with the right people, insights, and relationships.

The term “social selling” is still fairly new, and, even just five to 10 years ago, despite the explosive growth and popularity of social networks, many B2B executives believed that such social sites as Twitter and LinkedIn were distractions that would draw salespeople’s attention away from core selling activities.

Linkedin not just for resumes

They also believed that LinkedIn was largely a résumé repository, where salespeople would go to hunt for new jobs or be poached by the competition. There is a growing awareness among sales leaders, however, that, at its core, social selling adheres to the same time-tested principles of sales success.

There is a growing awareness among sales leaders, however,
that, at its core, social selling adheres to the same time-tested
principles of sales success. Consider the definition of social
selling put forth by LinkedIn’s global senior manager of
social marketing, Koka Sexton, in his blog post “The Rise of
Social Selling.” He defines social selling as, “leveraging your
professional brand to fill your pipeline with the right people,
insights, and relationships.” the right people, insight

Sexton, who Forbes recently reported as ranking number one
among the top 30 “most influential social sales professionals
online,” says that his own journey with social selling began
when he was an inside sales rep and had no way of getting
to know prospects the way field sales reps traditionally did—
namely, through face-to-face interaction. “I didn’t get to go
to their offices, so I never saw the pictures on their walls, their
golf trophies, or whatever else might have helped me build
rapport and a relationship,” Sexton says. “I just had a name,
a phone number, and a title.”

Social media, he says, opened the door for him. “Suddenly
I knew when they were on vacation and when they were
coming back, who they were connected to in an organization,
and what connections I might have in common with them.”

Leveraging your professional brand to fill your pipeline with the right people, insights, and relationships.

Consider the definition of social selling put forth by LinkedIn’s global senior manager of social marketing, Koka Sexton, in his blog post “The Rise of Social Selling.” He defines social selling as, “leveraging your professional brand to fill your pipeline with the right people, insights, and relationships.”

How do we define social selling?

1) Which network should I join?
Conflicting reports abound about which social networks will
get the most traction for sales, but an obvious rule of thumb
is to figure out where your customers are most likely to be
and establish your presence there. Most surveys in the B2B
marketing community list LinkedIn and Twitter as top choices;
these sites have the largest number of users. (If you’re after
the biggest possible user base, here’s a list of the top 15
according to Alexa rankings.)

 

49% of business to business buyers now preview the sellers LinkedIn profile as part of their buying process. Shockingly most sales profiles look like job resumes when they should look like customer resumes.

LinkedIn data shows:
51%  of Sales professionals who use LinkedIn for social selling are 51% more likely to exceed their sales quota than sales professionals who don’t use LinkedIn for social selling.
Sales professionals that use LinkedIn for social selling are 3X more likely to crush
their sales quota for the year than any other sales rep.
Directors that use LinkedIn for social selling get promoted 1.6X faster to VP.

Once you’ve created your customer centric profile, this module shows you how expand your network and generate sales leads by engaging the right people in the right positions you want to sell to.

  • How to Identify Prospects
  • Contact Strategies & Templates
  • Network Expansion Pro tips
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