The buying process has changed; it's digital, it's mobile, it's heavily influenced by social. The modern Sales professional leverages Social Networks to be where her buyers are online, offline, #AllTheTime. Companies that invest in operationalizing and scaling Social Selling will have a massive competitive advantage, as 78% of sales professionals using Social Networks outperform their peers. Evolution of communication: Print > Radio > TV > Phone > Email > Web >...SOCIAL. Social Selling is all the rage, but most people don't understand that Social Selling is just old school research, networking and relationship building, leveraging new school channels like LinkedIn, Twitter and Google+. Jill will cover the Why, What and How to do Social Selling at an individual Sales Rep level. You'll walk away with fresh ideas on how to find, relate, connect and engage with your customers and future advocates.

1. #SocialSelling
How to “Sell” to the Modern Buyer

2. Is Social Media a Fad?
@jill_rowley #SocialSelling

3. The ABCs of Social Selling –Always Be Connecting
@jill_rowley | #SocialSelling

4. 78% Salespeople using social
media outsell their peers
@jill_rowley #SocialSelling

5. Benefits of Social Selling
@jill_rowley #SocialSelling

6. Customers expect companies to feel personal and authentic @jill_rowley #SocialSelling

7. ADAPT OR DIEBE REPLACED
Become transparent, responsive, & collaborative or else risk being left in the dust by competition
@jill_rowley #SocialSelling

8. How?
By sharing the unedited voices & personalitiesof all employees!
@jill_rowley #SocialSelling

9. 92% of B2B buyers startsearch online…
@jill_rowley #SocialSelling

10. 82% of the world’s online population can be reached by social networks
Source: insites-consulting.com
@jill_rowley #SocialSelling

11. 57% of the buying process done before engaging sales
Then
Now
VS.
@jill_rowley #SocialSelling

12. The Power of Peer to Peer

13. Buyer to Company: 33% Trust
@jill_rowley #SocialSelling

14. Buyer to Buyer: 92% Trust
@jill_rowley #SocialSelling

15. Meet the Modern Buyer
Digitally- driven
Socially-connected
Mobile
Empowered
@jill_rowley #SocialSelling

16. Unlimited access to real-time information about your company, products, competitors, customers, industry experts and influencers

17. Decision-makers are more knowledgeable.
Unlimited access to real-time information about your company, products, competitors, customers, industry experts and influencers
"The best reps are not just present in social, they position themselves as credible andinfluential sources in customer networks.” This affords them more access to buyers.
-Sales Executive Council

18. It all comes down to trust.

19. You have to break through the clutter.

20. Always look at things throughthe customer’s eyes.

21. You need more tools!
Would you try to maintain your territory with only hammer & nails?
Old: Phone & Email
New: LinkedIn & Twitter
@jill_rowley #SocialSelling

22. Social Selling is using Social
Networks to do Research to be
Relevant to build Relationships that
drive Revenue.
@jill_rowley #SocialSelling

23. Traditional Selling vs #SocialSelling
@jill_rowley #SocialSelling

24. 5 Pillars of Social Selling
@jill_rowley #SocialSelling

25. Use social networks to find, listen, relate,
connect, engage, and amplify your buyers
and their sphere of influence
@jill_rowley #SocialSelling

26. Content
READwhat your buyers are reading and share that content across your social networks
@jill_rowley #SocialSelling

27. The 411on Content
@jill_rowley #SocialSelling

28. LINKEDIN
@jill_rowley #SocialSelling

29. Why bother with LinkedIn?
@jill_rowley #SocialSelling

30. 1.
Buyer-centric LinkedIn profile
2.
The Art of a LinkedIn Invite
3.
Sphere of Influence training
4.
LinkedIn Groups
5.
Advanced Search in LinkedIn
6.
Find Alumni
7.
LinkedIn Job Change alerts
8.
Share content
@jill_rowley #SocialSelling

