Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/art-sobczak Session Overview Art Sobczak addresses the problem that most salespeople have with LinkedIn: they aren’t getting business from it. The real issue isn’t LinkedIn, it’s the messaging used, or not used by the salesperson. LinkedIn is a tool, and like any tool, the results rely on the skill of the craftsperson. A salesperson with ineffective messaging and delivery knowledge and skills will still be ineffective using LinkedIn. In this session Art goes through some of the most common LinkedIn mistakes made when making connection attempts, and on sales calls and voice mails, and what to do instead to connect, get through, and sell.

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“I Have a LinkedIn Account, But What
Do I Actually SAY To Get Through, and Sell?”

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10?

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10?
5?

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10?
5?
None??

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The REAL Keys to Sales
Success on LinkedIn

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The REAL Keys to Sales
Success on LinkedIn
1. You need to bring possible value
to the table

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The REAL Keys to Sales
Success on LinkedIn
1. You need to bring possible value
to the table
2. You need to CALL people

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You need to
pick up the
phone and
place the call

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Results of Doing Only “Social
Media” Instead of Calling
“Crickets. Upfront I told myself to give it a full year
to pay off. It (was) one calendar year on October
1, and it’s been by far the worst year of my career.
A total disaster. Sales are running at about an 80
percent decline, and it has been a huge blow to
my financial situation.”
-Brian Switzer

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“If you suck, you will suck more
tremendously using LinkedIn.”
Ralf VonSosen, Head of Marketing, LinkedIn Sales Solutions

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How to Really Sell Using
LinkedIn
1. Get Good at the Art and Science of LinkedIn

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NO generic
connection
invites!

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To Get this Presentation Transcript, and Be
Notified of the Free LinkedIn for Sales Success
Training Videos,
Go to
BusinessByPhone.com/summit2014

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How to Really Sell Using
LinkedIn
1. Get Good at the Art and Science of LinkedIn
2. Do Your Other Research

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Another
salesperson!

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On their LinkedIn Profile…

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On their LinkedIn Profile…

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Sam Richter

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Social Engineering
Calling and asking questions of
anyone other than your ultimate
decision maker

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Social Engineering
“Hi, I’m Art Sobczak with Business
By Phone… I’m going to be
speaking with Dale Scott, and I want
to be sure that what I have is going
to be of value to him…I’d like to ask
you a few questions.”

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How to Really Sell Using
LinkedIn
1. Get Good at the Art and Science of LinkedIn
2. Do Your Other Research
3. Define Your Possible Value Proposition

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Your Possible Value Proposition
Is NOT the thing or stuff you sell

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Your Possible Value Proposition
Is NOT the thing or stuff
Is ALWAYS the

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…making it easier for companies/individuals to_____.
…cutting down the amount of time it takes to______.
…eliminate the dreaded tasks of______.
…cut down on the hassle of_____.
…cutting the costs of______ ...
…reduce expenses on _____...
…increasing the return on investment of____...
… helping companies to get____...

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Quantify the Result
Money

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Quantify the Result
Money
Time “…it can save up to five hours in
processing time…

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Calling Connections
What NOT to Say
“I’m Pat Seller with Infinite Industrial. We’re
connected on LinkedIn and I’d like to meet
with you so I could show you our line of
market-leading bearing and fittings…”

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Calling Connections
What TO Say
“Hi Mike, I’m Pat Seller with Infinite Industrial.
Thanks for accepting my LinkedIn connection
request. As I mentioned in the request, I understand
that you are tooling up for a new release and uptime
is a top concern. With a couple of other component
manufacturers in the same situation we were able
to help them ensure…”

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Contacting a Fellow Group Member
What NOT to Say
“Karen, I’m Bill Bland with Superior Software. Hey,
we’re both members of the Quality Software
Testing LinkedIn group. Since you’re in that group,
I’m sure you’d be interested in our performance
testing software. I’d like to schedule a time with
you for a demo…”

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Contacting a Fellow Group Member
What TO Say
“Hi Karen, I’m Bill Bland with Superior Software. I liked your
response to the redundancy question the other day in the
Quality Software Testing discussion group on LinkedIn. I also
saw your question about what people are doing to test specific
elements of their shopping cart. We’ve done a whitepaper on
that, showing some unique methods that cut down on
abandonments that have resulted in millions in increased sales
that otherwise might have been lost… and I’d be happy to share
that with you…”

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Common Affiliation or Interest
What NOT to Say
“Hi Doug, Brad Stevens here with Mercury
Transportation. Hey, I see on your LinkedIn profile that
we both went to Arizona State. Class of 94 here. Go
Devils. I think we’re finally on the right track with the
football program. Anyways, I see you’re Logistics
Manager there and I sell trucking services. So I’m
thinking a fellow ASU grad would want to work with
another alum…”

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Common Affiliation or Interest
What TO to Say
“Hi Doug, I’m Brad Stevens with Mercury
Transportation. We’re actually both ASU grads. I’m
calling because in speaking with one your shipping
managers I hear that an initiative you have this year
is cutting your overall costs on your LTL loads.
We’ve done that with eight other shippers in the
past month, already showing an average of 15%
savings…I’d like to ask a few questions and see if I
can provide some information…”

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You need to pick
up the phone and
place the call

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To Get this Presentation Transcript, and Be
Notified of the Free LinkedIn for Sales Success
Training Videos,
Go to
BusinessByPhone.com/summit2014