31. •
Headline should be descriptive; NOT your job title
•
Include #hashtags Review the “Who’s Viewing Your Profile”
•
NEVER leave blank
•
Tell stories
•
Write in the 1stperson. This is not your online resume!!
•
Choose skills you want to highlight
•
Seek endorsements & recommendations - do the same for others
Headline
Include #Keywords
Profile Summary
Recommendations&
Endorsements
•
High quality and professional photo
•
11x more likely to be viewed with a photo
Profile Picture
Keys to a Successful LinkedInProfile
@jill_rowley #SocialSelling

32. Add a ProfessionalPhoto
•
Represents your professional brand
•
#FirstImpressionsMatter
•
No wedding photos or party pics
•
Make it public; not private
@jill_rowley #SocialSelling

33. The Good, the Bad, and the Ugly
@jill_rowley #SocialSelling

34. Your Headlineisn’t just your title
@jill_rowley #SocialSelling

35. Your LinkedIn Summary is about YOU
@jill_rowley #SocialSelling

36. Don’t be a QUOTA CRUSHER
@jill_rowley #SocialSelling

37. Quota crusher vs.buyer-centric profile
VS.
@jill_rowley #SocialSelling

38. Recommendations Establish Credibility
@jill_rowley #SocialSelling

39. The Art of a LinkedIn Invite
@jill_rowley #SocialSelling

40. Join Groups on LinkedIn
@jill_rowley #SocialSelling

41. Use Your Alumni Network
@jill_rowley #SocialSelling

42. Get mobile! Download the app
@jill_rowley #SocialSelling

43. How can I measure how well I’ve adopted social selling?
@jill_rowley #SocialSelling

44. ABC co
Create a professional brand
Performance on four key dimensions, each worth 25 points
Find the right people
Engage with insights
Build strong relationships
16
15
8
18
Social Selling Index
57
LinkedIn’s Social Selling Index measures adoption of practices on a 0-100 scale
@jill_rowley #SocialSelling

45. SSI leaders create 45% more opportunities per quarter than SSI laggards.
SSI leaders are 51% more likely to hit quota than SSI laggards.
45%
more opportunities
51%
more likely to hit quota
Based on a global study LinkedIn ran in Q4 2013 of Q3 performance for reps focused on new business and reps focused on existing business. Respondents reported performance; they were matched to their LinkedIn profiles to understand their SSI.SSI leaders have an SSI > 70; SSI laggards have an SSI < 30
Why is Social Selling important?
@jill_rowley #SocialSelling

46. TWITTER
@jill_rowley #SocialSelling

47. Why bother with Twitter?
•
Monthly Active Users = 271 million
•
In the U.S. the number of Adult Twitter users is 34.7 million
•
Twitter has 211 million monthly mobile users
•
Twitter has added 53 million users in the last 12 months
Twitter is:
what’s happening now
Twitter is not: a place to share lunch photos
@jill_rowley #SocialSelling

48. 1.
Pick a simple and short username (this is your brand)
2.
Create a personal profile
3.
Upload a good picture (no eggheads!)
4.
Include your LinkedIn URL in your bio
5.
Listen first, find your voice
6.
Follow influencers and experts in your field; Create lists
7.
Share things that are useful and relevant to your followers
8.
Do no just self-promote or share yourstuff
9.
Engage with your followers (@reply, RT and
@jill_rowley #SocialSelling

49. Is this a good Twitter profile?
@jill_rowley #SocialSelling

50. Personal Branding on Twitter
@jill_rowley #SocialSelling

51. Twitter: Starts with Listening
@jill_rowley #SocialSelling

52. Twitter Lists:Social Selling
@jill_rowley #SocialSelling

53. 78% Salespeople using social
media outsell their peers
@jill_rowley #SocialSelling

54. The ABCs of Social Selling –Always Be Connecting
@jill_rowley | #SocialSelling

55. @jill_rowleywww.linkedin.com/in/jill_rowley
Let’s CONNECT
@jill_rowley #SocialSelling